Ignored enquiries are lost business opportunities says Paul Clapham. How can you stand out from the crowd to win orders?
- A vast amount of time, money and effort is spent on generating sales opportunities, but attention must be paid to squeezing every ounce out of each enquiry
- If you try to generate sales from each enquiry received your revenue will rise without your costs following
- A failure to exploit enquiries properly starts at the beginning ie phone call, e-mail, mailed response
- Regardless of how relevant speed might be to your business, there is no question that people use it as a benchmark of the commitment of a supplier
- Every enquiry you get should be logged and then allocated to a specific individual to follow through
- Enquiries can go cold without being dead – you must keep plugging away at that phone
Source
Electrical and Mechanical Contractor
Postscript
Paul Clapham runs marketing consultancy Junction 13 Marketing & Design.