Today, I have something that will be very interesting for you to hear, and that is to follow up! Let me tell you why it is incredibly important to follow up with customers after they leave your business, even if you just have their phone number.
Out of all the people on your mailing list and people that you have called, approximately 10% of them will eventually end up using a tree service, especially if you are in a heavy tree service city like St. Louis MI or Baltimore MD. Of those 10% who need tree work, approximately 1% will buy right now, considering 1% of 1,000,000 is still 10,000, that is a large number; even if the number was 500, that is still a large number of work.
These 500 people you are servicing are the people you do business with right now. What happens to that remaining 9%? That remaining 9% does not make a decision right now. They make a decision a couple of weeks or months down the road; these are the clients that you called once and decided to never call back. These are the clients whose information you noted down; however you never followed through so they never rang back. Their contact information is all over the place right now for you. What I need you to do is to get these phone numbers that you have and start calling people back.
Because, like I said earlier, only 1% of those 10% are really buying right now, actively seeking to find a service that meets their needs. However, the smart people realize that the other 9%, which is 90% of the available buyers, buy eventually. They buy after a couple of weeks or a couple of months, maybe even a year or two later. Your business will be able to dramatically grow if you just follow up. That’s how powerful following up can be for your business. Don’t just focus on the 10% that have their eyes looking for a tree service right no; also look at the 90% right now.
Start a relationship with your prospects. This is what I want you guys to look at. Out of all the prospects you have, about 10% will buy eventually. Of these 10%, approximately 1% will buy right now. The problem is everyone focuses on these people right now, but never follow up. These people that make the decision to hire a tree service later eventually get ignored. So, which piece of the pie do you really wish to focus on: the 10% or the 90%? Follow up guys; get the bigger piece of pie.