How do you follow up on a sales presentation when the potential customer doesn’t purchase immediately?
That’s the question we as HVAC contractors have been debating for a number of years. It’s especially important to a company like ours because our overall sales theory is to be informative and helpful but not pushy. That is, I don’t want us to be one that has a reputation that we’ll stay on the job until we get the sale. All of this doesn’t mean we don’t sell some on our first visit. We do — especially when it is warmer than 90°F outside, and we promise a crew will be on-site the next day. Nevertheless, a large number of our presentations don’t end up with an immediate sale. Hence comes the problem of how to best follow up with that potential customer.