Converting enquiries to sales. Is this the most important step?

We all spend a lot of time and energy creating opportunities and enquiries for our businesses. We then spend even more time and energy speaking to potential clients and putting quotes, estimates, and proposals together.

But are we forgetting one of the most important steps? Following up! I know I’ve been guilty of this myself in the past but once I realised how important following up is, it was a gamechanger. I previously felt like I was hassling people when following up but soon realised that it wasn’t about me, it’s about them. People are busy. Things get forgotten, and things drop off the radar. Some people even think that if you don’t follow up then you’re not actually that interested in doing the work. So make sure you ALWAYS follow up with people.

Here’s a quick example of how powerful it is that prompted this week’s tip. We needed to hire 2 scooters for 3 months recently so approached 3 local companies a couple of weeks ahead of when we needed them. We wanted to know what models they had and at what price for such a long term rental. They all pretty much had the same scooters at the same price after some negotiation. They all knew the date we wanted to hire from and that I’d be deciding who to use the week before that date. Only 1 of the 3 followed up with me (twice, plus did lots of other great stuff!) so of course they are the ones we’ve hired from.

If you want to convert enquiries into sales, make sure you follow up. If you haven’t already, why not take a look at any quotes or estimates you’ve put out in the last 2 weeks and follow them up 🙂

If you’ve got any questions just head to the Ten Minute Marketing Facebook group here and ask me there or comment below.



Ten Minute Marketing — Successfully market your small business. In just 10 minutes a day!