Key 5 of 9 ยท Customers
Sales
A simple process, and ask for the yes. Win the jobs you want, not the ones you have to take. Two ears, one mouth.
What this Key covers
- How fast enquiries get answered, and by whom
- Finding out what the customer really needs
- Quotes, and following them up
- A simple process someone else can follow
Who it matters most for
Owners who still price every job and win most of the work themselves.
What a buyer may ask
"Does anyone but the owner price and win the big jobs?"
If you're the only one who can price and win the work, the sales leave when you do. A buyer wants a sales process, not a salesperson who's leaving.
Three questions to ask yourself
- 1Does every good enquiry have a next step, and someone who owns it?
- 2How many of our quotes turn into work?
- 3Why did we lose the last few jobs we didn't win?
Why it matters to you
You win the jobs you want, not the ones you have to take. Your team can quote and close without you.
A practical first step
Keep a simple list of open enquiries and quotes, with the next step, the date and who owns it. Look at it at the same time each week.