1 Week for small and medium opportunities | 2 weeks for large and x-large opportunities – Send email follow-up for proposals if client doesn’t reply in 1-2 days, follow up with a call.Immediately – Send follow-up email to a client you left a voicemail.Same day – Send follow-up via email with a prospect from a tradeshow.Set timeframes and frequency for each type of followup.business developers, estimators, account representatives). Establish who should perform follow-up activities (i.e.The basics of setting up your construction follow-up process, without going into too much detail, are: How to Define a Construction Follow-up Process A business process supported by a great followup tool. A process that is well defined with activities, roles, and responsibilities. Still, we can and we should consider follow-up a standalone process. We may not see follow up as a separate process because follow-up activities are spread across the entire sales process. An account representative follows up with existing clients to make sure their needs are met and gage cross-selling opportunities. An estimator does followup on the proposals, estimates, or tenders he sends out. A business developer or outside sales representative will follow up with prospective customers or leads. And construction follow-up gets complicated! The Follow-up Process in Construction What is Followup?įollow-up is an activity that is performed at every level of your construction sales organization. Sales activities in a construction company fall into a few different categories such as prospecting, lead qualification, estimating, follow-up, and closing the deal. Having well-defined and effective sales processes in place is not only important but could very well be the competitive advantage that one construction company gains over another. But also due to the highly-competitive landscape and importance of relationship building. The construction sales process is a complex one due in part to the industry’s size and inner workings. Construction Sales Process and Sales Activities For example, you may have the CEO or a co-founder performing sales activities along with an estimator and an assistant. Smaller companies may not have a structural department in place for sales, but the sales organization exists regardless of that. Larger organizations have a fully organized sales department with salespeople and a director or vice president managing it. Sales is also responsible for retaining and growing business with existing clients and entering new markets. It is responsible not just for bringing in new business but closing transactions to keep the bottom line healthy and on the rise. Your sales department is the direct link between your products or services and your customers. The sales department plays an important role within the organization. So for each strategy, the organization will provide tools to help its employees execute the processes efficiently and with best results. What’s important to note here is that every department has its own strategy and processes in place to execute on its purpose in the organization.
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