Closing the Gap: Mastering Post-Sale Processes
There's a pretty cool thing that happens when you, as a contractor, successfully sell your services to a prospect. After delivering your sales pitch and winning their business, it's tempting to celebrate your victory and move on to the next opportunity. However, this is where many contractors drop the ball. To truly excel in your field, it's essential to have a solid post-sale process in place. In this article, we'll guide you through the key steps to ensure a smooth and efficient workflow, leading to better client relationships and increased success for your contracting business.
1. Organize Client Information in a CRM
The first step after winning a job is to make sure you have all the client's information organized in a Client Relationship Management (CRM) system. This includes their name, address, email, and any relevant paperwork.
2. Keep Your Paperwork in Order
After the sale, ensure that all the necessary paperwork is in order. This includes the scope of work, any project pictures, notes, a signed contract, and the deposit check. Having all the paperwork in place will make the next steps run more smoothly.
3. Plan and Prepare with Your Team
Take the time to create a detailed pregame plan with your team, just like a football team does before a game. Set up a meeting to discuss the specifics of the project and ensure that everyone understands their roles and responsibilities. This will help prevent misunderstandings and ensure that the job goes off without a hitch.
4. Mind the Gap: Build Relationships During the Waiting Period
There's often a gap between the time the client purchases your services and the actual start date of the project. This period, which can range from days to months, is a golden opportunity to build stronger relationships with your clients. Many contractors make the mistake of not contacting their clients during this time, which can lead to a less-than-ideal experience.
To make the most of this waiting period, consider sending clients content that gets them excited about the project, such as videos introducing your crew, helpful articles on maintaining their new investment, or tips on how to keep their walls clean after painting. These small gestures will keep your clients engaged and create a better overall experience.
Conclusion
By following these steps and focusing on the post-sale process, you'll create a more seamless and enjoyable experience for your clients, leading to repeat business and referrals. By staying organized, planning with your team, and maintaining strong client relationships, you'll be well on your way to mastering the post-sale process and elevating your contracting business to new heights.