About 80% of sales close between the fifth and twelfth contact, yet many companies stop following up after just two attempts. This session gives contractors a practical follow-up system designed to move each homeowner toward a clear answer: yes, no, or not now.

Participants will explore how to approach different types of leads, respond to objections that come up after the appointment, avoid common follow-up mistakes, and create more opportunities for repeat and referral business. You’ll leave with a clear action plan you can put to work right away in your own business.

Learning Objectives:

1. Develop a follow-up plan that moves leads toward a clear answer and includes next steps after a sale, lost job, or delayed decision
2. Differentiate between general and relational leads and select appropriate follow-up strategies and touch points for each
3. Apply strategies for responding to common objections using tools
4. Identify common follow-up mistakes and improve the process by using a CRM, involving the team, and creating opportunities for reviews, referrals, and repeat business

About the Instructor: 
Bill Kinnard is the President of Grandy and Associates. He has over 30 years of experience in Business Training, HVAC Sales, Service Management, Sales Management and Customer Service. He has worked with companies both large and small and has a unique ability to connect with people. He is an individual with a real passion for teaching contractors to better understand their businesses and help their employees become superior performers.
 

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