You may not realize it but Ron and I have serious conversations about article topics. We always ask ourselves if the subject matter is relevant to our readers. Often our client interactions spur some of the topics as well as feedback from you our readers. So if there is a subject that you would like us to write about let us know.

Three weeks ago Ron and I discussed two essential components of the sales process. Qualification and quote follow-up. Ron wrote the last article about prospect qualification. One thing we know for sure is that when our clients pay close attention to these two specific areas of the sales process you will positively impact your sales results.

We often talk and write about the importance of time management. By qualifying how you invest your time in prospects and clients will affect your results. On the back end I often wonder why anyone who has a role in quoting or estimating jobs has such a hard time following up on all that effort.

Think about the all the time that went into a site visit, blue print takes offs, reading complicated scopes of work, attending pre-construction meetings, negotiating with suppliers, costing the job and generating the quote. Whew! Often a lot more effort goes into the ordeal of generating a quote than we think. Then we ship it off by overnight mail, e-mail or even attending the bid opening.

Then you WAIT! The phone doesn't ring and there is nothing in your in-box. So what do you do next?