Did you know that 80% of sales require five or more touches after the initial sales call? That’s right—five! Yet, shockingly, 48% of salespeople never follow up after the first visit or call. Yes, half of your competitors are missing the easiest opportunity to turn a “no” into a “yes.”

At The Business Growing Place, we’ve worked with countless Generac dealers and service-based businesses—electricians, roofers, HVAC technicians, and plumbers—to develop effective follow-up strategies. This experience has shown us that having a consistent, trackable follow-up process isn’t just helpful; it’s essential to success.

And here’s the good news: winter, when sales slow down for many service industries, is the perfect time to fine-tune your follow-up process and re-engage with past leads.

Why Follow-Ups Matter

A structured follow-up plan keeps you top-of-mind for your leads. Most customers need time to make a decision, and a gentle, consistent nudge helps move them along their buying journey. Plus, a good follow-up strategy shows professionalism and genuine care—qualities that set you apart from competitors who don’t follow up at all.

Your product or service—whether it’s a Generac generator or home repairs—has the potential to make a massive difference in your customers’ lives. Your follow-ups are not just about closing a sale; they’re about offering solutions that genuinely improve your customers’ situations.

Tips for Follow-Up Success

Here are six actionable tips to help you create a follow-up process that works:

1. Know Your Customer’s Preferred Communication Style

The key to effective follow-ups is meeting your customers where they are. Ask them how they prefer to communicate during your first interaction. Some may prefer emails, while others might prefer texts or phone calls. Mixing up these methods can also help you determine what works best for each lead.

2. Automate with CRM Tools

Using a CRM system is a game-changer. Automation ensures that no follow-up falls through the cracks. It allows you to schedule follow-ups, track responses, and maintain consistency. Automation takes the guesswork out of the process, so you can focus on connecting with leads rather than remembering when to call them.

3. Stick to a Schedule

Consistency is critical. Follow this foolproof schedule to ensure your leads feel nurtured and engaged:

• Initial Follow-Up: 24–48 hours after the first call to reaffirm interest.
• Second Follow-Up: 3–5 days later to re-engage and provide more info.
• Third Follow-Up: 7–10 days later with a nudge or added value like a discount.
• Fourth Follow-Up: Two weeks later with a softer approach and feedback request.
• Final Follow-Up: One month later to check in and close the loop.

4. Personalize Every Follow-Up

Stand out by referencing specific details from your earlier conversations. This shows that you’re paying attention and genuinely care about their needs. A personalized approach builds trust and sets a positive tone.

5. Respect Their Time

If a lead isn’t responding after a few follow-ups, don’t overdo it. Add them to a low-pressure monthly check-in email list to keep your business on their radar without being intrusive.

6. Remember the Value of Your Product or Service

Your follow-ups aren’t just about closing a deal—they’re about solving problems and improving lives. For Generac dealers, your product could mean the difference between a family being safe during a storm or feeling vulnerable. For service-based businesses, it might mean a homeowner has a repaired roof or a functioning HVAC system during extreme weather.

Our Experience at The Business Growing Place

We’ve had the privilege of working with Generac dealers and other service-based businesses to help them build sustainable follow-up systems. Whether it’s guiding a plumber toward automating their client communications or helping an HVAC technician better manage leads, we’ve seen the transformative power of these strategies.

Our hands-on experience across these industries means we understand the unique challenges you face—and we know how to overcome them. From leveraging CRM tools to developing structured schedules, our approach is proven to drive results.

The Takeaway: Persistence Balanced with Respect

A well-structured follow-up strategy can make all the difference in your sales process. By automating, personalizing, and staying consistent, you’ll ensure that your business stays top-of-mind while adding genuine value to your leads.

Remember, it’s not just about closing deals; it’s about building relationships and providing solutions that make a real impact. Start implementing these strategies today, and watch your sales—and customer satisfaction—soar.

Need help building or refining your follow-up process? Contact The Business Growing Place for proven strategies tailored to your industry. Let’s grow together!

Rebecca Dahlberg
713.909.4282
[email protected]