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Contractor’s Guide to Follow-Up Calling

February 28, 2024

In the home improvement industry, finding leads is crucial for contractors. But, do you have a solid follow-up plan to ensure the success of your leads?

Studies show that having a consistent multi-touch follow-up campaign can boost close rates by an average of 8.5 percent. If you want to stay ahead in the industry, being proactive with your follow-up efforts is essential.

Your persistence in calling potential customers is key to your success. Establishing a calling cadence not only benefits you but also helps homeowners feel valued and heard, ultimately leading to more projects and business growth.

Follow-up calling is critical


Why Calling Should Be Part of Your Follow-Up Strategy

While digital messages and texts are convenient, they only scratch the surface of building solid relationships with homeowners. A phone call offers the opportunity for a genuine one-on-one conversation, making it easier to establish a personal connection. 

Most homeowners dislike waiting for a response. Calling them immediately after an inquiry can increase contact rates by nearly 400 percent. Phone calls are a powerful and efficient way to discuss potential projects with homeowners and should always be part of your follow-up process. 

Effective Phone Follow-up Strategies for Contractors 

To develop a strong follow-up calling cadence, it’s crucial to implement an excellent lead nurturing strategy. Here are some effective follow-up strategies for contractors: 

Mark Your Calendar 
Schedule dedicated time blocks in your calendar for follow-up calls with warm and cold leads. Let homeowners know about seasonal promotions that could benefit their home improvement projects. 

Don’t Wait 
Research shows that waiting between five to ten minutes to contact a homeowner can significantly reduce your contact rate. Call them immediately after receiving the lead and mention any ongoing promotions to encourage action. 

Multiple Points of Contact 
Persistence pays off. Don’t be afraid to call homeowners multiple times within the first week. Prepare for the call by having talking points ready and asking quality questions to engage homeowners in the conversation. 

Follow-up Call Template 

Here’s a general template to guide your follow-up phone calls with homeowners: 

Following up on an Inquiry 
Leave a friendly voicemail expressing your interest in helping with their project and provide options for scheduling an inspection and estimate. 

Responding to Homeowners Who Prefer Quotes Over the Phone 
Educate homeowners on the importance of an in-person estimate and offer flexible scheduling options for a consultation. 

Addressing Homeowners Who Have Received Numerous Calls 
Acknowledge their concerns and highlight what sets your services apart, emphasizing any ongoing specials or promotions. 

Remember to be warm and personal in your approach, focus on the homeowner’s needs, and encourage questions. Mastering follow-up techniques will boost your appointment set rates and lead to more closed deals. 

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