Follow-Up Is Where Your Money Leaks
Most small businesses do not have a lead problem. They have a follow-up problem. Here is how to see it and fix it.
When we audit a small business, the first thing we look at is not ad spend. It is what happens between the first call and the signed job.
Almost every time, the pattern is the same. The first response is fast because someone is excited. The second one is slower. The third one never happens. Bids sit in a folder, and nobody can tell you which ones went cold or why.
Fixing this rarely requires more marketing. It requires a system that knows every open bid, when it was sent, and when it needs a nudge, and then actually sends the nudge.
Run the numbers on your own business: take your average job value and multiply it by the number of bids that went quiet last quarter. That number is usually bigger than your entire marketing budget.
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