Kenny Chapman (the Blue Collar Coach) delivers a short YouTube monologue arguing that companies can generate an extra $100k+ per year without extra service calls by improving their follow-up systems. He diagnoses common failure points—stopping contact after an initial "maybe"—and recommends creating a tickler follow-up program, scheduling definite follow-up times, and assigning responsibility to technicians or in-house staff.
Hey everybody, Kenny Chapman here, the blue collar coach, coming to you with this week's video version of Freedom Friday Focus. Now this week I want to ask you a quick question. What if I told you that you could generate an extra six figures a year from the company that you already have without doing any more service calls? What if I told you that if you were to take simple action steps on a daily, weekly, monthly basis, you could generate that extra 100,000, 200,000 depending on the size of your company, thousands and thousands of dollars a month and you just have to take some small, simple action steps. Would you be interested in that? And some of you are going, well, wait a minute, Kenny. It depends on the action step. I remember that movie back in the 80s with Demi Moore and Woody Harrelson called Indecent Proposal. What are you talking about? No, ladies and gentlemen, it's nothing like that. I'm talking about your follow up system. I'm talking about the level and quality of how you follow up potential leads and sales. We spend all this time, effort, energy, money on generating the phone call itself. Then we get the conversion to get the technician or the salesperson to the home. And then we build rapport. We build this bridge of trust and credibility. Finally to make a presentation, to get a maybe, to get a we'll think about it. And then we never follow up again. We never touch them again. That's insanity to me. We've worked so hard, we've got people where we want them. Why don't we call back? Are we afraid of the answer? Are we not sure what they're going to say? We, we can learn. Even if they're upset, we can learn from them. Begin looking at a tickler file for your follow up program. What didn't get sold, what can follow up? I've got clients that do have their technicians follow up. I've got clients that they do all the follow up in house. And whatever system you choose, my guess is it's probably a little better than what we're working with right now. So don't just let it die after the call. At least set a time to follow up. I train technicians. When you get a pushback or a maybe, set a time to follow up and then make sure you follow up at that time. There's money in those follow ups. Go get it. I'm Kenny Chapman, the blue collar coach. Until we talk again, have a better than fantastic week and I'll see you next time.
