Enquiries and follow-up

How often should you follow up on a pending quotation?

Agree the next contact date with the buyer while you are still on the call, then keep it. A follow-up the buyer expected is service; an unscheduled third reminder in a week is noise.

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In short

Agree the next contact date with the buyer while you are still on the call, then keep it. A follow-up the buyer expected is service; an unscheduled third reminder in a week is noise.

The discipline that works is simple: never end a conversation without a next date. The buyer usually tells you when the decision is due. Write that down and contact them on that day, not before and not a fortnight later.

When the date arrives and nothing has changed, the conversation is still useful, because you learn what is blocking the decision: a competing rate, a pending approval, a delayed project.

What kills deals is silence followed by a panicked chase at month end. A system that surfaces the date does the remembering, so the salesperson only has to make the call.

How do you stop losing enquiries that arrive on WhatsApp?

Route every WhatsApp enquiry into one shared enquiry list the moment it arrives, so it belongs to a named person with a next contact date. An enquiry that lives only in a personal chat is invisible to everyone else and disappears the day that phone is busy.

What is a good first response time for a manufacturing enquiry?

Aim to make human contact within one working hour. Published research on 2,241 companies found the average first response took 42 hours and a quarter never replied at all, while firms responding inside an hour were about seven times likelier to reach a decision maker.

How do you track what sales officers do in the field?

Have the officer log the visit on the phone before leaving the customer's gate: who was met, what was discussed, what was agreed and the next date. A visit recorded the same day is data; a visit recalled on Saturday is fiction.

How do you handle the same buyer enquiring through two channels?

Match new enquiries against existing accounts on phone, email and company name, and merge them into one record before anyone quotes. Two open enquiries from one buyer end with two different rates, which is how credibility is lost.

System of Marketing & Sales

Put enquiry to dispatch on one governed line.

Tell us how your plant sells today. We'll show you where the line breaks and what it takes to close it.

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