JLC • NEW ENGLAND EDITION • FEBRUARY 1995
BY TIM ENGLERT, LINDA ENGLERT, AND DEBBIE LAND
During the first
few years in business, most
small remodeling companies take on
every job that comes their way. But time
is an expensive commodity in the construction
business, and can't be wasted
chasing down leads that never amount to
anything.
Our solution is to prequalify prospective
customers before spending a lot
of time pursuing the work. By the time
we return a customer's call, we already
know the lead is strong so we don't
feel we're wasting our
time. Our prequalification
process also gets
callers to commit to
more than simply making
a phone call — they must
also provide a certain amount of
information.