hi deck works,
in my opinion, this is something you should ABSOLUTELY do. i don't have statistics, but i know that i have a very high number of customers who will accept when i call back. The exception would be if you are always booked up and don't need a boost now and then. I don't know how many times i have called someone back and they said they were meaning to call me but lost my estimate, number, etc. I also hate to be rejected. i know i do a better job than anyone else around me, and when i get rejected it really hits me and i kinda take it personal. This is a bad approach, but hey, i'm being honest. Another thing......i have never had a person seem frustrated at me for calling back. Across the board, most people are generally happy that you followed up, and this includes me following up with pro hockey and football players, people with very busy lives. I think the reason is that it is one thing to be rude to someone over the phone that is telemarketing and you know you will never see them. But when someone comes and spends a half hour at your house talking to you, you feel like you owe them the respect of listening to what they have to say. Take advantage of this human characteristic and i would bet that of those estimates that did not call back, you could close nearly half of them by simply giving a follow-up call.
take care,
jon fife
nashville,TN