The One Tactic to Help You Close More Jobs

I’m not a sales guru. But after years of owning businesses—building some from scratch—and working as a corporate sales manager, I’ve realized one simple truth that can revolutionize your business:

Answer the phone.

Let me walk you through why this works, how it saved me from the feast-or-famine cycle, and the steps you can take to ensure you’re never leaving money on the table.

Starting from Nothing

When I first started my small business, I was hungry for work.

I didn’t buy an established company or a franchise—I started from scratch. Every phone call felt like a lifeline, an opportunity to grow my business from the ground up.

I was excited to answer every ring because I knew it could be my next big break.

But as my business picked up, the challenges began.

I was in the field more, doing the work I had worked so hard to win.

The phone still rang, but I didn’t always answer.

Sometimes I was too busy.

Other times I convinced myself it was probably spam or something that could wait.

And here’s the thing about waiting: You lose opportunities.

When you don’t answer, your chances of closing the deal drop to zero. I found myself riding the roller coaster of business: slow weeks followed by frantic ones. It wasn’t sustainable.

Why Answering the Phone Matters

In restoration, emergencies don’t wait for your schedule.

A burst pipe at 2 a.m., fire damage on a holiday—these things happen when they happen.

If you don’t pick up the phone, the customer will call someone else.

Answering the phone isn’t just about being polite. It’s about maximizing your odds of closing deals.

Marketing gets your name out there, but sales starts the moment you answer the call.

If you’re not there to take it, you’ve already lost the job.

Yes, spam calls are frustrating. But let’s put it in perspective. If you can filter out spam in 5–10 seconds, you’re “wasting” a couple of minutes a day at most. Is that too much effort to protect the chance of earning thousands on the next legitimate call?

The Four-Step Process to Steady Sales

If you’re stuck in the roller coaster of business, the truth is that answering the phone will solve a lot, but is only part of the solution.

You need a system to ensure that every call is answered, your operations run smoothly, and you can focus on growth.

Here’s the four-step process I used to turn my business around:

Step 1: Commit to Answering Every Call

This step sounds simple, but it’s often overlooked. Make a non-negotiable rule for yourself and your team: No call goes unanswered.

• Create Availability: If you’re in the field, ensure someone is available to answer the phone, whether that’s a team member or an answering service.

• Be Prepared: Treat every call as a potential client. Have a script or key questions ready to guide the conversation and capture important details.

• Set Up Call Forwarding: Use technology to ensure calls route to the right person, even if you’re not available.

This step alone can significantly increase your odds of closing deals. Just showing up—answering the phone—puts you ahead of competitors who don’t bother.

Step 2: Delegate and Build a Team

If you’re trying to do everything yourself, you’re setting yourself up for failure. Delegating tasks is crucial to breaking the feast-or-famine cycle.

• Hire for Operations: Bring in a technician or fieldworker to handle the day-to-day work. This frees you up to focus on sales and growth.

• Admin Support: Hire someone to manage repetitive tasks like answering emails, scheduling, and handling paperwork. They can also help screen calls and follow up with potential clients.

• Train Your Team: Make sure your team understands your process for handling calls and inquiries. A well-trained team ensures no opportunity is missed.

When I hired my first tech and admin, my life changed. Suddenly, I wasn’t bogged down in the field or overwhelmed by office work. I could focus on the big picture—building relationships and growing the business.

Step 3: Leverage Automation and Technology

Automation isn’t just for big corporations. Small businesses can benefit hugely from tools that streamline operations and save time.

• Set Up an Automated Phone System: If no one can answer immediately, a professional voicemail system can collect details from potential clients and route them to the right person.

• Use Scheduling Software: Tools like Calendly or Motion can simplify scheduling and reduce back-and-forth communication.

• CRM for Follow-Up: A Customer Relationship Management (CRM) system helps you track leads, follow up consistently, and never miss a chance to close.

Technology fills in the gaps where human effort might fall short. It ensures you don’t lose opportunities simply because you’re busy or unavailable for a moment.

Step 4: Focus on What You Love (and What Grows the Business)

Once your team and systems are in place, you can focus on the activities that truly drive growth. For me, that meant networking and building relationships with other business leaders over cups of coffee.

• Network Strategically: Meet potential referral partners, clients, and industry leaders. A strong network can send steady business your way.

• Follow Up Consistently: Regularly check in with your contacts and leads. A simple email, call, or coffee meeting can keep your business top of mind.

• Refine Your Sales Skills: Spend time improving your ability to close deals. Learn to listen to customers’ needs and provide solutions they trust.

When I delegated operations and admin tasks, I finally had the time to build a network that kept my phone ringing consistently. My team handled the calls and jobs, and I focused on growing the business.

Why This Process Works

1. It Increases Your Odds: Answering the phone ensures you’re always in the running for new business.

2. It Reduces Stress: Delegating and automating lets you step off the roller coaster and create steady workflows.

3. It Lets You Focus on Growth: With a team handling the day-to-day, you can concentrate on what you love and what drives the business forward.

I guarantee this process works.

Why?

Because I’ve lived it.

I went from a feast-or-famine business owner to someone who could rely on a steady stream of work.

All it took was answering the phone, building the right systems, and focusing on growth.

If you’re ready to get off the roller coaster and build a steady, sustainable business, start with this: Answer every call.

Your next big opportunity might be on the other end of the line.

Don’t let it go to voicemail.

If you are having a hard time getting the phone to ring… we have a FREE course that will help you develop a strong referral network.

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