Follow up! Once our representatives begin making architectural specification presentations to design professionals, there needs to be a point person in your office to perform the follow up. Follow up might be as simple as sending product literature or guide specs. "Hot leads" and weekly call reports are emailed to your company every week. A spec writer will not wait long to receive help from a manufacturer. Therefore, someone on your staff must be able to quickly respond to guide spec and product literature requests, technical and pricing questions, and anything else that the design professional asks for. The point person might also send the “hot leads” to reps in the field to follow up on. This helps establish a relationship between your company and the design professional after our initial visit.