Like detailers, US steel fabricators are very busy people under pressure to perform. Your prospects at small and mid size fabricators usually fulfill several different roles simultaneously. 

 They work long hours and sometimes delay vacations to make sure jobs are delivered on time. I am sorry to say this, but speaking to salespeople or returning their emails is often the last thing they want to do. As Estimating Manager, my department received nearly a hundred emails and fifty calls every single week from sales teams looking for detailing work. Remember to always keep these factors on top of mind when you try to contact your prospects. 

Rather than robotically calling or trying to say whatever you can to get through, start treating and speaking to the people you call as you would close friends. Ask how their day is going and genuinely mean it.  Is there any way you can help make their lives easier? Above all listen with an intent to understand not just to be able to respond.

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