Why quotes go cold

Where are your quotes going cold?

A lot of quotes are not lost on price. They are lost somewhere between the enquiry and the yes. Seven quick questions to find the leaks.

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The questions

1. Does a new enquiry hear back from you the same day? Someone who has just reached out is keen right now. Next week, someone else has probably been and measured up. If not: Reply to new enquiries the same day. A slow first reply is the first leak.
2. Do you know how many quotes are open right now? If not: Make a list of every open quote.
3. Does every open quote have a next follow-up date? Without a follow-up, a maybe quietly turns into a no. If not: Give every open quote a next follow-up date.
4. Do your quotes spell out the scope, not just "supply and install" with a number? Guessing makes people nervous, and nervous people put things off. If not: Write the scope out, so the customer is not guessing.
5. If your price is higher, does the quote say why? Better materials, or rubbish removal the other quote left out. If it does not say, the customer assumes it is just dearer. If not: Explain the price: the materials, and what is included that others may leave out.
6. Could a customer accept your quote from their phone in under a minute? Reply to the email? Sign something? Pay a deposit? Into which account? If not: Make saying yes easy. Every extra step is another chance to stall.
7. Do you write down why you lose quotes? If not: Write down why each quote was lost. Plenty are not lost on price.

General information from what we have seen working with trade businesses. It is not legal, financial or business advice.

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Linc Point

Linc Point (sometimes spelt Link Point), ABN 48 535 502 159. Call 0458 381 559 or email linc@lincpoint.com.au. Brisbane and South East Queensland, Bribie Island to Helensvale. Website: lincpoint.com.au. Tools for trade businesses: lincpoint.online.