4 Reasons To Follow Up on Your Quotes
Following up on your quotes is a small amount of effort that can win you big jobs. Find out how.
You work hard to generate leads, build relationships with prospects, and finally write up a price quote to win their business.
But what happens after you’ve you done all that work?
Do you just wait for the lead to contact you and hope that you win the job? We sure hope not, because you’d be leaving a lot of money on the table if you did.
One of the best ways to close more deals and generate more business is to follow up with your leads after you’ve sent them a quote. Let’s dive into 4 reasons why you should be following up.
1. Follow Up on Quotes and You’ll Win More Jobs
Sometimes, all it takes to close the deal is to ask for the sale. Yup—it can be that simple.
Your clients are busy. Sometimes they’ll ask for a quote with the full intention of the job starting right away, but then they get busy and forget to respond. The quote might move to the bottom of their email inbox and is no longer top of their mind.
Matt Logan, owner of Logan Tree Care, has successfully closed big jobs by personally following up after sending quotes.
Since he’s too busy in the field to keep track of quotes himself, he uses Jobber’s quoting software to keep track of which ones have responded and which ones haven’t.
“Often they’ll say ‘hey thanks, I was out of town’ or ‘I forgot to get back to you, go ahead.’ […] We get prospects saying ‘thank you so much for calling me back!’ That’s literally the least we can do.”
Following up on your quotes is a way to make things easy for your client. Often they just need a reminder before they move forward with accepting the quote.
2. You’ll Demonstrate Superior Customer Service
Customer service doesn’t begin when the job starts. Customer service begins as soon as you start a relationship with a client!
It’s likely that your potential client has requested quotes from multiple service providers. If you’re competing against other companies, you’ll want every possible advantage to stand out from the competition. Following up on your quotes demonstrates your company’s commitment to customer service.
Your client might not always remember you, but if you remember them, your customer service will stand out.
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3. Leads are Expensive
You don’t ignore your paying clients. So why would you ignore leads that you’ve good paid money for?
It’s true that some leads will never turn into paying customers, and that’s okay. But not all leads are created equal.
A lead that’s already engaged with you by requesting a quote is far more valuable than one that hasn’t. Make sure you’re getting the most value out of those leads by…you guessed it: following up!
You’ve already paid for the lead. Following-up is free.
4. Following Up on Quotes is Easy!
You may have heard of the Pareto Principle or 80/20 rule: 80% of your results come from just 20% of your effort.
Well when it comes to following up on your quotes, it’s more like 95% of your results will come from just 5% of your effort, because following up after sending a quote is so easy.
In fact, once you set up your quote follow-up process, it’ll feel like quotes are closing themselves.
So how do you follow up on a quote?
Make sure you have a process, otherwise prospects (and jobs) will slip through the cracks.
You should also follow-up within a defined time-frame. The longer you wait to follow up with your client, the more cumbersome the process becomes.
We recommend the following quote follow-up process:
- When you send your client a quote, make sure you’re collecting all their important contact information in a CRM so it’s easy for you to follow up with them.
- Give yourself a reminder to follow up in 2-3 days. You can set up automatic reminders in your Outlook or Gmail calendar rather than relying on memory or post-its. A simple email or quick phone call is all that is required.
- We recommend following up 2 to 3 times with your client. Sometimes you won’t be able to get ahold of your client and they won’t get back to you—that’s okay. That’s the nature of business. But don’t delete the quote! Using quoting software like Jobber allows you to keep the quote on file. If the client does contact you at any time in the future, you have a full record of what you’ve quoted.
How to Automate Quote Follow-ups to Win Even More Jobs
The process above works well for any service industry…but there is another way that’s even easier, and 100% automated.
With Jobber, you can set up automatic quote follow-ups.
Quote follow-ups are an automatic way for you to send emails and texts to your prospects who haven’t approved a quote yet.
Follow-ups are sent to prospects whose quotes are in the “awaiting response” status. You choose what to include in your default message, the number of follow-up messages to be sent, and on what days/times you’d like them to be sent—Jobber takes care of the rest.
So when we say that following up on quotes is easy, we really mean it.
Put together a process for following up on quotes: you’ll provide better customer service, build better relationships with your clients, and generate more business.
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