Follow up within a couple of days, mention the actual job, and make it easy for them to answer. Most owners either never follow up because they don't want to seem pushy, or they send "just checking in" and hear nothing back, and neither one gets the job.
Why do people go quiet after an estimate?
Usually it isn't a no. They're comparing a couple of quotes, waiting to talk it over at home, waiting on a paycheck, or they just got busy. Silence after an estimate is most often somebody who hasn't decided yet, and the company that follows up well is the one still in their head when they do.
What should a follow up say?
It should mention the specific job so they know you remember them, and it should ask something easy to reply to.
"Hey Karen, it's Mike. Wanted to follow up on the panel upgrade we looked at Tuesday. Any questions on the quote? If timing's the issue, I've got openings the week after next."
That's short, it sounds like a person, and it gives her a reason to answer.
How many times should you follow up?
Once and done is too few. Plenty of jobs close on the second or third follow up, because that's when the customer finally gets around to deciding. A simple rhythm is a couple of days after the estimate, again about a week later, and one last friendly note a few weeks out. After that, let it go and check back later in the year.
The part that slips
The follow up itself isn't hard, but remembering to do it is. When you're on jobs all day, last week's estimates fall out of your head and nobody's keeping track of who you still owe a call. That's why most follow ups never happen, even for owners who know they should.
One thing to try this week
Find the estimates you never followed up on.
- Go through your texts and emails from the last month and list every estimate you sent.
- Mark the ones where you never heard back and never followed up.
- Send each one a short message that names the job and asks one easy question.
How many estimates from last month are still waiting on you?
Common questions
- How soon should I follow up on an estimate?
- Two or three days after you send it, while the job is still fresh for them.
- How many times should I follow up on a quote?
- Usually two or three times over a few weeks. Plenty of jobs close on the second or third follow up.
- What should a follow up message say?
- Name the specific job, ask if they have questions about the quote, and give them an easy reason to reply, like an opening in your schedule.