How do you get better at sales? I’m only turning over 20% replacement quotes.
Do you have an automated follow up system? I also provide two different financing options.
Is there a way to track to see if you’re bottlenecking in rejections vs following up?
One number I’d want to see alongside the 20% close rate is the dollar value of the quotes that are still open.
For example, instead of treating every unclosed estimate the same, I’d separate them into:
Then put a dollar value against each bucket.
That would tell you something a basic close-rate percentage can’t: how much potential revenue is currently sitting in the pipeline without a clear next action.
Has anyone here actually tracked the dollar value of their “still open / no decision” estimates separately?
Your 20% replacement quote close rate caught my attention.
One thing I’d separate before deciding whether the bottleneck is pricing or follow-up is the dollar value of the quotes that are still open.
I’d split the open estimates into just five buckets:
Then put the dollar value beside each bucket.
That gives you a different picture from a simple close-rate percentage — especially if a meaningful amount of quoted revenue is sitting in “no decision” rather than being genuinely lost.
Curious: are you currently tracking the dollar value of those still-open replacement quotes separately, or mainly the overall conversion rate?
20% by itself probably doesn't tell you where the leak is.
I'd separate the quotes that were clearly lost (price, competitor, financing, bad fit) from the ones that simply went quiet or never reached a clear outcome.
Curious — for your open replacement quotes, do you currently know how many are truly lost versus still sitting without a clear next action?
I’d track the quotes by stage so you can see where they’re actually dropping off quoted, contacted, financing discussed, won lost, etc. That should make it easier to tell whether the issue is the initial quote or what happens after it.
Are you currently tracking the reason each replacement quote is lost, or are you mainly looking at the overall 20% conversion rate?
I agree with the others here that more context is needed. One thing I’d want to understand is how the quotes are presented. Are you reviewing them with the homeowner in person or by phone, or sending them afterward by email or text?
With an HVAC replacement, homeowners are evaluating more than equipment and financing. They’re deciding whether they trust the company with a major investment. Reviews, credentials, warranties, the installation process, and what happens if something goes wrong should all be clear.
If quotes are mostly sent without a conversation, that could be part of the bottleneck.
One practical test: review your last 10 replacement quotes and separate customers who explicitly declined from those who simply stopped responding.
For each open quote, note its value, whether financing was discussed, the last contact date, and the next action due.
This won't explain your 20% close rate by itself, but it can reveal which opportunities are sitting without a clear next step.
I've put together a small service that reviews up to 10 open estimates, prioritizes them, and prepares personalized follow-up messages for the business to approve. It doesn't replace Jobber or send messages automatically.
Would seeing a simple example be useful?
