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?
A 20% close rate isn’t automatically bad, but you need to separate the reasons you’re losing quotes.
I’d track every estimate using a few simple outcomes:
That will tell you whether the problem is your sales process, lead quality or follow-up.
For replacements, I’d follow up immediately after sending the quote, again within 24 hours, then around days 3, 7 and 14. Don’t just ask, “Have you decided?” Give them a reason to reply:
“Did you have any questions about the differences between the two systems or the financing options?”
Also track conversion by lead source. A referral, a homeowner actively asking for HVAC help and a random website lead shouldn’t all be judged together.
That’s actually why I built Find Prospects Now. It monitors local Facebook groups and alerts HVAC companies when homeowners are actively looking for help. It doesn’t replace a good follow-up system, but it helps you start with higher-intent opportunities and respond before several competitors get there.
There’s a 7-day trial here: https://findprospectsnow.com/
Hope this helps and good luck out there!!
20% is interesting. I think separating "lost because of price/competitor" from "never followed up properly" is probably the key.
I'm actually exploring a very lightweight way for small HVAC companies to identify open estimates that are going cold and make sure the right follow-up happens.
Curious — how are you currently tracking your open replacement quotes? Is it mostly inside Jobber, or are you using reminders/spreadsheets as well?
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?
