From 25% to 45% Close Rates: The Estimate Follow-Up Playbook
Most shops follow up once. Maybe twice. Then give up.
You spend $50-150 getting that lead. Tech spends 30-60 minutes on site giving the estimate. Then nothing.
The average close rate on HVAC replacement estimates is 20-30%. Shops with systematic follow-up hit 40-50%.
Why Estimates Go Cold
Notice "don't want it" isn't on the list. Most unsold estimates are real demand waiting to be converted.
The Sequence
While they're still thinking about it.
- Remind what problem you're solving
- Financing options
- One testimonial
This is where deals close. Call, ask if they've decided, address concerns, schedule. If not ready: "When should I check back?"
Creates urgency. Triggers procrastinators.
The Math
Example: Shop doing 40 estimates/month
$51,000 more per month from 6 additional closes. Same lead volume. Same tech time. Just follow-up.
Start This Week
- Pull unsold estimates from last 90 days
- Set up 5-touch sequence in your CRM
- Assign someone to make Day 14 calls
- Track close rate weekly
You're sitting on unconverted estimates right now. They're not lost. They're waiting for someone to ask again.
Ready to stop missing calls?
See how June handles calls for HVAC contractors like you—with your FSM software, your pricing, your voice.
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