FOLLOW-UP GUIDE
How to follow up on an estimate without guessing.
The useful question is not just whether the homeowner is ready to buy. It is what they need to make a decision.
Email Terry about follow-upOpens your email app.
1. Read the estimate and the last conversation
Before calling, know the scope, date, last promise and whether the quote is still valid. Check that the lead belongs in your follow-up list.
Know who can answer technical questions and what the next available step actually is. Do not start with an offer your team cannot fulfill.
2. Open with the work they asked about
Example script: “Hi [name], this is [caller] calling on behalf of [company]. You received our estimate for [work]. Are you still considering the project, or has something changed?”
Use the company and relationship accurately. This example is a starting point for an approved script, not permission to contact any list.
3. Ask what is holding up the decision
If they say “still thinking,” ask: “What would help you decide?” Then listen. Timing, price, scope and another decision-maker need different next steps.
If the scope is unclear, arrange an explanation. If the timeline changed, agree a later date. If the question needs technical judgment, record it and return it to the estimator.
4. Agree one specific next step
Example: “Would you like [estimator] to call and walk through that part of the quote?” Confirm the homeowner’s preference and the person responsible for acting.
Only confirm an appointment when your scheduling rules allow it. Otherwise explain that your team will confirm the request.
5. Leave a useful note and know when to stop
Record the objection in the homeowner’s words, the promised next action, who owns it and when it is due. If nobody answers, follow the retry plan your business has agreed.
Stop when the homeowner declines or asks not to be contacted. If they bought elsewhere, record that outcome. An unresolved question should go to its owner rather than trigger another generic sales call.
Want someone to own this process?
OnHand provides human follow-up for contractors’ existing inquiries and estimates. We agree the scope, calling plan and authority before starting.
Tell Terry what you quote, approximately how many leads need follow-up and what your team does today.
A FEW GOOD QUESTIONS
Before we talk.
How many times should I follow up?
There is no universal number for every lead. Agree a plan that reflects the inquiry, your contact permissions and the homeowner’s response. Stop when they decline or ask you to stop.
Should I offer a discount?
Do not make a discount the default response to silence. First understand the objection. Any price change should follow the business’s approved authority.
What should a follow-up note include?
The conversation outcome, the customer’s question or objection, the next action, its owner and its due date.