Most businesses think growth means getting more leads. Spending more on ads, getting more traffic, more inquiries.
But there is another place to look first: the quotes you already paid to create.
If your team sends 100 quotes a month and the average job is worth $12,000, that is $1.2 million sitting in front of customers. You already paid for the lead, the measurement, the design and the pricing.
At a 6% close rate, that becomes $72,000 in sales. At 10%, it becomes $120,000.
That small change is worth $48,000 a month.
And nothing else changed. Same leads, same team, same prices. You just won 4 more jobs.
Where the money is actually leaking#
This is why I think many businesses look for growth in the wrong place. They keep spending more at the top while money leaks out after the quote is sent.
A free exercise to run this week#
Here is something you can do this week for free.
- Take your last 20 quotes and split them into 3 groups: active, quiet and lost.
- Then call the quiet ones.
- Do not “just follow up.” Ask what is stopping the project. Price? Timing? Another option? Need to see it in person?
Because a quiet quote is not the same as a lost quote.
That difference is where a lot of money sits.
Out of your last 20 quotes, how many are really lost and how many are simply quiet?