Live masterclass for outdoor living businesses
How to win more of the quotes you’ve already sent
You spend hours preparing quotes. Then most of them go quiet.
The sale does not end when the quote goes out. That is where it starts. Learn how to keep the momentum after you hit send, so more of your quotes become won projects. Join a free masterclass.
Save my seatSeptember 17 at 11 am CEST. Free to attend.
Masterclass starts in
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With Leon Panjtar, co-founder and CEO of SaleSqueze. He has worked with over 160 outdoor living businesses in more than 30 markets, helping them win more projects.
Save your seat
Thursday 17 September 11 am CEST 60 minutes Free
- QuoteSent. Now what?
-
- Day 1 Confirm it landed
- Day 3 Read the signal
- Day 10 Call with context
- Project won
Outdoor living companies already selling this way
You know the feeling. You just do not have a name for it.
You calculate the price, you build the quote option by option. You send it. Nothing comes back. You call, and now you are the one pestering them. Meanwhile eleven other quotes sit in exactly the same state, and you could not honestly say which of them are still alive.
You are not alone. Hundreds of outdoor living sellers have the same problem. But here is what they do not realize: it is not a lead problem, and it is not a price problem. It is what happens after you hit send.
- Pergola installer United States
I spend four hours building one quote. Then one or two close out of twenty. It is frustrating.
- Garden room manufacturer United Kingdom
We send out plenty of quotes. Then we follow up whenever it occurs to us. Honestly, it is a mess.
- Awning seller United States
I have no idea who is actually interested and who just wanted a price. They all look the same to me.
- Veranda dealer Belgium
There are eleven quotes open right now. I could not tell you which of them are still alive.
- Fence seller Germany
I call, nobody picks up. I call again and now I am the one pestering them.
The sale is not broken. Your follow-up is.
Sending the quote is not the end of the sale. It is the start of the sales process.
Almost everyone in this industry treats the quote as a deliverable. You measure, you price, you send. Done. Move to the next one.
But the quote is not a deliverable. It is the start of a sales process. What happens in the days after you hit send is not luck. It has steps. It has a rhythm. It is repeatable.
Sending a quote and hoping
- Send the quote
- Wait
- Wonder
- Maybe call once
- Get no answer
- Move on to the next lead
- Quote status: sent
Running a process
- Send the quote
- Confirm it landed and ask what they think
- Read the signal. Opened? Configured? Nothing?
- Re-engage with something new, never just checking in
- Call with context, not a cold check-in
- Prioritise. Which quotes deserve today?
- Quote status: won, lost or nurture
Your problem is not really your close rate. It is that most of your quotes have no ending at all. Some are won. Some are lost. But most just sit there, forgotten. That is where the money is hidden.
I learned this the hard way.
I was buying a pergola for my new house. Sent out three inquiries. One company impressed me right away: great online experience, easy booking, helpful reminders via SMS and email, beautiful 3D design. They nailed the first impression.
After they sent the quote, silence. Zero follow-up. So I decided for someone else.
That is the difference between losing a sale and winning one: what happens next.
Leon Panjtarco-founder and CEO of SaleSqueze The money is in the follow-up.
This is not about conversion rate percentages. It is about real money you earn. Let’s say you send out 100 quotes per month. You already paid for those leads. You already put the effort into the quotes.
100 quotes a month
- Average quote value
- £12,000
- Total value of quotes sent
- £1,200,000
Without a process
Close 6 of them
£72,000 per monthWith a process
Close 10 of them
£120,000 per monthThe difference
£48,000 per monthSame leads. Same quotes. Just better follow-up.
That is £576,000 per year on the quotes you have already sent.
You do not need new leads. You need a process.
You do not need to hire a closer. You need to give your technical people a process.
The technical one
Can look at a project and say whether it stands up, how it is built and what it should cost.
The one who sells it
Keeps the deal moving after the price goes out, and knows what to do on day 3.
In most companies, certainly under 5 million, those are the same one or two people.
The technical side always wins the day, because a quote that is wrong costs real money. So the selling gets whatever time is left over. Not because those people cannot sell. Because nobody ever handed them a process.
Give a technical person the exact steps, day 1, day 3, day 10, what to send and what to say, and they close. Often better than a natural salesperson does, because they know the product cold and the buyer can hear it.
The teams winning the most projects are not better at selling. They just stopped leaving it to memory.
The process, step by step
Six things to do after the quote goes out. Every one works with the tools you already have, and Leon shows exactly how the best teams in this industry run each one.
- 1
Make the quote worth opening
Why a PDF is dead the moment you send it, and what a buyer will actually explore instead of a number next to a render.
- 2
Read the silence
They haven’t opened it and they opened it five times and said nothing are two different problems with two different next moves. How to tell which one you are in.
- 3
Never follow up empty-handed
Just checking in is the weakest message in sales. What to send instead: a new render, a variation, a second price tier. Every touch should carry a reason to look again.
- 4
Run a cadence, not a memory test
The day 1, day 3, day 10 rhythm, spelled out. This is the biggest difference between the teams that lose most of their quotes and the teams that do not, and it has nothing to do with talent.
- 5
Prioritise the pile
With eighty live quotes, treating them equally is the mistake. How to spot the ones worth today’s attention, the ones that were opened, revised or are going cold, and which ones can genuinely wait.
- 6
Know what to say when you call
A cold check-in is a wasted call. How to walk in with context: what they looked at, what they changed, where they hesitated. So the call starts from something real.
Day 1, day 3, day 10. That is the whole difference.
- Day 1
Confirm it landed
Check it arrived and ask what they think of it. No pitch, no discount.
- Day 3
Read the signal
Opened and quiet is a different problem from never opened. Each one has its own next move.
- Day 10
Call with context
You know what they looked at and what they changed. The call starts from something real.
You get the Quote-to-won playbook
Everyone in the session gets the Quote-to-Won Playbook. All six tactics and the day 1, day 3, day 10 cadence written up, so your reps can follow it without having watched anything. It is handed out live, in the room.
Save my seatThis is for you if
- You sell configurable outdoor living products (pergolas, verandas, awnings, garden rooms, carports, pools, glass systems) and every sale involves a quote.
- You are the owner, the sales manager, or the person who actually sends the quotes.
- Your quotes are built by technical people who never signed up to be salespeople, and you want them closing anyway.
- You suspect there is revenue sitting in quotes you already sent, with no way to find it.
Do not come if
- You want someone to run your sales for you. This teaches you to run it yourself.
- You sell a fixed-price product with no quoting step.
- You are not willing to change what happens in the ten days after a quote goes out.
Leon Panjtar, co-founder and CEO
Leon has spent 10+ years inside the sales process of more than 160 outdoor living businesses in over 30 markets: pergola manufacturers, veranda installers, garden room builders, sauna and carport companies. He is going to walk through what the best teams in this industry actually do on the third day after sending a price.
The quotes you already sent are the cheapest revenue you will ever find.
You have already paid for those leads. You have already done the price and the quote.
Join us on 17 September and you will know exactly what to do on day 1, day 3 and day 10, so the next quote closes before it goes cold.
- Thursday 17 September at 11 am CEST
- 60 minutes, live with Leon
- Free, and the playbook comes with it
Save your seat
Thursday 17 September 11 am CEST 60 minutes Free