Send every quote the same day or within 24 hours, then follow up on Day 2, Day 5 and Day 14. The close often happens on the second or third follow-up, and a close rate under 50% is where I start looking at Sales Flow.
What is Sales Flow?
Sales Flow is how leads become revenue. It covers quoting speed, follow-up, close rate, pricing confidence and how well you track what’s open. It’s the second of the Four Flows, and the one I check straight after Lead Flow.
How fast should I send a quote?
Same day, or within 24 hours. Build a template so the speed doesn’t depend on how busy you are that week. A quote that lands a week late is competing with every quote that arrived sooner.
What follow-up process works?
Day 2, Day 5 and Day 14. Most owners send the quote and wait. The ones who follow up two or three times win work the others never hear about.
Log every conversation and set a next action on each one. A CRM works, a spreadsheet works. Discipline matters more than the tool.
What close rate should I aim for?
Under 50% and I look at Sales Flow before anything else. Count your last 20 quotes and how many you won. That number is more honest than your gut feel.
How should I price?
Most owners price by feel. A proper pricing review uses four inputs: your cost to deliver, where you sit in the market, the return to the client and what it costs the client to do nothing. When you raise prices, start with new clients and then move to existing ones. Frame it around the value delivered.
What should my pipeline look like?
Every open quote, a realistic dollar value and an honest probability, sorted into hot, warm and cold. It doesn’t need to be precise. It needs to exist. A rough pipeline tells you more about next quarter than last month’s bank balance does.
What does a Sales Flow fix look like?
My client was stuck at $40 - $50k a month. Nine months later they were consistently at $60k+, with multiple $70k months.
Sales Flow is rarely the first constraint. If leads are short, fix that first. If leads are fine and quotes keep going quiet, this is the one.
Where do I start?
The free Profit Consult is 45 minutes on Zoom. Bring your P&L and your last 20 quotes and I’ll show you where the gap is.
Book a free Profit Consult: https://calendly.com/jung-jung/profitconsult
How many of your last 20 quotes did you follow up more than once?