Why builders lose jobs after the quote

Builders lose jobs after the quote for six reasons: the quote was slow, it was vague, it was hard to pass on, nobody followed up, there was no proof, and there was no clear way to say yes. Price is on the list less often than you think.

How late is too late?

Later than the other builder.

A client who asks for a price is ready now. If your quote lands a week after the visit and someone else's landed in two days, they've already had the conversation without you.

Same day for small jobs. Within two or three days for big ones. If it's going to take longer, say so on the day and give a date. Then hit it.

What is wrong with a one-line quote?

A quote that says bathroom refurb, £6,500 tells the client nothing. They can't see what's included, so they can't compare it. All they can compare is the number, and then the cheapest wins.

Break it down. What you'll do, what you'll supply, what's not included, how long it takes, how payment works. A clear quote lets a client choose you on something other than price.

Who else has to read it?

This one is from my maintenance years. A letting agent doesn't decide. The landlord does. So the agent has to forward your quote and get a yes.

If she has to rewrite it to make sense, it sits in her inbox. If she can forward it as it is, with photos of the problem and a clear scope, she sends it in a minute and you get the approval.

Always ask yourself who the client has to convince. A husband. A board. An insurer. Write the quote for that person.

Why does nobody follow up?

Because it feels like begging. It isn't.

Ring two days after you send it. Not to ask if they've decided. To ask if anything needs explaining. Half the time there's a small question they didn't bother to email, and answering it wins the job.

Then once more a week later. After that, leave it. Two calls is service. Six is a nuisance.

What proof do they need?

They're about to let you into their home or their building. They want to know you've done this before.

Put three photos of similar jobs in the quote, and a link to reviews. It takes five minutes and most of your competitors won't.

How do they say yes?

Make it one step. A line at the bottom that says: to go ahead, reply to this email and we'll book your start date. Or a button. Or a deposit link.

If saying yes needs a phone call during work hours, people put it off. Things that get put off go to whoever makes it easy.

And when it really is the price?

Then find out why. Ask. Sometimes they compared you with someone who left half the work out. Show the difference.

Sometimes you're just dearer, and that's fine if you know what you're dearer for. Don't drop the price in a panic. Take something out of the scope and drop the price to match.

What should you change this week?

1. 01Send every quote within two days of the visit.
2. 02Use one layout: scope, what's excluded, time, payment terms, photos.
3. 03Put a follow-up call in the diary the moment you press send.
4. 04End every quote with the one step to accept.

Do it by hand for a month and you'll see the difference. Then let a system do it, so it happens when you're busy too. That's what I built Plan@Job for.

The wider version of this, for every kind of business, is in why leads go cold. And the rest of the order is in how construction companies get more work.