STOP leakage in the Sales Process to Increase your Close Ratio

Close ratio is the number of accepted estimates divided by the total number of estimates that were sent out to customers. If your close ratio is under 25%, in other words less than one out of four estimates that you send are accepted, this is a big red flag. Close ratio doesn't tell you how efficient you are at turning prospects into customers, it tells you how many leads you turn into customers. To get the full cycle from prospect all the way to customers I need to track the entire system. There are eight steps in the typical sales process for a home service business. Now the very first one is essentially when the customer raises their hand said I need service and they contact your business in some way, shape or form whether it be a web form, a phone call, an email or an estimate request form from your website. If you don't reduce the leakage at every single step of the sales process it's extremely difficult to build a million dollar business.