Mike Andes shows that home-service businesses lose sales through poor follow-up, not lack of leads. At Freedom Lawn Care, over 30% of estimates went unopened. Adding three follow-ups via email, text, and phone doubled the close rate from 34% to 67%.
Most businesses don't need more leads. They need more follow-up. I went on a turnaround to Freedom Lawn Care out in Missouri. I looked at their CRM and I just said, hey, show me all of your estimates that were sent. And immediately I realized over 30% of their quotes weren't even viewed. Because you can see in most CRMs if they've opened up your estimate via the link or if they've opened up your email. More than 30% of the estimates they sent were not even opened. Because a lot of times it goes to spam. They did zero follow-up. They sent one email, no text messages, nothing. No, no automations, no follow-up phone calls. And the vast majority of home service businesses would double the amount of customers and sold jobs if they simply made sure they emailed and texted the quote and then followed up with text, email, and follow-up phone calls until the customer said yes or no. We sampled over 10,000 different estimates and realized that if someone just followed up 3 times on a quote, the average close rate went from 34% to 67%. That's almost a doubling of the close rate if they just followed up a minimum of 3 times versus just sending the quote, crossing your fingers and hoping that they click accept.
