In today’s ever-changing market, many tradies face a common challenge: increased quoting activity but declining conversion rates. If this sounds familiar, you’re not alone. Across the trades community, quote registers trend upwards in dollar value, but work-in-progress numbers are slightly dipping. So, what’s causing this, and more importantly, how can you address it?

Let’s break it down.

Understanding the Trend

The dip in work-in-progress and conversion rates could stem from several factors:

• Seasonal Slows: November to January often sees lower project approvals.
• Economic Conditions: Customers might be more cautious with their spending.
• Quote Strategy: A single pricing option may not resonate with all clients.

Identifying whether the issue lies in readiness (clients delaying decisions) or rejection (losing the job outright) is essential. Most tradies attribute rejection to price, but this could be an easy objection from clients. The real reasons might include:

• Lack of perceived value in your offering.
• Inefficient follow-up processes.
• Missed opportunities to provide tailored solutions.

Steps to Improve Conversion Rates

Here are practical strategies to tackle conversion challenges head-on:

1.Evaluate Your Quote Register

Start by asking yourself:

• Are your quote numbers trending up or down over the last 4, 8, or 12 weeks?
• Does your quote register meet weekly or monthly targets?

Track these numbers consistently. If conversion rates are dropping, it’s a clear signal to adjust your approach.

2. Offer Two Pricing Options

Instead of providing a single quote, present clients with two options:

• Mid-Range Quote: A balanced option that meets client needs within a reasonable budget.
• Premium Quote: A higher-tier option with added value or faster timelines.

This approach empowers clients to make choices based on their priorities and budget. It also sets expectations, avoiding the trap of constant discounts or “more for less” scenarios.

3. Double Down on Follow-Ups

Many tradies lose jobs simply because they fail to follow up. After investing time and effort into quoting, ensure you:

• Schedule dedicated follow-up times in your diary.
• Address client concerns promptly.
• Reinforce the value of your service during follow-up conversations.

4. Adapt to Client Needs

Be creative and flexible in how you deliver quotes and services:

• Adjust materials or project timelines to offer cost-effective solutions.
• Explore alternative methods for achieving client goals.
• Treat every negotiation as an opportunity to build trust and rapport.

Shifting Your Mindset

Conversion challenges can feel overwhelming, leading to self-doubt and reactive behaviours like discounting. Instead, focus on:

• Data-Driven Decisions: Use trends in your business to identify areas for improvement.
• Activity Over Luck: Success results from consistent effort, not hope or chance.
• Critical Thinking: View business as an intellectual sport—how you think often outweighs how hard you work.

Take Ownership and Plan Ahead

Avoid falling into the “rookie trap” of reacting to immediate challenges without a plan. Instead:

• Set measurable targets for quotes, conversions, and work-in-progress.
• Use downtime to strategise and implement changes.
• Remember, every challenge is temporary. With focused effort, things will improve.

Key Takeaway

The difference between struggling and thriving in business often comes from discipline, structure, and creativity. Adopting strategies like offering multiple pricing options, improving follow-ups, and critically evaluating your processes can turn conversion challenges into growth opportunities.

Remember, success isn’t about working harder but thinking smarter. How will you raise the bar in your business today?

Ready to Take the Next Step?

Let’s chat if you’re looking for tailored strategies to grow your business or need guidance on your next move. Book a free, no-obligation call with our team to explore how we can help you achieve your goals.