491: Your Roofing Closing Rate Is Wrong with John DeLaurier | Roofing Business Health Check

Accurately track your closing rate: Many contractors misjudge their closing rates; understand the difference between inquiries, true leads, and qualified opportunities to get accurate numbers.

Prioritize 'speed to lead': Respond to all inquiries (calls, online forms) immediately. Missing calls or delaying responses can lead to losing a third or more of potential leads.

Pre-qualify leads thoroughly: Before sending a salesperson, ask detailed questions about urgency, budget, and project type to avoid wasting resources on unqualified prospects.

Present quotes on the first visit: Increase your closing rate by 50% by presenting a detailed, photo-rich proposal during the initial in-person inspection.

Implement automated follow-up: Utilize CRM automations to consistently follow up on open quotes for up to two years, as many deals close much later than initially expected.

Use a sales dashboard: Track key metrics like total revenue, close rate, average job size, gross profit margin, and square count to make data-driven decisions and avoid 'gut-feel' management.

Focus on profitability, not just volume: Raising prices to achieve a 35% gross profit margin can lead to higher overall profits, fewer proposals, and a more sustainable business model.