You didn’t get into your trade to chase people for work. You got into it because you’re good at the actual job — wiring, plumbing, building, fitting. But here you are, and the work doesn’t book itself.
You’re Not Alone
A survey by Hiscox found that 66% of UK small business owners say sales and marketing is their biggest challenge — not cash flow, not hiring, not regulation. Getting the work in the door.
The irony is that most tradespeople who feel this way are excellent at the actual trade. It’s just the chasing and follow-up that feels uncomfortable.
Why “Selling” Feels Wrong
The word “selling” brings to mind pushy salesmen and cold callers. That’s not what we’re actually talking about here.
What you’re really doing is:
- Following up on a quote you’ve already been asked to give
- Explaining what you’ll do and why it’s worth the price
- Checking back in when someone’s gone quiet
- Being easy to reach when they’re ready to book you
That’s it. That’s “selling” for most tradespeople.
Reframe: You’re Helping, Not Selling
The most useful shift you can make: stop thinking of it as selling and start thinking of it as being helpful and reliable.
Someone asked you to look at their job because they need it doing. Calling them back about the quote isn’t pushy — it’s just doing your job properly.
If someone’s got a leaky roof and you’re the roofer they asked to quote it, chasing them up isn’t a hard sell. It’s exactly what they’d want you to do.
Five Ways to Make It Easier
1. Ask Questions Instead of Pushing
Instead of: “Let me tell you why you should go with me…”
Try: “What’s most important to you with this job — getting it done quickly, or keeping costs down?”
People are happy to talk about what they actually need. Let them, then explain how you’ll deliver it.
2. Use Reviews and Past Work as Proof
You don’t need a big sales pitch. Just say:
“I did a similar job for a customer round the corner last month — happy to show you photos, or they might not mind you giving them a quick call.”
A genuine review or a photo of finished work does more convincing than anything you could say.
3. Set a Tiny Daily Target
Don’t aim to chase ten quotes a day. That’s overwhelming. Start with three.
Three follow-up calls or texts. That’s it. Some will go to voicemail, so you’re really only having one or two real conversations.
Anyone can manage three.
4. Text Instead, If Calling Feels Like Too Much
Some days you just can’t face the phone. That’s fine — send a short message instead:
“Hi [Name], just checking in on the quote for [the job] — no rush, just wanted to see if you had any questions.”
It takes thirty seconds and keeps things moving without the awkwardness of a call.
5. Track Whether You Chased, Not Just Whether You Won the Job
You can’t control whether someone books you. You can control whether you actually followed up. Focus on doing the chasing consistently — the jobs will follow over time.
The Permission Slip
If you need someone to tell you it’s fine to feel awkward about this side of the trade: it’s completely normal.
The tradespeople who stay busy aren’t the ones who love chasing quotes. They’re the ones who do it anyway, even though it feels a bit uncomfortable, because they know the work depends on it.
You don’t have to enjoy it. You just have to do it consistently.
Start Small, Start Today
Pick one quote you’ve been meaning to chase. Just one. Call them or text them right now.
Not tomorrow. Not next week. Now.
That’s all it is: one follow-up at a time.
Never have to remember who to chase. DailyDial gives you a daily list, so following up becomes a habit rather than something you have to psych yourself up for. Try it free for 14 days — no credit card required.
Related reading: How to Follow Up After Sending a Quote · Customer Gone Quiet After You Quoted the Job?