When the window installer sees revenue falling and does zero prospecting

And quotes remain unanswered

Do you recognize this situation?

• Window installer, good revenue with excellent margins
  
• But trend: DECLINE (not stability, it's falling)
  
• Some collaborators, many weekly hours
  
• Clear ideal client: private renovating to live there, middle/upper class, high quality
  
• But: zero weekly hours dedicated to prospecting
  
• Concerns: quotes without response, competition lowballing, quote "theft"
  

And the fear is: revenue continues to fall and you don't know how to stop it

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The trap of word-of-mouth that's no longer enough

It used to work.

Word-of-mouth, connections, clients who called you.
You didn't have to look for work, work found you.

But not anymore.

The quotes you send remain unanswered.
Clients "think about it" and then disappear.
Competition sells below cost.
Someone uses your quotes to negotiate price with others.

And you:
Revenue falling.
Many weekly hours of work but fewer and fewer jobs.

Zero hours dedicated to finding new clients.

You wait for them to arrive.
But they don't come anymore.

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What happens when the market changes and you don't

On the commercial front:
Zero prospecting hours = no proactive client search activity.
You wait passively for them to call.
When request arrives, you quote and hope.
Closing rate probably low (minority).

No follow-up strategy: send quote and that's it.

On the competitive front:
Competition lowballing: others sell below cost (maybe lower quality, maybe very low margins).
Quote "theft": client makes you do survey/quote, then goes to cheapest.
You compete on quality, but client looks at price.

Difficult to differentiate if communication is only "quote via email".

On the psychological front:
Frustration: "I work well, why don't they call me?"
Passivity: "I don't know what to do to find clients".
Unrealistic expectation: "It used to work, it'll work again".

Burnout risk: working many hours for falling revenue = demotivation.

On the economic front:
Decline = negative trend.
Revenue progressively falling.
Good margins but if volume falls, profit falls.

Collaborators to pay with less work = stress.

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Why it happens

The market changed, you stayed the same.

Before: windows were sold word-of-mouth.
Today: client searches online, compares quotes, reads reviews.

Before: client called few window installers.
Today: client asks many quotes, chooses cheapest (often).

Before: personal relationship decided.
Today: Excel with price comparison decides.

And you continue working like years ago:
Zero prospecting, zero marketing, zero structured online presence.

You wait for market to return as it was.

It won't return.

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The (wrong) path many try

Apparent solution: "I lower prices to compete"

But if you compete on price:
Margins reduce drastically.
You work more to earn less.

Doesn't solve problem, worsens it. Don't lower prices. Increase perceived value.

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The method

No longer wait for clients. Generate opportunities. Dedicated prospecting: non-negotiable weekly hours.

From zero hours to dedicated time every week.
Activities: cold calls, active word-of-mouth, local events, partnerships surveyors/architects.
Goal: new surveys every week.

Discipline: calendar block, not "when I have time". Professional online presence.

Google My Business optimized with reviews.
Social page with work done (before/after).
Site with portfolio real cases in area.

Client searches online, must be there with credibility. Quote follow-up system.

Sent quote ≠ end communication.
Systematic follow-up: calls, clarifications, limited offers.
Don't wait passively for response.

Closing rate doubled or more. Differentiation beyond price.

Not just "fixture X costs Y".
But: extended warranty, included maintenance, free energy consulting.
Storytelling: experience in area, renovated houses.
Video testimonials satisfied clients.

Client perceives value superior to price. Local strategic partnerships.

Who already has your ideal client? Surveyors, architects, construction companies, real estate agencies.
Referral agreement with commission for client presentation.
Co-marketing: "Home Renovation: complete guide" event with partners.

Leverage others' network to amplify.

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What changes after

You no longer wait for them to call.

You generate opportunities.
Weekly prospecting hours = monthly surveys = increasing closed jobs.

Quotes you send have structured follow-up.
Closing rate doubles.

Online presence makes client find and choose you.
You're not "one of many", you're "the one with many excellent reviews".

Revenue:
From decline to growth.
Significant progressive growth.

Not because you lower prices.
Because you actively seek right clients.

This is the turning point: when you stop waiting and start searching.