# General Contractor Sales: Following Up and Winning More Bids

General contractor lead follow-up is the process of staying in touch with a homeowner from the first inquiry through the bid decision, which on a remodel can take weeks or months. Most GCs bid well but follow up poorly. A simple, scheduled sequence of calls, texts and emails wins jobs that would otherwise go to whoever stayed in touch.

## Key takeaways

- Remodel buyers usually collect several bids and take their time. The contractor who stays in touch wins a lot of ties.
- Qualify before the walkthrough so your bidding time goes to real projects.
- Sell your process (schedule, communication, change order handling) as much as your price.
- Referrals and reviews from past clients are a GC's cheapest leads.

## Why do general contractors lose bids?

General contractors lose most bids to silence, not price. The homeowner gets three proposals, has questions about one line, gets busy, and signs with the contractor who called back to answer it. When a GC says a bid was "too high," often nobody actually asked.

The second reason is time spent on the wrong bids. Driving out, measuring and building a detailed estimate for a project that was never real is expensive. Good sales starts with qualification on the first call.

## Qualify before you drive out

- **Scope:** what exactly they want, and whether it's work you do well.
- **Timeline:** this season or someday.
- **Budget range:** asked respectfully. Plenty of homeowners don't know, and that's useful to learn too.
- **Decision makers:** who needs to be at the walkthrough.
- **Design and financing status:** plans drawn? Financing lined up?

If your phone goes to voicemail while you're on site, these questions never get asked. BRIX's [AI receptionist for general contractors](https://www.brix.so/for/general-contractor/ai-receptionist) asks them for you and books walkthroughs. More on technique in [how to qualify leads over the phone](https://www.brix.so/learn/how-to-qualify-leads-over-the-phone).

## A bid follow-up plan for remodelers

**Sample follow-up plan after the proposal goes out**

| When | Channel | What to say |
| --- | --- | --- |
| Day 0 | Email + text | Proposal attached; offer to walk through it by phone |
| Day 2 | Text | Answer the question everyone has: schedule, start date, how long they'll be without a kitchen |
| Day 6 | Call or text | Check in; ask what else they need to decide |
| Day 12 | Email | Show a similar finished project or explain how you handle change orders |
| Day 20 | Text | Share your next open start window |
| Monthly | Email | A short, friendly check-in until they decide |

_A sample plan, not a rule. Adjust for project size and how the homeowner prefers to talk._

See [how to follow up on an estimate](https://www.brix.so/learn/how-to-follow-up-on-an-estimate) for scripts. [Sales automation](https://www.brix.so/features/sales-automation) can send the text and email steps automatically and keep track of where every bid stands.

**Sample follow-up text exchange on a kitchen bid**



**BRIX (text):** Hi Marcus, it's Sample Builders. Any questions on the kitchen proposal we sent Tuesday? Happy to walk through it.

**Homeowner:** One question. Does the price include moving the gas line for the range?

**BRIX (text):** Thanks for asking. I'll have the project manager confirm that line item and call you. Is tomorrow after 5 okay?

**Homeowner:** Yes, that works.

This is a sample exchange written for illustration, not a real customer conversation.

## Sell the process, not just the price

Homeowners comparing GCs worry about three things: will you show up, will the project stay on budget, and will they be able to reach you. Your proposal and follow-up should answer those directly. Explain your schedule, how you handle change orders in writing, how often they'll get updates and how billing works. A clear [scope of work](https://www.brix.so/learn/scope-of-work) and written [change order](https://www.brix.so/learn/change-order) policy are sales tools, not just paperwork.

> **Offer options**
>
> On kitchens and baths, a good-better-best proposal (stock, semi-custom and custom cabinet lines, for example) lets homeowners choose how to say yes. See [good-better-best pricing](https://www.brix.so/learn/good-better-best-pricing).

## What to do when they say your bid is higher

When a homeowner says another bid came in lower, ask to see what's included before you touch your price. Remodel bids are rarely apples to apples: one includes permits, dumpsters, electrical upgrades and a realistic allowance for tile, and another leaves them out to look cheap. Walk through the scope line by line, point out the gaps politely, and explain how each contractor handles changes. If the scopes really match and the other price is lower, decide whether the job is worth it at that number; don't cut margin just to win a bid you'll resent. See [markup vs. margin](https://www.brix.so/learn/markup-vs-margin) and [estimate vs. quote vs. bid](https://www.brix.so/learn/estimate-vs-quote-vs-bid).

## Where do GC leads come from?

For most residential GCs, the best leads are referrals from past clients, followed by Google search and a strong [Google Business Profile](https://www.brix.so/learn/google-business-profile). Ask every happy client for a review at closeout ([how to ask for Google reviews](https://www.brix.so/learn/how-to-ask-for-google-reviews)) and track where each signed job came from with [lead source tracking](https://www.brix.so/learn/lead-source-tracking). Then compare channels with the [customer acquisition cost calculator](https://www.brix.so/tools/customer-acquisition-cost-calculator).

## Numbers worth tracking

- **Walkthrough-to-bid rate:** how many visits turn into proposals.
- **Close rate:** proposals that become signed contracts. See [close rate](https://www.brix.so/learn/close-rate).
- **Average contract value** and **days from inquiry to signature.**
- **Cost per signed job** by lead source. See [customer acquisition cost](https://www.brix.so/learn/customer-acquisition-cost).

Look at these monthly, not yearly. If walkthroughs are up but signed contracts are flat, the problem is the proposal or the follow-up, not the marketing. If inquiries are flat, look at reviews, your Google profile and referrals before buying more leads.

## What BRIX automates for GC sales

BRIX answers and qualifies inquiries, books walkthroughs, follows up every open bid by text and email, and asks happy clients for reviews at closeout. Once a bid is signed, deposits and draws flow into invoicing and the books (see [GC bookkeeping](https://www.brix.so/for/general-contractor/bookkeeping)). Overview: [general contractor software](https://www.brix.so/for/general-contractor).

BRIX follows up every open bid by text and email until the homeowner decides, keeps every inquiry and proposal on one CRM record, and asks happy clients for a Google review when the job closes.

- [Sales automation](https://www.brix.so/features/sales-automation): Follows up every lead and open estimate automatically by text and email, and asks every customer for a review after the job.
- [CRM](https://www.brix.so/features/crm): One record for every customer, lead, call, job, quote and invoice.
- [Quotes and estimates](https://www.brix.so/features/quotes-estimates): Builds accurate quotes on site and follows up on every open estimate.
- [Review requests](https://www.brix.so/features/reviews-reputation): Asks every customer for a Google review automatically after the job, without filtering who gets asked.

## Frequently asked questions

### How do general contractors get more leads?

Start with past clients: ask for referrals and reviews at every closeout. Then build a strong Google Business Profile and website with photos of finished work. Before spending more on ads, make sure every inquiry is answered and every bid is followed up.

### How often should a contractor follow up on a bid?

A reasonable rhythm is the day you send it, two days later, about a week later, around two weeks and three weeks, then monthly until the homeowner decides. Keep each touch short and useful, and stop when they say no.

### How do I close more general contractor sales?

Qualify before the walkthrough, bring the decision makers together, present options, explain your process clearly and follow up on schedule. Many homeowners pick the contractor who communicates best, not the lowest bid.

### Should I ask homeowners about budget on the first call?

Many GCs do, politely, as a range. It helps you bring the right options and avoid bidding projects that don't fit. If a homeowner doesn't know, that tells you they may need design or pricing guidance first.

### Is it worth paying for lead services as a remodeler?

It can be if you respond fast and track cost per signed job. Shared leads go to several contractors, so slow responders pay for leads they never win. Compare each source's cost per signed contract before renewing.

### Can BRIX send follow-ups automatically?

Yes. BRIX's sales automation follows up every lead and open estimate by text and email, and asks happy customers for reviews. You decide the timing and tone during setup.

## Related

- [General Contractor Software That Runs the Office While You Run the Job](https://www.brix.so/for/general-contractor)
- [AI Answering Service for General Contractors and Remodelers](https://www.brix.so/for/general-contractor/ai-receptionist)
- [QuickBooks and Bookkeeping for General Contractors](https://www.brix.so/for/general-contractor/bookkeeping)
- [Lead Follow-Up Automation That Chases Every Lead and Estimate for You](https://www.brix.so/features/sales-automation)
- [How to Follow Up on an Estimate](https://www.brix.so/learn/how-to-follow-up-on-an-estimate)
- [What Is Close Rate?](https://www.brix.so/learn/close-rate)
- [What Is Lead Source Tracking?](https://www.brix.so/learn/lead-source-tracking)
- [Customer Acquisition Cost Calculator](https://www.brix.so/tools/customer-acquisition-cost-calculator)
- [AI Receptionist & CRM for General Contractors in Rochester, NY](https://www.brix.so/for/general-contractor/rochester-ny)
- [AI Receptionist & CRM for General Contractors in Hartford, CT](https://www.brix.so/for/general-contractor/hartford-ct)

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Written by BRIX Editorial Team. Last updated 2026-10-12.
Canonical: https://www.brix.so/for/general-contractor/sales