In today’s trade business world, leads are flying in from all directions—emails, phone calls, Facebook messages, referrals. But if you don’t have a clear system to track, follow up, and close those leads, you’re guaranteed to leave money on the table.
In this episode of The Site Shed, Matt is joined by Erick Vargas, CEO of Followup CRM, to explore how contractors can level up their sales process using CRM and pipeline management tools.
If you’ve ever missed out on a job because of disorganisation—or if you’re relying on memory and spreadsheets to manage leads—this is the episode you need.
🔧 Why CRM is a Game-Changer for Tradies
CRM (Customer Relationship Management) software might sound corporate or complicated—but for trade businesses, it’s the key to scaling without chaos. Erick breaks it down in simple terms:
“CRM isn’t about making things harder. It’s about giving you visibility. When you can see where every lead is in your pipeline, you stop guessing—and start growing.”
Here’s why CRM is essential for modern contractors:
It tracks every lead and quote so nothing falls through the cracks.
It brings accountability to your sales team, especially if you’re managing multiple reps or techs.
It simplifies follow-up, which is where most businesses lose deals.
📉 The Hidden Cost of Disorganisation
Too many businesses operate with a “she’ll be right” approach when it comes to sales tracking. But as Erick points out, that attitude comes at a serious cost:
Missed quotes
Forgotten follow-ups
Poor client communication
And ultimately, lost revenue
“Every contractor has lost jobs they didn’t know they were losing. A CRM helps you see that in real time and do something about it.”
CRM tools also help you spot where deals are stalling and who’s responsible—so you can tighten your process and increase conversions.
📈 How Pipeline Management Helps You Scale
Pipeline management is all about seeing your sales process like a factory. Every lead enters at stage one and progresses through specific steps until it’s either won or lost.
Followup CRM, for example, lets you:
Visualise each stage of the buyer journey
Assign team members to each step
Forecast revenue based on pipeline volume
Prioritise high-value jobs
“Most tradies are reactive. Pipeline tools help you become proactive—and that’s where the real growth starts.”
Erick and Matt also discuss how pipeline visibility:
Improves time management
Keeps your sales process repeatable
Helps you delegate effectively as you scale
🛠 Practical Tips to Get Started with CRM
Don’t worry if you’re not tech-savvy. Erick recommends starting small:
Audit your current process – What leads are falling through the cracks?
Pick one CRM tool that suits your trade (Followup CRM is purpose-built for contractors)
Train your team properly – Adoption matters more than features
Track KPIs like follow-up rate, quote-to-win ratio, and pipeline value
Review weekly – Make pipeline meetings a habit
“You don’t need every bell and whistle to start. Just get clear on your pipeline and make follow-up a priority.”
🧠 Mindset Matters: From Tradie to Business Owner
Throughout the episode, Matt and Erick discuss the mindset shift from technician to leader. One of the biggest steps in that journey? Embracing tools that give you control.
“You can’t grow a trade business on memory and gut feel. CRM turns your sales into a system—and systems scale.”
This shift empowers tradies to:
Hire and manage sales staff confidently
Create predictable revenue
Free themselves from micromanagement
Focus on strategy instead of firefighting
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