What’s the secret behind a small roofing business pulling in $200,000 in just five weeks? In this episode of The Site Shed, host Matt Jones lifts the curtain on the simple, repeatable process that enabled a trade business to shift from inconsistent work and constant “hustle” to a stable, scalable sales machine.
If you’ve ever felt stuck on the hamster wheel—juggling word-of-mouth leads and never sure when the next big job will land—this real-world case study is your roadmap to change.
🔧 The Framework: Clarity, Consistency, and Sales Process
Most tradies rely on good reputation and the occasional ad, but growth stalls without a system. Matt’s client, a seven-person roofing outfit, was stuck doing subcontract work and avoiding new hires—they couldn’t predict revenue or their workload. Enter the “impact roadmap” approach from Tradie Web Guys:
Leads up, chaos down: Brought in a steady flow of leads and a defined follow-up routine
Consistent pipeline: Moved from “feast or famine” to regular, reliable workflow
Structured growth: Could finally forecast when to hire and how to expand
Fast facts from five weeks:
- 11 roofing projects won
- $199,949 total revenue
- Average job value of $18,177
- 60 quotes delivered, with instant quoting tech cutting turnaround from days to minutes
📈 What Changed? Persistence & Process
Forget the one-call follow-up. Matt’s data shows most jobs are won after the fifth attempt to connect. The game changers were:
Sales execs handling daily call volume (80+ calls weekly, new and existing leads)
Clear sales stages and checklists—so no lead was “lost in the cracks”
Rapid quotes generated onsite—helping secure approval while the client’s engaged
🕒 Time Leverage: Quoting in Five Minutes
With mobile quoting tech, the owner no longer burned nights typing up quotes. Now, they generate and present detailed quotes on-site, with the ability to close deals on the spot. That’s how you edge out competitors and avoid endless price wars.
💡 The Big Impact: Predictable Growth & Owner Freedom
Predictable cash flow—no longer relying on luck or the next big referral
Real growth planning—now able to recruit and build the team with confidence
Owner out in the field closing deals, not desk-bound every night
Sales process as a business asset—one tweakable system that multiplies results
Matt’s top reminder: “Don’t judge your success by quotes SENT. Measure by jobs WON and look for ways to optimise every stage of the sales process.”
🛠 Your Next Moves
- Map out your full sales process—track every lead from first call to close
- Commit to five or more follow-up attempts per prospect
- Use quoting tools to present (not just email) quotes for faster buy-in
- Define your targets and create a 6–12 month “impact roadmap” to hit them
📚 Resources from this Episode
Want to see more results like this? www.tradiewebguys.com.au
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