Every inside rep knows the drill: an RFQ hits your inbox, you build a quote, send it out, and then… silence. The follow-up is where many deals go to die—not because the buyer walked, but because the rep didn’t ask the right questions, at the right time, with the right tone. Turning inbound quotes into booked tons isn’t about being pushy—it’s about being persistent, informed, and intentional.

Follow-up is a strategy, not a task
Treat every quote follow-up as part of a larger deal cycle. That starts with segmentation. Is this a transactional buyer looking for a spot coil, or a repeat customer lining up tonnage for a Q3 bridge project? The answer dictates how and when you follow up—and how much margin flexibility you retain.

Set the follow-up cadence in the quote itself
The best follow-ups begin before the quote is even sent. Include a statement like, “Quote valid through June 28. I’ll follow up by June 21 to confirm timing and tonnage needs.” It sets an expectation, creates accountability, and gives you a reason to re-engage without sounding like you’re chasing.

Use quote intelligence to tailor your outreach
Review what specs they requested: Did they ask for ASTM A36 or A572 Gr.50? Did they specify coil width or surface finish tolerances? Bring these into your follow-up call or email. Instead of saying, “Just checking in,” say: “I wanted to confirm whether the A36 hot-rolled, 48-inch coil at $790/ton meets your structural spec, or if you’re still considering alternatives.” That shows expertise, not desperation.

Time your follow-up to their buying window
Construction buyers typically finalize orders midweek. OEMs often batch decisions around their production cycles. If you’re following up Friday afternoon, you’re too late. Align your call with the buyer’s operating rhythm—ask during the quote process: “When are you looking to make a decision?” That one question can double your closing rate.

Don’t wait too long—or too little
A common mistake: calling too soon and sounding overeager, or too late and missing the window. For spot orders, follow up within 48–72 hours. For project or program quotes, set a 5–7 day window with reminders. Use CRM tools to flag these timelines and track quote aging. If a quote hits 10+ days with no response, consider it a cold lead—but don’t delete it; flag it for future re-engagement.

Have a reason to re-engage beyond “just checking”
Offer new value in each follow-up. “Wanted to let you know mill lead times for HR have moved out a week—this may affect your delivery window if we don’t book by Thursday.” Or: “Freight carriers are tight next week; if this quote is still live, I recommend we slot the order today to hold transit.” This type of insight-driven follow-up shows you’re managing risk on the buyer’s behalf.

Ask clarifying questions that advance the sale
Instead of “Are you ready to order?”, ask:

“Has anything changed on your project start date?”

“Are you waiting on other supplier pricing, or is this a budget hold?”

“Would it help if I provided an alt option with a 2-week shorter lead time?”
These open-ended questions uncover real blockers—and give you room to adjust your offer, not your price.

Use urgency responsibly—not artificially
Buyers can smell fabricated urgency. Instead, lean on real deadlines: mill roll schedules, freight cutoffs, contract pricing expiration. Say: “This pricing is tied to mill cost published last week, but new roll prices come out Monday—it may jump $20/ton.” That’s factual urgency, not manipulation.

Keep quoting velocity without losing the thread
High-volume quoting environments can swamp even seasoned reps. Use structured templates to save time, but customize just enough to personalize. A simple mention of the buyer’s spec or prior order history can keep your quote top of mind when they’re comparing multiple bids.

Always close the loop—even if you lose
If a quote doesn’t convert, send a short email asking for feedback: “Appreciate the opportunity to quote. Just wanted to ask—was it pricing, lead time, or specs that swung the decision?” You won’t win every deal, but you’ll gain insight. And more importantly, you stay on the radar for the next quote.

From quote to ton: The follow-up that seals the deal
Inbound RFQs aren’t wins—they’re invitations. The real work starts after the quote goes out. Inside sales reps who treat follow-up as a consultative, well-timed dialogue—not just a sales nudge—build trust, close faster, and book more consistent tonnage. In today’s competitive metals market, that edge makes all the difference.