What silence actually means
The customer requested the quote, so intent existed. Between then and now they had a week of their own life. Nothing about their silence indicates a decision.
Businesses that assume rejection leave a meaningful share of already-won work on the table.
Follow-up that is welcome
- Reference something specific from the visit.
- Add information: availability, a deadline, a seasonal factor.
- Ask a real question rather than "just checking in".
- Make it easy to say no.
Why it has to be systematic
Follow-up performed from memory happens when things are quiet — which is exactly when there are fewer quotes outstanding. It stops during busy periods, when the pipeline is largest.
A recorded next action removes that inversion.