An amazing, yet completely unknown, way to followup with pool construction clients (leading to more closes)
Hugo Cruz - Facebook Marketer, Video Producer, Ghostwriter
2/25/20253 min read
Hey There!
As most pool contractors now, following up with possible clients, clients you provided an estimate to, and leads you might´ve gotten, is one of the most effective way to get closes as soon as possible.
But most pool contractors just email a generic email, "Hello! i wanted to followup on the pool estimate we sent, please let me know if you have questions. Thanks!". This is decent, but it is not the best, the best way to followup is by providing value to your client, in the form of EDUCATION. Let me teach you the 3 steps to do that:
1. Get information, information, information
Every pool project starts with a consultation. But most contractors make the mistake of talking too much and listening too little. The more questions you ask, the more information you gather—and the easier it is to follow up effectively.
✅ Identify pain points early. Ask questions like:
"Are you working within a tight budget?"
"What type of surface do you prefer?"
"Do you care more about durability or aesthetics?"
✅ Understand potential objections before they arise. If a client hesitates about price, quality, or maintenance, you’ll be ready to address those concerns before they turn into deal-breakers.
✅ Show you care. Clients appreciate a contractor who listens and tailors their proposal to their actual needs, not just what’s easiest to sell.
2. Send an Estimate With ALL Possible Options
Once you've gathered information, don’t just send one basic estimate—give them options that match their interests.
✅ Provide multiple estimates. If they requested a plaster estimate but mentioned interest in mini pebble, send both. This makes them feel like they have control and flexibility.
✅ Include what they considered but didn’t ask for. If they hesitated about adding a waterfall feature or upgrading to saltwater, include those as additional options.
✅ Position yourself as a trusted advisor. Instead of just a contractor pushing for a sale, you’re educating and guiding them toward the best decision.
3. When Following Up, Focus on Educating—Not Selling
Most follow-ups fail because they feel pushy. Instead of aggressively selling, use your follow-up to educate and build trust.
✅ Send a follow-up email focused on value. Instead of saying, “Are you ready to move forward?” try this:
Subject: Pros & Cons of Plaster vs. Pebble for Your Pool
Body: “Hey [Client’s Name],
This is [Your Name] from [Your Company]. I enjoyed doing the appointment last week. Before you make a decision, I wanted to share some key differences between plaster and mini pebble to help you make the most informed decision for your pool surface:
Plaster: More affordable, but requires resurfacing sooner.
Mini Pebble: Higher upfront cost but lasts much longer with better aesthetics.
Let me know if you have any questions—I’m happy to help!” - This is an example, you want to make the education emails as informative as possible, depending on what your client needs. Why? That builds TRUST, and clients but because they TRUST you, not because they like you.
✅ Encourage questions. Clients trust contractors who are willing to answer their concerns, even if it doesn’t lead to an immediate sale. Also, this gives you valuable information on the clients pain points, that YOU can address on future Ads or sales.
✅ Differentiate yourself. Most pool contractors just follow up with a “Are you still interested?” message. You’re positioning yourself as the expert when you educate clients. Don´t feel ashamed to overshare, make them feel as confident as possible that you, indeed, are the expert
Remember, sales is persuasion, and the best way to persuade, is education.
Most pool contractors lose deals not because they’re bad at building pools, but because they don’t follow up strategically. If you:
Ask more questions to understand client concerns,
Send estimates with all possible options, and
Follow up with education, not pressure
…you’ll close more deals and position yourself as the most professional contractor in your area.
Want to start converting more leads into paying clients? Implement this strategy today, and watch your close rate skyrocket (or let us do it for you).