Quote acceptance rate

Definition

Quote acceptance rate is the share of quotes sent that the patient accepts: the number of quotes accepted divided by the number of quotes sent.

How is it calculated and read?

The formula is simple: quotes accepted / quotes sent. Because quotes sent in one month can be accepted in the next, following the quotes sent in the same period (the same cohort) gives a more accurate result. Read it by service, source and country; an overall rate does not show where the problem is.

A low rate does not always mean a poor quote: the patient may only be asking for a price, or the source may be low quality. Read it together with conversion to quote; the two together give overall conversion. Care about your own trend, not someone else’s rate.

Reports, last 30 days: cases opened, won and lost, the journey funnel, response times, quotes and payments per currency, appointments, arrivals and aftercare. — Reports: funnel by source and service, with quote and collection totals.Real product screen · fictional sample data

Related reading

GlossaryTreatment quoteA treatment quote is the written offer in which a clinic sets out the proposed treatment, its items and price, what is and is not included, the deposit and payment terms, and how long the offer stands.
GlossaryConversion rateConversion rate is the share of enquiries in a given period that turn into treatment or a sale. It can also be measured for each stage of the pipeline, such as from quote to acceptance.
Guides9 min readI sent a quote and the patient is not replying: how to follow upSilence after a quote is normal; the patient is probably comparing. Check whether the quote was opened: if not, send a short reminder within one or two days; if it was, follow up within three or four days with a question. Limit yourself to three or four contacts in total, offer something new each time, name the objection (price, trust, timing) and, if there is no reply, close respectfully on the quote’s expiry date. Tune your timing by measuring it on your own data.
Guides7 min readWhich numbers should clinic management track? Formulas and report routineNine numbers are the most useful for a clinic: enquiry count, spread by source, first response time, conversion from enquiry to quote and from quote to acceptance, average treatment value, no-show rate, collections and aftercare response rate. Each formula is simple; the real work is measuring the same way every month and reading a number by source and service rather than alone. Look at your own clinic’s trend, not at somebody else’s rate.

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