Key takeaways
- Respond within 24h, even if it's a structured holding reply — buyer-side RFQs decay fast once they go to multiple suppliers.
- Always send a price range with the first quote (MOQ tiers + sample fee) rather than a single number; it surfaces objections early.
- Include a suggested PI draft in the first reply so the buyer can forward it to finance without another round-trip.
- Track drop-off at each stage — most lost deals die between 'quote sent' and 'PI sent', not at final sign-off.
Three Directions for Better Conversion
Improving B2B RFQ conversion comes down to reducing friction, speeding response, and tracking data.
Practical Steps
Reduce friction — simplify form workflows, pre-fill common options
Speed up first quotes — provide quotes quickly with clear assumptions, then iterate
Track conversion data — monitor source channels and popular product RFQ conversion rates