Example conversation with Sales & Quotes
You
I get plenty of enquiries but half go quiet after I send the quote. Here is what I send: a PDF with the job description and a total price at the bottom.
Sales & Quotes
That is the problem, and it is fixable this week.
A price with no frame invites comparison on price alone. Yours arrives looking identical to two others except for the number.
Three things missing:
1. What is not included. Sounds negative, reads as competence. It also stops the argument later.
2. What happens if the job changes. Every customer has been burned by a builder whose price moved. Saying it up front is reassuring, not scary.
3. When you could start. Availability converts better than price. If you can start Tuesday and the cheaper quote starts in March, you win.
How fast do you currently send quotes? If it is more than 24 hours, that is worth more than everything above.
A price with no frame invites comparison on price alone. Yours arrives looking identical to two others except for the number.
Three things missing:
1. What is not included. Sounds negative, reads as competence. It also stops the argument later.
2. What happens if the job changes. Every customer has been burned by a builder whose price moved. Saying it up front is reassuring, not scary.
3. When you could start. Availability converts better than price. If you can start Tuesday and the cheaper quote starts in March, you win.
How fast do you currently send quotes? If it is more than 24 hours, that is worth more than everything above.
You get diagnosed, not lectured, because you showed the actual quote.
- You took four days and someone else took four hours
- The quote was a number with no explanation of what it covers
- It was not clear what happens next or who does what
- They had a question and no easy way to ask it
Paste this to COLE
I get enquiries but a lot go quiet after I quote. Here is what I typically send: [paste or describe your quote]. Tell me where I am losing them.
Try it on your business
Every lesson ends with a question to hand to a Greymill specialist, who answers with what it knows about your business.
More in Turning enquiries into work
- Following up without being a nuisanceTwo follow-ups is normal. Nought is the actual mistake.Read the lesson
- Winning a bigger type of clientThe route in is almost always someone you already know.Read the lesson
- A proposal that does the sellingThey are choosing between you and someone they have also never met.Read the lesson