Improve Your Quotes

I have recently critiqued some quotes with the aim to spot areas which can quickly be approved upon. The businesses whose quotes I critiqued have read or listen to ‘The Quote Handbook’ already, so it felt great to see my teachings had not fallen on deaf ears. There were so many pieces from my book that they had implemented already!

Below I have stated some suggestions to further improve quotes:

Have an opening paragraph. 

Thank them for letting you quote for the job. Make it personal.

Grammar! 

When quoting for work, grammar must be correct. This is because the quote sets the tone for the entire project, and incorrect grammar can give the impression that the work is of poor quality. It also shows that you are not attentive to detail, which could reflect poorly on the final product. In addition, incorrect grammar can change the meaning of what you are trying to say, which could lead to misunderstandings or even legal problems.

How long will the work take? 

Letting the customer know how long you expect the work to take could help you win the work. This also helps manage expectations. If the work is likely to carry over a weekend let them know. They may have plans.

Make sure your price anchor is up to date. 

This refers to the practice of establishing a price point which customers can refer to when making decisions. I explain this further in my book. In the particular quote I critiqued the price anchor was for the average house price using Zoopla as the source from many months ago. I suggest updating the price anchor regularly so it remains relevant.

Use the table for specifics and have an appendix underneath to explain further. 

Having an appendix can help provide further information without clogging up the main body of a quote. If you put too much in the main body of a quote people may not read it or they’ll miss something important due to skim reading. Many customers won’t read the appendix, but for those who like a lot of detail this could be make or break for them.

Any options to save money or include extras?

Let the customer choose to spend more money if they wish! Are there optional extras they can choose from. How about if they sign up for a maintenance plan as part of a sale, would any offerings entice sign up? Or, on the flip side offer them a behaviour reward – A discount in return for something beneficial to you for example, leave a review on CheckaTrade and a receive £25 off voucher.

Clean up promise. 

Offering a clean-up promise will reassure the customer that you will be respectful of their home.

Include testimonials. 

Including testimonials in your quotation is a good idea because it helps to build trust with potential customers. Seeing what others have said about your work can help to reassure them that you are capable of doing a good job.

Include a photo of the property/site.

Even the front door or door number will do. This shows you have taken the time to make the quote personal and it’s not a generic quote you churn out over and over again.

How soon can you do the work?

Knowing how soon you can do the work is important when trying to win a customer over. If they know that you have the availability to do the work right away, they are more likely to go with your company. Being able to answer this question upfront shows that you are prepared and that you value their time.

What are your payment options?

Knowing your payment options could be the deciding factor. Offering payment via instalments or accepting credit cards, could make you the preferable choice over someone who is cash only. In today’s world where money is tight for so many, being able to pay using credit or in manageable payments is often desirable.

Do I pay in advance or on completion?

Do you require a deposit? Be very clear about your payment terms from the onset. Nobody likes surprises when it comes to bills.

Any aftercare?

Someone available to talk on the phone during office hours or an engineer to answer questions for the first 48 hours for example.

Contact details. It should be very clear how the customer can get in touch. They may have a make or break question to ask.

Call to action? How do they accept the quote? The call to action is the final step in the quotation process, and it is your opportunity to book the work. Do they need to call? Do they need to sign it? Will it be sent for an e-signature?

There are many elements that go into building the perfect quote. So many in fact, that I have written a whole book about it! If you are interested in improving your quoting system and in turn, win more work, then grab yourself a copy of The Quote Handbook – Essential Steps to Building the Perfect Boiler Quote, on Amazon as a paperback, Kindle and Audible edition, and at Williams Trade Supplies as a paperback.

If you’re not sure – here is a FREE condensed version for you, The Quote Checklist

If you would like to discuss any of the content of this blog or any other content Together We Count has published, do not hesitate to get in touch at info@togetherwecount.co.uk