I currently schedule sales consults. Then I meet with prospective client, take notes then type and send quote within the next week. I'm considering scheduling extra time and producing the quote on site, then emailing it and asking the client to look it over with me. I'm curious what other procedures are and if anyone has seen there estimate close rate increase by doing something similar?
Estimating procedures
- Thread starter Jasonk
- Start date
flyingsquirrel25
Carpal tunnel level member
- Location
- South East, PA
I try to fall somewhere between what you do now and what you are going for. I like to take the notes onsite, discuss with the client any questions they have and then take it home and work up the quote. It gets sent out as soon as it is complete. I hardly ever give a price on the spot. If I do I normally miss something and thus miss under bid it. Give yourself a chance to look over the numbers, get it together and make sure it works for you. It should be sent out within 24 hours though. Don't let them sit out there waiting on you, they will call someone else. I have seen my method pay off with a 85-90% acceptance (yes I know it probably shouldn't be that high but most of my work is repeat or referrals).
DTS
Participating member
- Location
- Orange County,NY
It sounds good but I'd tighten up the time frame on getting back with a price many potential clients are ready to proceed and are wanting to start asap so I think waiting that long would hurt you. I generally give them a complete estimate the day they I'm there and then go over every detail with them so everyone's on same page. I frown upon doing estimates when clients aren't around like the ones who mark the trees and leave estimate. I'm my business best asset so I like to meet them face to face so they know who and what services they can expect from my company.
climbhightree
Branched out member
- Location
- Lebanon, Pa USA
I use QuickBooks online for my business. Once I talk to the potential client to determine their needs/wants, I ask for a couple minutes to look things over. Their names were already added to QuickBooks (added when appt was set up), so I pulled up their information on my phone and start typing up and estimate.
Once it is all typed up I use a portable Bluetooth printer to print it up, and grab pre-printed copy of our workers comp and general liability insurance to hand them too. They can look it over and ask any questions they have. If they want to immediately accept the estimate, they can just sign the estimate on my phone.
It works well for me. No scribble for them to read...estimate is done (nothing to forget)...it impresses them and it is professional.
Tonight I looked at 3 jobs...2 accepted on the spot (but they both were past clients or solid reference).
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Once it is all typed up I use a portable Bluetooth printer to print it up, and grab pre-printed copy of our workers comp and general liability insurance to hand them too. They can look it over and ask any questions they have. If they want to immediately accept the estimate, they can just sign the estimate on my phone.
It works well for me. No scribble for them to read...estimate is done (nothing to forget)...it impresses them and it is professional.
Tonight I looked at 3 jobs...2 accepted on the spot (but they both were past clients or solid reference).
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climbhightree
Branched out member
- Location
- Lebanon, Pa USA
Agree on always trying to meet with someone...it is the only way you can make sure they are happy that a final product (if you win the bid). Plus, the average person does not know trees (they want more light, safety, too big etc and we have to address that and explain how we will).
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climbhightree
Branched out member
- Location
- Lebanon, Pa USA
Something that is also relevant here, is making the appt. My wife and I both work outside of the house, but all calls get returned the day they call (or at most 24 hours). This has been huge for us.
We are currently booked till late September, and we tell everyone that when we first return their call. Some move on, but many still want us to come out to give a price (and even that is about week out).
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We are currently booked till late September, and we tell everyone that when we first return their call. Some move on, but many still want us to come out to give a price (and even that is about week out).
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@climbhightree: I use quickbooks online as well. This allows all the data to be viewed by my accountant, office manager, and myself. Is this an app your using for the phone portion? Or are you just logging into your quick books on your phone. I really dig your approach. I have found that giving someone something on the job is very helpful to them.
climbhightree
Branched out member
- Location
- Lebanon, Pa USA
I use the QuickBooks app for Android (or iPhone) mostly. To see old estimates, from when I used the software, I have to sign in via Internet browser.
For the printing I use another app called Printer Share
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Do you work full time in the field? Are you the only salesmen? How many jobs do you schedule during the week?
I am thinking of running a model where I free up all my Fridays to go look at work. I really enjoy working with the crew but would like to dedicate at least one day to sales. Right now I leave the job around 1 and look at jobs every night until about 4 or 5. However in doing this I will have to back people up a week or so. Meaning if they call this week I may not be able to get out to see them until the next week.
climbhightree
Branched out member
- Location
- Lebanon, Pa USA
Yeah I'm full time in the field, and small. It is just me and one other employee. So we work from 7 till 4ish usually, then 3 evenings a week I have appts.
Fridays are our flex days... Meaning we keep these days open on the calendar incase of rain, jobs going long, etc. If none of that happens we do a "red list" job...usually a dead tree that needs out ASAP.
Saturdays are fill in too at times. Hal day jobs, or I go get wood or stumps from the week. Or just house work lol.
I'm obviously busy enough for a second crew, but it ruff finding quality people...so really worried about quality control.
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climbhightree
Branched out member
- Location
- Lebanon, Pa USA
Here is the other "office" thing we do to help save time, and customers seem to like.
We post our schedule on our Web page, so they can check there instead of calling. And makes it easy for us to adjust.
http://climbhightree.com/work-schedule/
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We post our schedule on our Web page, so they can check there instead of calling. And makes it easy for us to adjust.
http://climbhightree.com/work-schedule/
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climbhightree
Branched out member
- Location
- Lebanon, Pa USA
It is actually two "boroughs" that we work for out there on a time and material basis. Last year they had a bunch of Chestnut oaks die, so we are still dealing with them...and I didn't get out there much as I anticipate to. So I made sure we had time scheduled in this year. Plus we are expecting more to die this year, unfortunately.
We can always bump jobs sooner, it is harder to bump everyone back.
Between the boroughs and homeowners, Gretna is probably 60-70 percent of my business (especially in the past). It is basically a town/old development in the woods (Mt Gretna, PA)
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Typically I have the quotes done within 48 hours post of the consult, but occasionally we get crazy and things back up....We always return emails and calls within 24 hours, usually the same day even if its 8 at night. How long after you email or mail the quote are you following up, and are you emailing or calling to follow up? We are in a pretty aggressive removal market here, but we have plenty of equipment and the skills to be more efficient than most. We also can prune, cable fert etc. which is not common for most around here. Plenty of referrals but we are trying to grow and need new biz as well......
evo
Been here much more than a while
- Location
- My Island, WA
I try to give it a week. I have been using quickbooks online for quotes and its great, however about 10-20% of the quotes sent via email get bumped to the customers junkmail folder based their settings. I try to email quotes within 48 hours (aim for less than 24). I will give a general ball park quote in person, but let them know I have to take it back to the office. Generally I am close, but I've added upwards of 50% while still selling the job.
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