Quoting is such an important part of the process when you’re a tradie, so you need to make sure you’re getting it right, especially now when you’re likely needing the jobs more than ever. Think you’ve got quoting follow-up pretty down pat? Take a look through our tips below and make sure you can check them all off!
Create a process
Do you have a solid quoting process that you follow 100% of the time? If not, then you should. It’s important that you have a map of how your process will go to ensure you’re staying on top of things. Make sure you put solid timings into place for when you will follow up – is it within 24 hours? Or a few days? And how will you follow up?
This might seem more time-consuming, but it will help you build a much better rapport with potential clients if you have all of the details in front of you when you follow up. This is especially important if you have quite a few quotes and jobs on the go – the last thing you want to do is get two different jobs mixed up!
Keep them in the know
The best way to get a response from your quote is to inform your potential clients exactly what to expect and when. If they know you’re going to give them a follow up call within 2-3 days after sending them the quote, they’re more likely to let you know what they want to do as soon as possible. Even if it’s a no, at least you don’t have to have that unconfirmed quote hanging around.
Follow up without the sales pitch
When you do follow up, maybe you don’t want to go straight to the yes or no. It’ll get you a lot further if you ask if they have any questions, or if there’s anything they don’t understand within the quote. This is why a process is important – you might make this courtesy call within a couple of days, and then another call for a solid answer a few days after that.
If the answer ends up being no, make sure you at least get something useful out of it. Ask (without sounding too aggressive) why they chose not to go with you – was it price, was it the calibre of the quote, timings of follow up, etc.? That way you can improve your quoting and follow up process in the future according to what potential clients are saying.