Botching a quote

That seems expensive.

Have you ever thought that? Have your customers?

Here’s an example.

YouTubers Trent and Allie are self-building their home in the Utah mountains. After receiving a quote for drywall (plastering), this was some of their reaction:

“It came back super high…”

“They’re trying to charge us double…”

“It doesn’t make sense…”

“So we’re in the market for some other quotes…”

It’s the reaction you’ll receive, too, if you fail to do two things.

1. First, you have to contextualise your price.

Here’s what I mean.

Trent and Allie based their price expectations on a smaller room they had previously had drywalled. As a result they were anchored to a lower value.

The company providing the quote failed to adjust Trent and Allie’s expectations to make their quote seem reasonable.

2. The second mistake the contractor made? They sent the quote.

Wherever possible, say it, don't send it. You have a better chance of influencing your customer’s response to a quote if you talk it through rather than assume the paperwork will be enough.

If you'd like to avoid these and other common mistakes, I detail what to do to improve your sales and conversion process in my Just Do This small business program.