Quoting in writing - Top tips for quoting to win
Business Coaching Quotes
from local business coaches
Getting your formal, written quotes right is a massive part of winning work. It's worth mentioning that the competitiveness of your quote is an influencing factor in the customer's buying decision, but this article focusses on the method of quoting and how to do it well to get the best value out of your quoting activities.
Detailed quotes are essential - one line item advising what the job is going to cost gives the customer no perspective to what options are included, which materials will be used, etc. Of course, you don't need to itemise the cost for each inclusion (although this is also useful), but noting the item itself is a useful communication tool. That way there is no chance of a misunderstanding over how much the work is going to cost as both sides will always be able to refer back to the quote documentation.
Guidelines to excellent written quotes
- Really think about your presentation - is it worth placing the quote into a folder or on top quality paper?
- It’s usually a good idea to thank the person who has asked you to quote on their job for the invitation.
- Make sure you use a letterhead and don't handwrite your quote.
- It may sound obvious, but make sure the quote is neatly presented, that the spelling is correct and that it has all your contact details on it.
- If you’re quoting inclusive of materials or have discussed that the customer will supply certain materials, ensure that you list each clearly.
- Ensure your quote states whether or not tax is included in the price.
- Detail when the quote expires - if materials prices are fairly static, give your customer a good few weeks to take up your quote. If you need to, give the customer a short time frame and advise how much prices are expected to fluctuate by too.
- Always send your quote by mail, even if you e-mail through a copy a customer always likes to have a hard copy in their hand too - and it's a well-timed reminder to get your customer to make a decision too!
- Think about presenting the quote in person so that you can also go through questions and deal with any 'roadblocks' (objections) that the customer may put up.
Quotes should be presented together with some form of collateral information about your work's quality, so consider giving the customer a copy of your Service Central Star Rating certificate and a copy of your portfolio of work too.
Well-presented, comprehensive quotes are what make you stand apart from other trades. If your quote is good then you’re more likely to look professional and so are more likely to be awarded the work and make money - which is why we're all in business at the end of the day!
Examples of great quote ideas
In this example, the presentation of the quote was very formal - printed on good quality paper and placed neatly in a folder with four pages including a cover sheet. We point out some great aspects here.
Cover sheet
Cover letter
Detailed quote itemisation
Business Coaching Quotes
from local business coaches
