When it comes to selling services for your home service business, there are two main options for quoting – in person or over the phone. Each has its own advantages and disadvantages, so it’s important to know which one will work best for your business.
In-person quotes have the advantage of being able to build rapport with potential customers. This can be helpful in establishing trust and making the sale. However, they can also be time-consuming, and you may not always be able to meet with potential customers in person.
Another reason in-person quoting may be a good option is due to the opportunity to upsell the customer on your other service offerings. While you are there giving a quote for service X, you can also suggest that the customer has service Y and Z done at the same time. Companies that use this tactic have seen massive increases in their average ticket sales.
The last reason to consider going in-person to give a quote is if your service requires an inspection. There are some services that have to be seen in-person to give an accurate quote.
Over The Phone Quoting
Phone quotes have the advantage of being more efficient, as you can speak to multiple potential customers in a short period of time. However, it can be harder to build rapport over the phone, and you may not be able to answer all of the customer’s questions.
Phone quotes work well for companies that have fixed prices on their services as there is no need for an inspection. Phone quotes also work well for companies that are able to utilize tools such as Google Earth to take measurements of the property remotely such as roof cleaning and Christmas light companies.
It is hard, unless your Grant Cardone, to upsell services other than the one that the customer called for because is Mrs. Smith called for a lawn mowing quote, you have no idea if her trees even need trimmed. Callers expect to find a solution to the problem at hand quickly and generally don’t want to spend a long time on the phone.
In conclusion, in-person quoting takes longer but yields more sales and phone quoting allows you to handle leads quicker and with less overhead. You have to figure out what works best for you and your business.
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