Customer Quotations

[TradeDean]

Use customer quotes to your advantage! I have found that using this permission granted form of communication as another way to display and demonstrate your professionalism as well as providing a cost can win more work, regardless of price.

Are any of you using the contact made when providing written quotations to you advantage and if so what are you doing?

 

[G. Lasagne]

Use customer quotes to your advantage! I have found that using this permission granted form of communication as another way to display and demonstrate your professionalism as well as providing a cost can win more work, regardless of price.

Are any of you using the contact made when providing written quotations to you advantage and if so what are you doing?

I dont understand the question? how do you mean to your advantage?
you get a call ,you do the quote, what else is there, are you talking about, recording there details

 

[Tej]

I dont understand the question? how do you mean to your advantage?
you get a call ,you do the quote, what else is there, are you talking about, recording there details

I think he means, going and knocking on the potential clients door, asking whats happened about the quote etc. etc, and being a pain in the arse generally

Would we, as gentle tradespeople, ever do that?

 

[Matt1959]

I think what he's talking about is that when you quote you take advantage of that means of communication to impress the customer eg nice folders, nicely wriiten quotes on good quality paper etc which I'm guessing you do all that already Dave.

As for me, my quoting presentation is woeful (good when it needs to be) but people seem not to choose or reject me on this as all they seem to need is an verbal quote and that gets the order.

More to the point, OP should just come out with the fact that he's here to flog quoting forms

 

[TradeDean]

When we go to site and view jobs that people want doing we spend most our time talking to these potential customers about their requirements, expressing our knowledge in our trades, providing a good image and hopefully building a good rapport. We record/note their requirements and leave them with the promise of a written quotation to follow in the post.

What I was doing for a long time was coming home after the visit, booting up the PC and producing a quote that was more or less a list of the works items with prices attached and a total cost. I won a fair share of work from this but felt I should be winning a higher % of the jobs quoted as I had built up a good relationship with all these people,showed my knowledge and always put my best price.

This got me thinking and the only obvious thing that came to mind was how I used the next stage of communication with these people, the quotation! I started to enter full works descriptions explaining the work in detail, which again proved my knowledge and that I had understood their requests. I also enclosed previous customer testimonials which were not only localised to this customer but also job specific along with possible work commencement dates should they choose to award me the job.

The last difference I made was how I presented the quotation. Rather than continuing with folding it and stuffing it into an envelope I would pack it neatly into a thin plastic A4 size presentation folder and include a 'Thank you for the opportunity' letter.

I was amazed at the difference this made and firmly believe that it showed I cared and was willing to put in the extra which in return confirmed the image I projected when visiting. I done this no matter what size or value the job was!

 

[Tej]

I think most tradespeople do this anyway!.. with the exception of Matt and me

and.. some ogf them even give choccys along with the estimate

 

[saxondale]

I think most tradespeople do this anyway!.. with the exception of Matt and me

and we only do the minimum required by the regulator .............sorry O/P, won`t be buying

 

[Tej]

LOL.. sax... you won't be buying what?.. the presentation folders or the choccys?

 

[Matt1959]

I guarantee I have lost work through rubbish paperwork presentation and its something that I must do better. Its just down to sheer lazyness and an almost complacent attitude. The great thing about these forums is you get nudges to put right what is obviosuly not 100%:redface:. Wouldnt go as far as shiny folders or testimonials enclosed - I think that is better suited to businesses like building, cue Estwig

Easy to overegg it though - if I wanted a 3 metre garden wall built and I got a big A4 envelope in the post with folder, pics of previous work, tesimonials etc etc I'd think the bloke was more interested in earning money than building me a great wall.

 

[TradeDean]

I see your point there Matt but still if your going to hand over the £800 (for example) that you have tucked away to get this job done wouldn't you feel more at ease handing it to someone who has gone the extra stride and shown proof of previous customer satisfaction etc?

It certainly upped my quote - sale conversion!

 

[saxondale]

empty vessels always come to mind when I read testimonials, yes I know it`s supposed to be the new future but ...................... well, it puts me off for one.

 

[estwig]

We used to wire bind our quotes, with individual front and back covers for the client, bl**dy things ran to 40 pages of 'fluff and stuffing'. Even had a copy writer word them for us. Certainly worked when you are trying to persuade someone to spend upwards of £50k with you and cough up a £5k deposit before the kettle even arrives on site!

 

[Matt1959]

I see your point there Matt but still if your going to hand over the £800 (for example) that you have tucked away to get this job done wouldn't you feel more at ease handing it to someone who has gone the extra stride and shown proof of previous customer satisfaction etc?

It certainly upped my quote - sale conversion!

yeh, I'd be pedantic if I argued with you too much but this is just me. Whilst I love to see polished presentation, at the end of the day I want a great job done at a fair price by a tradesman. Not being sucked into someones money making machine....If your'e building a £20K house extension its a no brainer and no presentation is too much but for much lesser jobs, I'm not so sure...

mispelled skimpy quotes on DIY letterheads in cheap envelopes are obviously a no no in any ones book, or should be

 

[TradeDean]

Yeah - thats why I always try to get testimonials from every customer. This allows me to localise the testimonials to the potential customers area showing them my association with their community.

 

[saxondale]

Yeah - thats why I always try to get testimonials from every customer. This allows me to localise the testimonials to the potential customers area showing them my association with their community.

are you talking about yourtradebase sales?

 

[TradeDean]

are you talking about yourtradebase sales?

No, just talking about my experiences, hoping it may help others!

 

[Tej]

wouldn't you feel more at ease handing it to someone who has gone the extra stride and shown proof of previous customer satisfaction etc?

It certainly upped my quote - sale conversion!

proof of customer satisfaction?... means diddly squat most times...

people can write as many testimonials for themselves as they want...

IMHO

 

[Matt1959]

ditto - I'm not sold on this latest fad of wall to wall testimonials. True testimonials come in unasked. Asking for one after every single job aint the same IMHO

 

[Tej]

ditto - I'm not sold on this latest fad of wall to wall testimonials. True testimonials come in unasked. Asking for one after every single job aint the same IMHO

Customers are often coerced into giving testimonials..

Quite frankly.. you are only as good as your last job.

one screw up.. and you can wipe your arras with a hundred testimonials...

IMHO

 

[Tw Installations]

ditto - I'm not sold on this latest fad of wall to wall testimonials. True testimonials come in unasked. Asking for one after every single job aint the same IMHO

Disagree

Testimonials sell,sell,sell

anything from a third party recomendation sells, why do you think there is so many rated tradesmen type sites cropping up everywhere, why is there so many differnt trade organisations?

People trust third party referalls Period

Tommy

 

[Matt1959]

Disagree

Testimonials sell,sell,sell

anything from a third party recomendation sells, why do you think there is so many rated tradesmen type sites cropping up everywhere, why is there so many differnt trade organisations?

People trust third party referalls Period

Tommy

up until recently, testimonials were offerred by the client unasked so carried weight. Now alot of trades have cottoned on to the fact that testimonials can be asked for so if you do 100 jobs a year and do a decent job thats 100 testimonials in the bag. Before long, we;ll be seeing tradespeople with pages and pages of testimonials so the effect of them will be diluted. I agree in principle with the idea of testimonials but am wary about overdoing it...

Tommy, I will agree with you one day, I promise

 

[estwig]

If you do b2c and you think testimonials are a waste of time, your wrong, testimonials are your strongest selling point. Ask for them, get them, use them.

 

[estwig]

up until recently, testimonials were offerred by the client unasked so carried weight. Now alot of trades have cottoned on to the fact that testimonials can be asked for so if you do 100 jobs a year and do a decent job thats 100 testimonials in the bag. Before long, we;ll be seeing tradespeople with pages and pages of testimonials so the effect of them will be diluted. I agree in principle with the idea of testimonials but am wary about overdoing it...

Your right, so jump on the bandwagon and get ahead of the game, I already got pages and pages of testimonials. But it won't stop me asking for more, I want and will get more testimonials.

 

[saxondale]

If you do b2c and you think testimonials are a waste of time, your wrong, testimonials are your strongest selling point. Ask for them, get them, use them.

Disagree

Testimonials sell,sell,sell



People trust third party referalls Period

Tommy

real life test - hands up who has actually looked at the O/P`s product and thought "hmm its not what i wanted but seen as Mrs S from Leeds liked it ............"



people expect 3rd party referalls to be made up by the web designer.

 

[estwig]

people expect 3rd party referalls to be made up by the web designer.

No they don't, believe mine for what they are, real.

 

[Matt1959]

people expect 3rd party referalls to be made up by the web designer.

this I just do not agree with - talk about cynical

 

[saxondale]

this I just do not agree with - talk about cynical

or their mum ................

 

[Matt1959]

Your right, so jump on the bandwagon and get ahead of the game, I already got pages and pages of testimonials. But it won't stop me asking for more, I want and will get more testimonials.

hmmm ok, jurys out I think...

 

[TradeDean]

We seem to of gone slightly off topic from what my initial point was but I love these sort of debates so lets continue....

Testimonials are, in my opinion, a strong marketing tool. They provide real insights not only to the quality of your work but the service provided and the way you treated the property worked on etc.

People want to and need to to hear opinions to justify creating a relationship with tradesmen and giving that we are having to fight this 'Beware of rogue Tradesmen' battle people need reassurance that they are taking on the right guys!

This is why referrals work so well! Most the people I have dealt with through a referral as never heard of me before and are only going by someone else's word. But it gives them a little more faith than pucking someone from the local rag.

As for faking testimonials then yeah your right - anyone can fake one and I believe there are even sites online that will generate them for you but should a customer want to communicate with a previous customer, which is something I try to promote, then your stuffed!

 

[Tej]

welll.. guess its gonna be a war of the testimonials

Every tradesperson is gonna bombard the same potential customer with a shed load of them.

Feel sorry for the client... whats he gonna do?.. one tradesperson supplies 10 testimonials.. another 15. and yet a third about 20 of them

difficult hmm.. what happened to price.. oh! gotta take that in consideration too

soon.. there will be somebody come along and work out a formula..

price: testimonial ratio etc etc

 

[saxondale]

We seem to of gone slightly off topic from what my initial point was but I love these sort of debates so lets continue....

Testimonials are, in my opinion, a strong marketing tool. They provide real insights not only to the quality of your work but the service provided and the way you treated the property worked on etc.

People want to and need to to hear opinions to justify creating a relationship with tradesmen and giving that we are having to fight this 'Beware of rogue Tradesmen' battle people need reassurance that they are taking on the right guys!

This is why referrals work so well! Most the people I have dealt with through a referral as never heard of me before and are only going by someone else's word. But it gives them a little more faith than pucking someone from the local rag.

As for faking testimonials then yeah your right - anyone can fake one and I believe there are even sites online that will generate them for you but should a customer want to communicate with a previous customer, which is something I try to promote, then your stuffed!

a testimonial isnt a referral

 

[Matt1959]

I can tell you now, if it becomes commonplace for trades to have pages of testimonials and my competitors have pages of testimonials, I will not have any. Its a trend that will catch on as trades realise all you have to do is ask for a testimonial. I would hazard a guess that 75% of trades currently think a testimoinial is something that comes through the post in a small handwritten letter unasked for. The general public will cotton on that pages of testimonials mean sod all cos everyones got em. Meanwhile, yes at the moment - pages of testimonials gives you an advantage but it aint the way to go IMHO.

 

[TradeDean]

I only provide 2 maybe 3 and lke I have said I try to use testimonials that have been obtained from a previous customer who is relatively local to the new potential customer. Hopefully building an association!

 

[TradeDean]

a testimonial isnt a referral

Did not say it was - I was using it as a comparison as to why referrals work so well!

 

[saxondale]

I only provide 2 maybe 3 and lke I have said I try to use testimonials that have been obtained from a previous customer who is relatively local to the new potential customer. Hopefully building an association!

using the online form thingy in your signature as an example, if I found a local competitor was using it, it would turn me off even more ........... something to think about maybe?

 

[Tw Installations]

real life test - hands up who has actually looked at the O/P`s product and thought "hmm its not what i wanted but seen as Mrs S from Leeds liked it ............"



people expect 3rd party referalls to be made up by the web designer.

My customers dont

Mine are all on an independant third party site and verified, I have pictures of the customers beside the testimonials, phone numbers of previous customers given to the new customers ( with their permission offcourse ) if they wont to see the work i have done

Guess i depends on your trade, but if i was getting a 50k extention I might want to see the other tradesmans work or atleast be given some reasurance from a third party, ie testimonials or they were members of the xxx building asossiation.

They do work guys

Tommy

If it was £50 to emulsion my ceiling I couldn't care less

 

[saxondale]

Did not say it was - I was using it as a comparison as to why referrals work so well!

there is no comparison ................... you might as well compare it with a cash discount.

 

[TradeDean]

using the online form thingy in your signature as an example, if I found a local competitor was using it, it would turn me off even more ........... something to think about maybe?

Not quite with you there!!! - Using what exactly? and is this conversation is about testimonials or not?

 

[saxondale]

My customers dont

Mine are all on an independant third party site and verified, I have pictures of the customers beside the testimonials, phone numbers of previous customers given to the new customers ( with their permission offcourse ) if they wont to see the work i have done

Guess i depends on your trade, but if i was getting a 50k extention I might want to see the other tradesmans work or atleast be gien some reasurance from a third party, ie testimonials or they were members of the xxx building asossiation.

They do work guys

Tommy

If it was £50 to emulsion my ceiling I couldn't care less

which one - a testimonial or membership of a trade ass. as the two are nothing alike.



point I`m making (as a consumer) is testimonials mean nothing to me

 

[Tej]

If you do b2c and you think testimonials are a waste of time, your wrong, testimonials are your strongest selling point. Ask for them, get them, use them.

Should you really need to ask for a testimonial?... should it not be given freely?