Itemized list of services and descriptions
How do you increase your quote requests?
If you’re a service-related business owner, you’ve probably spent some time on the phone with customers. You might even have a chatbot or direct messaging app set up to interact with them. And what do most of those customers want when they get in touch?
A quote.
Customers want to know what they’re paying for (and you want them to understand what they’re paying for). Seeing as these are warm or even hot leads, simple math says that the more quotes you give, the closer you are to booking your next job. In other words:
Quotes grow your business.
These customers need your services. They’ve likely outlined their project, done some research on BBB, or are otherwise ready to book as soon as possible. The only decision left for them is which company they’ll choose to work with. You can make that choice easy by providing accurate, timely and transparent estimates.
With all that said, how do you increase your quote requests? And what are you doing with leads after they come in? Are you giving prospects everything they need to choose your business? We’re covering all those questions and more in the article below.
Understanding quotes
You probably have a basic understanding of what a quote is in terms of giving a price estimate. But more importantly, they’re an opportunity to make the most of your first engagement with a customer. Here are a few things to highlight:
Your pricing: This is the number one reason they’re reaching out, so help your new customers understand what they’re paying for.
Your professionalism: Showcase your attention to detail and commitment to the customer’s needs.
Your expertise: Show your prospects why you’re the best in your industry by providing customized solutions.
Your transparency: Offer a clear and transparent breakdown of costs, services, and terms. This builds trust and assures the client there are no hidden fees.
Your customer-centric approach: Demonstrate how you address each customer’s unique needs or concerns.
Your package deals or service options: If applicable, share any package deals, additional services, upgrades or discounts. This can open opportunities for upselling or cross-selling.
Checklist
What to include in a quote
Total cost
Any applicable taxes, fees or additional charges
Your brand's logo
Your contact information
Terms and conditions
Their contact information
A unique reference number for each quote
Estimated timeline
Scope of work (what is and what is not included)
The date of issue and expiration for the quote
Next steps to accept the quote, make a payment, or schedule a meeting
How to get more quotes
Assuming you’ve got your quote template in place, the next question is: How do you drive more quotes? It takes a mix of having the right messaging and finding those customers ready to pull the trigger on booking your services. Here are some tips:
1. Use BBB’s Get a Quote tool
Get a Quote is included at no extra cost for Accredited Businesses and automatically set up when you become accredited. It connects you with customers ready to buy who are interested in your services, giving you opportunities to respond to needs, build relationships and turn requests into jobs.
2. Optimize your website
Add “Request a free quote today!” to your homepage to encourage customers to reach out. Include questions about their needs so you can tailor your quote and make the next step easy. If you don’t have a quote request page, direct customers to your BBB Profile, where they can request a quote from you.
3. Leverage social media
When you post about completed jobs, invite potential customers to take the next step: “Interested in working with our team? Request a free quote today.” Add similar messaging to your bios and about pages across your social media platforms so customers can see how to connect with your business.
4. Advertise
Create a marketing campaign that invites customers to reach out for a quote. Use social media, digital ads or billboards to put that invitation in front of potential customers and make it easy to respond. BBB’s Marketing Solutions Team can help you plan your campaign and get it up and running.
5. Lean into networks and partnerships
Build relationships with complementary businesses and refer customers to each other. Consider offering discounted rates when a job is booked through a referral. Give your partners business cards, flyers or custom QR codes so they have what they need to recommend your services and connect customers.
Responding to quote requests
Response time is critical with quote requests. How fast you fulfill it might be the difference between winning or losing the job.
A Harvard study concluded that if you can reply to customers within an hour, you’re seven times more likely to make a sale. Those numbers take a downward dive afterwards, to the point that you’re 60 times less likely to make a sale if you haven’t responded after 24 hours.
The tricky part is in balancing how fast you act while personalizing the quote and making the case for your business.
Here’s how to tackle the time crunch when using BBB’s Get a Quote tool:
Keep your response times fast:
For BBB customers requesting multiple quotes from Accredited Businesses like yours, these requests will include a review link and the option to claim it. You’ll have 20 minutes to do so before the request expires and is sent to another business. The exception is if a consumer specifically requests a quote from your business; these are automatically claimed.
Assemble a quote response team:
In your Get a Quote dashboard, you can add additional contact emails or phone numbers to receive quote requests. With more team members available to claim or respond to incoming quotes, your chances to win the job increase. Remember: Claiming a quote is not the same as responding to the quote; you’ll have 24 hours after you claim a quote to provide your response.
Provide a quote within 24 hours … if you’re able:
Not every job will allow you to provide a full quote, but if your team has the bandwidth get a bid out quickly, do it.
Create an automated response:
Alternatively, you can create an automated message for customers. The messaging is entirely up to you, but we recommend keeping your responses focused on generating the quote.
A response could be as simple as, “We’re working on your quote and will have your estimate prepared within X business days!” Or, you might consider a response with clarifying questions to better understand the scope of work. If you need to send someone out to assess the project in person, you might consider directing customers to an online scheduling tool to book an appointment.
Create a quote template:
Using the quote checklist above, craft a template that you can fill out quickly for customers. This lets you be consistent and save time while still providing detailed and accurate information. Even when using a template, make sure to leave room for personalization to tailor your services and pricing to their unique needs.
Follow up:
Leads need to be nurtured, so make a follow-up call or send an email after sending the quote. This shows customers you’re eager to work with them and available to answer any questions they may have. Keeping the conversation going also increases the likelihood of a conversion.
Final thoughts
Supplying customers with accurate, detailed and speedy pricing information lets them make an informed and quicker decision about hiring your company.
The ability to honor service quote requests gets you one step closer to finalizing a hot lead. Fine-tuning this process might take time, but prioritizing quick response times and no-nonsense quotes could ultimately turn more leads into conversions.
While there are alternate online quote options for businesses to subscribe to (and pay for), BBB’s Get a Quote tool is automatically installed for Accredited Businesses. As mentioned earlier, just one job gained through BBB’s platform could cover your BBB Accreditation fees. Most importantly, though, BBB customers are not just looking for any business – they’re looking for a business they can trust. Show them why you’re the business to book.
Want to learn more about how to grow your leads with Get a Quote?
BBB Great West + Pacific
More resources
Back to all articles
Here, you’ll find a collection of articles and resources designed to give you the knowledge and confidence you need to thrive.
Business newsletter
SmartBusiness is an AI-powered resource sharing cutting-edge insights and strategies that impact how businesses operate.
Consumer newsletter
SmartBuyer is an AI e-newsletter from BBB that delivers news, tips and insights for becoming a smarter and safer shopper.
Webinar library
Every episode delivers insights shared by industry experts who specialize in enhancing the marketing, operation, and growth of integrity-driven businesses.