How to get more quote requests and what to do with them
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.
How to get more quotes
Assuming you’ve got your quote template in place, the next question is: How do you drive more quotes for your services? 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.
It’s free for Accredited Businesses to use and is automatically set up upon becoming accredited. These quotes are especially powerful because of the ready-to-buy customers they attract, but here’s food for thought: A huge perk of using the tool is that booking just one of these jobs could potentially cover your annual BBB membership fees.
2. Optimize your website.
Add messaging along the lines of: “Request a free quote today!” to your homepage to urge customers to reach out. You might also consider providing questions for them to answer about their needs so you can tailor the quote accordingly. If you don’t have a quote request page, you can always direct customers to your BBB Profile to request a quote.
3. Leverage social media.
If your business posts regularly about the jobs you’ve completed, make sure to add a message to any potential customers who see it: “Interested in working with our team? Request a free quote today.” Also, across all your social media platforms, add any messaging around getting a quote to your bios or about pages.
4. Advertise.
If you’re crafting a marketing campaign, consider creating one that invites customers to reach out with their quote requests. These kinds of ad campaigns could be on social, digital ads or billboards. Remember, you have access to BBB’s Marketing Solutions Team to help get your campaign up and running.
5. Lean into networks and partnerships.
If you have relationships with complementary businesses, it might make sense to refer your clients to each other. (These opportunities are great for offering discounted rates when a job is booked.) Whether it’s passing along business cards, flyers or custom QR codes, make sure your partners have what they need to easily recommend your services.
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?