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Hot take: a client in Phoenix cut my whole estimate down to one line and it fixed my pricing
About 8 months ago I sent a bid to a property manager in Phoenix and he calls me back and says the whole thing is too hard to read, just give me one number per property and what it covers. I used to send these long breakdowns with 14 line items, mulch, edge, weed control, all split out, thinking it looked professional. He said nobody compares my line 6 to another company's line 6, they just want the bottom line and what they get for it. So I switched to one page, one price per site, and a short list of what is included, and my close rate went from maybe 2 out of 10 to 5 or 6 out of 10. Same prices too, I did not lower anything, it was just easier to say yes to. Anybody else simplify their quotes like this and see it backfire, like a client wanting every detail spelled out?
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morgan.cameron8d ago
One thing nobody talks about is who actually reads the quote. With that property manager you were writing for one person who signs off, so a clean one pager works great. But a lot of commercial bids go through a board or an owner who was not on the call, and those people sometimes need the detail to defend the number to somebody above them. I have had a condo board kick a one price bid back because one guy on the board wanted to know why mulch was not in the monthly and it turned into a whole meeting. Middle ground for me is one price up front but a second page with the breakdown attached in case anyone asks. That way you get the easy yes and still have backup if a detail person shows up. Anybody run into that split where the person you talk to loves the simple version but the people behind them want the receipts?
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