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REAL ISSUES. REAL ANSWERS: Valuing Services

QUESTION 2
When quoting a project, what’s the best way to make sure the customer accounts for valuable services that may make your bottom-line quote higher—but would likely sway a customer’s decision your way?

“A conversation is the best way to convey our value. If it is just a quote on a piece of paper, it comes down to price and hopefully your relationship.”


“Having a special comment section that details the extra services included in the quote. We usually place this at the beginning of the quote.”

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“We’ve not mastered this art yet, but it is easier to incorporate these types of extra services in an all encompassing service fee rather than as a line item.”


“Personal face-to-face relationship. If just emailing or faxing a quote with no personal interaction, it is totally transactional and all about price.”


“Sell the service/solution. Not the product.”

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“Make sure you communicate it!”


“Listing this information upfront so it is realized from the beginning.”


“I tell them what they are getting when they buy from us that many others do not offer. If they are going to a box store, I put a cover sheet on my bid stating what we do and offer as far as service and grades. I have never had a box store offer to bid a project after reading our cover letter. They always tell the customer they cannot bid the project. Very effective.”

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“Make sure you hand deliver the quote and politely remind them, the bottom line isn’t the only cost of the project.”

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