Are you a trade business owner interested in winning more work at higher prices?
Then put down that coffee, grab a pen, and start taking notes.
Because I’m about to reveal an untapped goldmine greater than El Dorado itself!
Let me explain…
Do your quotes look like this?
I call this the ‘generic 1 pager’.
AKA – conversion KILLER!
But more on that in a moment…
First I’d like you to take a second to step into your customer’s shoes.
Say you have an urgent plumbing problem wreaking havoc in your home.
You've got water everywhere, your carpets are ruined, and your spouse is giving you the stink eye for not calling a plumber sooner.
You get two quotes from two local plumbers to solve the issue…
Based off the information below, who would YOU pick?
As far as you can tell everything seems the same, but one is $12,980.00 cheaper.
So are you going to pay a small fortune for the same service?
No way, José!
Why would you spend $29,700.00 when you can spend $16,720.00 and get the same result?
Therein lies the problem.
If I asked whether or not you thought you were better than your competition.
You’d likely jump to tell me all about how great you are, what you do differently, and how that makes you MUCH better than the other companies in your area.
But when it comes to your quotes… do you communicate this?
Because here’s the deal.
If the only difference between you and your competition is a logo at the top of your quote, of course your prospects are going to go with the cheapest option.
As far as they know, they’re not getting anything else!
But don’t lose hope just yet…
While price is always a factor in the overall buying decision, it’s only ONE factor.
And what most customers really want is value for money!
Sound obvious?
It’s not.
Construction has become a commodity.
Many companies provide good service, good quality, and good prices.
But now customers are more sophisticated and more demanding.
So you need to do MORE to convince them to choose YOU.
This means increasing your perceived value.
If you’re different and better than your competition, how are you showcasing that?
How is your proposal lowering the decision risk of choosing you?
Why is it worth paying you more over the cheaper options?
Because here's the kicker:
You're not just selling a service; you're selling value.
And if you don't communicate that value, you'll be left high and dry.
So, instead of just slapping together a price as your quote, you need to differentiate yourself from the competition.
Think about what makes you special.
Are you the superhero of plumbing, the Jedi Master of electrical work, the Gandalf of construction?
Show them why they should choose you over the other guys and make yourself standout!
For example, here’s a real $92,000 landscaping quote for a homeowner:
If this was pitted against my proposal:
Who would look more TRUSTWORTHY?
Who would you pick?
You MUST create a perception of value that you’re better than your competition.
Perception that you’re easier to work with, you’re more trusting, you’re more confident that you can make it happen and finish on time.
Which now brings me back to you...
If you’ve been reading our emails and going through our resources, my bet is that you’re not just good, you're freaking amazing!
So, make your quote stand out like a flamingo in a flock of pigeons.
Make your proposal an offer so good they feel stupid saying no!
Can you list 1 way, 4 ways, even 8 ways that you’re different from your competition?
Or do I need a magnifying glass to tell the difference?
If that's the case then try reviewing this list against your current quotes:
- Professional cover letter
- Letter from director thanking client for opportunity to quote
- Project brief / introduction (built around client’s motive)
- Project outcomes & deliverables
- Detailed scope of works helping to justify the price
- Photos, plans, materials, designs, diagrams, infographics, checklists
- 3D renderings, digital floor plans, past projects etc.
- Clarifications
- Price breakdown (per component – NOT a shopping list)
- Terms of quote (Link to larger terms and conditions on website)
- Warranties & insurance details (materials, labour etc.)
- Payment schedule
- Relevant Australian standards
- Acceptance of work
- Customer reviews / testimonials
- Key projects
- Why choose us / why we’re zero risk
- Guarantees
- Awards, associations, accreditations (Proof & credibility)
- Professional call to action / close out page
Add in any elements you might be missing, and don’t be tricked into thinking everything always comes down to price…
Many TBA clients are currently charging 20%, 30%, even 40% higher than their competitors.
It just comes down to strategy.
P.S. This is just one way we're helping our clients earn BIG money in their trade businesses.
If you’d like this level of hands-on help improving your own results then go ahead and click here to book in a call with my team.
Because if you continue to do what you’ve always done, you’ll continue to get what you’ve always got.
