How to Quote Jobs Without Losing Money or Customers

The Quote That Wins Work AND Makes Profit

Quoting is where jobs are won or lost - and where money is made or thrown away. Get it wrong and you either lose the job or wish you had. Here's how to quote properly.

Before You Even Visit

Phone qualification:

• What exactly needs doing? (Get specifics)
• Why now? (Urgency tells you pricing flexibility)
• Have you had other quotes? (Know your competition)
• What's your budget range? (Some people actually tell you)
• When do you need it done?

This saves wasted trips to timewasters and helps you quote appropriately.

On-Site Assessment

Take your time. Rushing quotes loses money.

Check everything:

• Access - how are you getting materials in?
• Parking - will you need permits?
• Existing condition - what surprises might be hiding?
• Power and water access
• Skip/waste removal needed?
• Are they living in the property during work?

Ask the right questions:

• What finish are they expecting?
• Do they have materials or are you supplying?
• Any other work happening they haven't mentioned?
• Decision maker present? (Don't waste time on the wrong person)

Building Your Quote

Time estimation:

• Break job into tasks
• Estimate each task honestly
• Add 15-20% contingency (things always take longer)
• Don't forget travel, setup, cleanup time

Materials calculation:

• List everything needed
• Check current prices (they change)
• Add 10-15% for waste and extras
• Include consumables (screws, fittings, blades, etc.)

The formula:

Labour (days x day rate) + Materials (cost + markup) + Contingency = Quote

Presenting Your Quote

Written quotes are essential:

• Professional appearance builds trust
• Clear scope prevents disputes
• Protects both parties
• Reference for variations

What to include:

• Exactly what's included (and what isn't)
• Materials specified (brand, quality level)
• Timeline for completion
• Payment terms
• Quote validity period (14-30 days typical)
• What happens if extras arise

The Pricing Psychology

Don't apologise for your price:

You've calculated what's fair. Present it confidently. Apologising signals you think it's too high.

Offer options where appropriate:

• Basic vs premium materials
• Different scope options
• "We could also do X for an additional Y"

Options give customers control and often increase the job value.

Justify quality:

"I use DeWalt and Makita professional tools - they cost more but the finish shows it."

Handling Objections

"That's more than I expected":

• Ask what they were expecting
• Explain what's included
• Offer to adjust scope if appropriate
• Don't just drop your price without removing something

"I've had cheaper quotes":

• Ask about those quotes - are they comparing like for like?
• Highlight your qualifications, insurance, guarantees
• Sometimes you just won't be cheapest - that's fine

"Can you do it for cash?":

• Cash discount means no paper trail, no guarantee, tax evasion
• Not worth the risk for either party
• Professional answer: "My prices are the same regardless of payment method"

Quotes You Should Walk Away From

Red flags:

• Customer already arguing before work starts
• Unrealistic expectations vs budget
• They've already fired multiple tradesmen
• Pressure to start without written agreement
• The job just feels wrong (trust your instincts)

Not every job is worth having. The worst customer is the one who pays late, complains constantly, and tells everyone you were expensive.

Following Up

Didn't hear back? Follow up once after 3-5 days. No response after that? Move on. Chasing endlessly looks desperate and they've probably chosen someone else.

Track your quotes: win rate, average job value, reasons for losses. This data helps you quote better over time.