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  • Estimates

    I'm taking on a new approach to giving my estimates for lawn maintenance. I attached them below. From now on every customer will receive a complete break down of my services and what they consist of. Along with that they will receive a letter outlining our full maintenance packages we offer and our billing options. With that, a business card would be paper clipped of course, and hand delivered to the customer. If nobody is home we will either leave it in the mailbox or mail it to them, giving them a call a few days later to follow up. I'm aware it's more money in paper, ink, and other supplies but I'm hoping this will increase my sign on rate as well as up selling.

    Thoughts?
    Attached Files
    Last edited by greenscaper123; 03-09-2013, 09:54 AM.

  • #2
    Have you thought about an area on the quote sheet for them to accept the agreement?
    http://www.lunchesruslawncare.com

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    • #3
      Have you thought about an area on the quote sheet for them to accept the agreement?
      I did originally have that on there but I took it off because I have all my customers sign service agreements. They are not contracts locking them into any length of service but just an agreement outlining all the services they agree to acquire and pay for. It seems redundant to have them sign twice. Plus if they change their mind and decide they don't want a particular service listed on this quote sheet, I don't have to send them another updated one for them to sign. I just include it all on the service agreement once they tell me which services they would like and send it over with the first months bill.

      BTW I updated the quote sheet again..
      Attached Files
      Last edited by greenscaper123; 03-09-2013, 12:49 PM.

      Comment


      • #4
        I like it.

        The one problem I see is no carbon copy. This is handy when writing estimates in the field.

        The other the snow removal has just one price. Unless its a flat fee for the whole season it should be in depth increments.

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        • #5
          I find it slightly confusing.

          Do you do the services listed on the quote sheet in isolation, as well as the packages?

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          • #6
            I like it.

            The one problem I see is no carbon copy. This is handy when writing estimates in the field.

            The other the snow removal has just one price. Unless its a flat fee for the whole season it should be in depth increments.
            yea I haven't figured out yet how to write the price for snow removal yet.. maybe have a little note section below where I can write for how many inches, not sure. any ideas?

            what I've been doing about the copy for myself though is I walk around the property with a sales order book and write down all the prices they requested.. I might include some other stuff if they're open to just seeing a price. i'll always knock on the door first just to see. then I go back to my truck and fill out that service sheet and hand everything to them paper clipped together. so that way I have all my estimates in the carbon copy book and they get the professional looking estimate.

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            • #7
              I find it slightly confusing.

              Do you do the services listed on the quote sheet in isolation, as well as the packages?
              just out of curiosity, how do you find it confusing? i'm looking for perspective. the services listed are a complete list of all the maintenance services I offer. if they request lawn maintenance, mulch and fertilizer, then that's what I'll quote them for. I leave the other stuff blank. i'll usually write down other stuff they didn't request, so if they call me back and say "umm how much for mulch" well now I have it ready in my hand and I can just give that price over the phone.

              the sheet that explains the packages is something they can look over and decide later on. for example, if they want a spring/fall cleanup, lawn maintenance, regular weeding and fertilizer. i will fill that quote sheet out for those services. then, after I give them everything they might read that paper later on describing the packages and realize it makes sense to just do the standard package.

              i find it's easier than trying to sell this every time i meet a customer. it's like they don't want the sales pitch, I might explain but they don't fully understand. this gives them something in writing that they can sit down and look at carefully after i leave. sometimes it goes in one ear and out the other. i'll briefly describe what's on that paper when i give it to them, but if they want to look it over along with the pre-pay discounts I offer, well then they might decide they want to do that too.

              Comment


              • #8
                So your going to flier the area with a customer service agreement. I think the first step would be to flier the area with a flier. Then when they call you, you can meet with them and outline your service and have them sign the customer agreement form in person.
                It takes at least two steps to be 3 steps ahead!

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                • #9
                  So your going to flier the area with a customer service agreement. I think the first step would be to flier the area with a flier. Then when they call you, you can meet with them and outline your service and have them sign the customer agreement form in person.
                  no... we're talking about ESTIMATES. those things you go on after someone responds to to your flyer...????

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                  • #10
                    Ok you are changing your process for a reason. What is that reason?

                    i find it's easier than trying to sell this every time i meet a customer. it's like they don't want the sales pitch, I might explain but they don't fully understand. this gives them something in writing that they can sit down and look at carefully after i leave. sometimes it goes in one ear and out the other.
                    Can you give us an example of what the customer may not be getting in your sales process?
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                    • #11
                      Ok you are changing your process for a reason. What is that reason?



                      Can you give us an example of what the customer may not be getting in your sales process?
                      well for one, the presentation is 10x better than handing someone a piece of carbon copy paper with your chicken scratch on it. it provides so much more information for them to review. they can see a description of the services if they don't quite understand something. i could quote someone for fertilizer and walk away while he thinks about it. later he reads in the aeration description "oh ok, aeration improves water drainage and fertilizer efficiency, maybe I'll do that too" or they may read "spring cleanup, removal of leaves, weed out beds, edge walkway, sidewalk & planting beds" a lot of guys may just rake the leaves. let them know that you don't. i mean i still try to up sell in person and explain what all my services consist of, but when you're trying to sell the benefits of every service you provide, explain all your discounts you offer, explain the various packages you offer, explain how your different from other companies, paperless billing etc etc. i just imagine it can be daunting for a customer and they could forget some tid bit of information that is prudent in closing a sale. obviously, the ideal method is to close the sale right there on the spot, but if you don't they have something to review after you leave.

                      i even mentioned in the bottom section now that "when you choose us, you'll notice extras like removing of any loose trash, blowing off your deck and even picking up your christmas tree for free" the customer reads that, "wow, i don't know if i remember him mentioning they would take away my tree in the winter, never heard anyone offer that before, plus the guy i have now never blows off my deck for me" little things like that could make all the difference. now if it's just "hey how much to cut my lawn" that's a different story. for those guys i'll just give a price over the phone usually. if they don't say yes on the spot Ill mail them a letter a week later if i dont hear from them, along with a follow up call, to make sure they received it and ask them if they have any questions. just more thorough IMO. i feel that most people associate your presentation and how you conduct your self with your quality of work and overall professionalism. i figure it can't really hurt.

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                      • #12
                        I think that is brilliant and it makes you think about all the marketing you could do throughout the year to your customers to promote these different seasonal services.
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                        • #13
                          just out of curiosity, how do you find it confusing?
                          Hey Greenscaper

                          I guess I was a bit confused because the Quote form said it was a "complete list" of your services, but it didn't show your packages.

                          From your other posts I now understand more about what you are trying to achieve.

                          I think about it a bit like the menu of McDonalds or a takeaway shop.... They don't have separate menus for the individual items (e.g. burger, fries, drink), and another menu for the meal deals. They are all in the same place, and logically grouped for ease of use. Customers can clearly see all the options.

                          If it were me, I would include all the services you offer on your "service sheet" (individual as well as packages); a bit like a brochure. Perhaps individual services on one side, and packages on the other. This can then become the reference page you leave with the customer so they can ponder it and decide whether they think (for example) aeration would be good to add to what they want doing.

                          Then, on the "Quote" sheet, I would show only the services they requested in a top section. And then in a section further down, you could show the services, packages and prices that might be a good add-on for them. The equivalent of the "do you want fries with that" question.

                          Hope that makes sense.

                          Also, as always, your branding on the Quote sheet looks awesome!

                          Comment


                          • #14
                            I'm taking on a new approach to giving my estimates for lawn maintenance. I attached them below. From now on every customer will receive a complete break down of my services and what they consist of. Along with that they will receive a letter outlining our full maintenance packages we offer and our billing options. With that, a business card would be paper clipped of course, and hand delivered to the customer. If nobody is home we will either leave it in the mailbox or mail it to them, giving them a call a few days later to follow up. I'm aware it's more money in paper, ink, and other supplies but I'm hoping this will increase my sign on rate as well as up selling.

                            Thoughts?
                            I am unable to see your pdf file for some reason, so I can't really give feedback on it.
                            What I do w/all potential accounts, whether they want just mow and go, or mow/trim/edge/blow, spring/fall cleanup, fert/lime/pestiside/herbicide/fungicide, tree/bush trimming, beds weeded/mulched, aeration/dethatching (you get the picture), is I write up an annual service agreement, and give the price/month on just the lawn service. I will then in a separate area, give the prices for all other upsells, and they can choose from that "a la carte". I then mail them 2 copies, one for them to keep, and one to sign and return. It discusses in the agreement how to add in the upsells to the monthly service, or they can be paid as completed. Some potentials are sticker shocked by the additional cost for upsells, some don't even blink. For example, my lawn I would charge...

                            $75/cut (includes mowing/trimimg/edging/blowing ) x 26/year = $1950. Over 6 month period that's only $325/month.
                            Fert/herbicide would be $105
                            Aeration would be $220
                            Dethatching would be $220
                            Mulch would be $300

                            any upsells could be added into $1950 and divided by 6, or invoiced.

                            I don't have a separate letter form telling of packages. If someone tells me "I only want you to mow my lawn, don't worry about trimming, or blowing, or edging", I tell them the same price as if I was blowing, edging, trimming. If they want their lawn to look like ****, then they can let someone else put their name on it.
                            I was in a bad mood one day and had a guy call shopping around. He asked my rates for just mowing because his mower was in the shop. I told him $60. He said "If you can do if for $45, then it's all yours". I replied, "What would your cell phone company tell you if you told them they can only earn your business if they drop their rates by 25%"? He said "tell me, 'forget you'". I asked, "what would you tell your boss if he asked you to do your job for a 25% reduction in pay"? He said, "I would tell him to "F*** off", and quit".
                            I'm not going to say what happened after that, because my name is linked to this, but I will say

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                            • #15
                              Hey Greenscaper

                              I guess I was a bit confused because the Quote form said it was a "complete list" of your services, but it didn't show your packages.

                              From your other posts I now understand more about what you are trying to achieve.

                              I think about it a bit like the menu of McDonalds or a takeaway shop.... They don't have separate menus for the individual items (e.g. burger, fries, drink), and another menu for the meal deals. They are all in the same place, and logically grouped for ease of use. Customers can clearly see all the options.

                              If it were me, I would include all the services you offer on your "service sheet" (individual as well as packages); a bit like a brochure. Perhaps individual services on one side, and packages on the other. This can then become the reference page you leave with the customer so they can ponder it and decide whether they think (for example) aeration would be good to add to what they want doing.

                              Then, on the "Quote" sheet, I would show only the services they requested in a top section. And then in a section further down, you could show the services, packages and prices that might be a good add-on for them. The equivalent of the "do you want fries with that" question.

                              Hope that makes sense.

                              Also, as always, your branding on the Quote sheet looks awesome!
                              Yea I was originally going to put all my services on that sheet but it seemed redundant with them already being listed on the quote sheet and back of my business card as well. I updated the service sheet and the quote sheet as well. I liked your idea of having an area for the package prices though. This way if someone requests full service at the time of calling me, I know to give them that monthly rate at the time of the estimate, rather than just list all the service prices individually.

                              As far as a separate section for services requested and services recommended. I'm still not sure how to do that because I would have to change it every time I received a new call. I just print them all out together and paper clip them, put them in my clipboard, and have them all ready to go. What I have been doing is, I write down everything they requested and then just write in some prices for services I recommend. When I knock on the door at the end of the estimate I'll explain to them what I recommend and why. Appreciate your feedback man. I'm sure I'll change it 10 more times in the next week haha

                              check out the revisions
                              Attached Files

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