Quoting Can Make or Break Your Business
A good quote wins the job at a fair price. A bad quote either loses the job or wins it at a loss. Here are 7 quoting mistakes that drain profits from tradie businesses.
Mistake 1: Underquoting to Win the Job
The temptation: "If I quote lower, I'm more likely to get the job."
The reality: You win the job but lose money. Or you attract price-sensitive customers who haggle, pay late, and never refer.
Fix: Quote what the job is worth. If you lose on price, you've lost a customer you didn't want anyway.
Mistake 2: Quoting Too Fast
A quick quote signals you haven't thought it through. It also gives you no room if you discover complications.
Fix: Tell the customer: "I'll send through a detailed quote by [tomorrow/end of day]." Take time to think it through properly.
Mistake 3: Not Including a Scope of Work
A number without context causes problems. "$2,000" means nothing without clarifying exactly what's included.
Fix: Always list:
- What's included in the quote
- What's explicitly NOT included
- Any assumptions you're making
Mistake 4: Forgetting the "What Ifs"
You quote $500 to replace a tap. You get there, discover rotten pipes, and now you're in a $1,500 job you're losing money on.
Fix: Add contingency language: "Price based on standard installation. If we discover [X], additional charges may apply pending your approval."
Mistake 5: No Expiry Date
Material costs change. Your schedule fills up. A quote from 6 months ago shouldn't hold today.
Fix: "This quote is valid for 14/30 days." After that, it's a new conversation.
Mistake 6: Taking Too Long to Send
You visit the site Monday. You send the quote Friday. By then, they've already booked someone else.
Fix: Send quotes within 24 hours. Same day is even better. Strike while the iron (and the customer's pain) is hot.
Mistake 7: Not Following Up
You send the quote. Radio silence. You assume they went with someone else.
But often: They forgot. They got busy. They meant to reply. They're comparing options.
Fix: Follow up 3 days after sending:
"G'day, just checking if you had any questions about the quote I sent through? Happy to chat if anything's unclear."
50% of silent quotes can be recovered with a simple follow-up.
The Perfect Quote Template
- Header: Your business name, contact details, date
- Customer details: Name, address, job location
- Scope of work: Detailed description of what you'll do
- Price breakdown: Labour, materials, any other costs
- Exclusions: What's NOT included
- Terms: Payment terms, warranty, valid for X days
- Call to action: "Reply 'Approved' to book" or similar
The Bottom Line
Your quote is often the first "official" document a customer receives from you. It signals professionalism, attention to detail, and the quality they can expect.
Take time to get it right. Send it promptly. Follow up if you don't hear back.
Master quoting and you'll win more jobs at better prices.