Is your quote helping you win the job—or losing the sale the moment you hit send?
Many businesses spend hours preparing quotes, only to have prospects go silent. The problem often isn’t the price—it’s that the quote fails to build trust or guide the customer toward a decision.
This episode explores three simple improvements that transform your quote into a powerful sales tool, even when you’re not there to explain it.
In this episode, you’ll discover:
- How personalizing your quote makes customers feel understood without adding hours to your quoting process.
- Why adding stories, case studies, and customer reviews builds credibility and increases buyer confidence.
- How clearly explaining your process helps customers understand what happens next and makes it easier to choose your business.
Press play now to learn three simple quote improvements that can help your proposals sell for you—even when you’re not in the room.
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Or email Ben if you would like to get in touch: hello@strongersalesteams.com
This podcast helps the entrepreneur, founder, CEO, and business owner in the trade, construction and industry segments, regain focus, build confidence, and achieve measurable results through powerful sales training, effective sales strategy, and expert sales coaching—guiding every sales leader, sales manager, and sales team in mastering the sales process, optimizing the sales pipeline, and driving business growth while fostering leadership, balance, and freedom amidst overwhelm, stress, and potential burnout, creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes, proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams, improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.
Episode Transcript:
Ben Wright:
Most businesses, when they quote, send a one-page dump out to their customers. And in return, most businesses get radio silence unless their customer is really engaged. Today, we’re going to share with you journeys around how our customers have built trade quotes that sell for them when they’re not in the room.
Intro:
Welcome to Trade Sales Made Simple, the show helping seven to eight figure trade, construction and industry leaders finally end the stress of inconsistent sales by simplifying your sales systems so that you can close more deals and grow faster.
I’m your host, Ben Wright and over the last 15 years, I’ve helped hundreds of trade and sales leaders grow their businesses and generate over $200 million in additional revenue by simplifying their sales processes.
Let’s get started.
Ben Wright:
Today, we’re going to go through three ways that you can build a quote that sells for you when you’re not in the room and give you some confidence as to the results that these quote changes will bring. So my experience with building quotes goes back almost 15 years now. I’ve seen just about every single type of quote I think you could possibly ask for.
The long extended novels with so much detail, you simply get overwhelmed. Those that are driven by pictures, quotes via video, quotes that are delivered face-to-face, quotes that are single-page dumps from quoting software, and I slow down on that one because that’s the one I see most commonly across our customers, and then the quotes that nail all things perfection around storytelling, around personalization, around making the customer feel as if they really are driving their own journey. Now across thousands of quotes that I’ve seen across this journey, we’ve been able to build a nice blueprint that works really effectively for most of our customers.
And that blueprint, I want to highlight three of the most impactful parts of your quote that you can focus in on. So let’s do that, and I’m going to use an example of one of our customers who are into kitchen and bathroom fixtures. They’re having some nice growth at the moment from a pipeline point of view and an engagement point of view from their customers, and I’m expecting they’re going to see some terrific sales results around the corner.
So the first thing to think about is how you can be personalizing your quote. So straight away, that might raise some concerns for you that this is going to be a process that takes a long time. Thankfully, it doesn’t have to be.
And in the personalization of quotes, the aim that we have here is to make customers feel like the quote has been created just for them, but that doesn’t need to be as a result of significant input changes that you’re in. And the way that I’m seeing customers personalize their quotes is only in a couple of key areas around that quote that allows them to cookie cutter and template the rest of their quote process, but is certainly really impactful when it comes to personalizing the journey of their customers. So this kitchen and bathroom fixture business, what they’ve done, one of the key things they’ve done is on their first page of their quote is they’ve actually got really clear on what the customer wanted and how they’re delivering it.
So the second thing that I see where it really effectively, one of the big changes in quotes is to roll more stories in case studies, customer reviews, and examples as to how you have brought great results in for other customers. It’s broken out across the quote and in this kitchen and bathroom fixture business, what they’ve been able to do is pair in images really nicely into their quote that actually bring to life some of the cool work that they’re doing for their customers. So number one is all about personalizing their quote and number two is all about including stories, case studies, quotes, Google reviews, Trustpilot reviews, whatever they may be into that quote so that the customer is actually getting to see examples of projects that are quite similar to theirs.
And the third one which is just as important is about explaining the process. So not just putting the quote forward but having a process there that says here’s the five steps, here’s the seven steps, here’s our three steps to excellent execution. You can think of something far more engaging than that.
But in the instance of this kitchen and bathroom fixture business, what they’ve been able to do is have a nice graphically designed process for their customers that say, hey, this is how we’re going to bring to life what we’re promising you. This is how we’re going to make sure that when you invest with us, we’re going to deliver you a great result. Now, those three things are very easy to explain, super easy to explain.
I would have to say though of the majority of businesses that I work with, they take a really long time to get this done and they need their hand being held across the journey. Now, that’s okay because sometimes these can take an amount of change to implement. But I think the piece that I really want to get you thinking about today is you’re at the gym, driving the car, whatever it may be, is I really want you to think about if you are able to make changes such as these, such as personalisation, rolling in more stories or explaining the process better, if you’re able to make these changes to your quotes, even if it took you a bit of time, how many customer journeys or how many customer processes would this impact? Well, the answer is every single one who gets a quote.
If it takes you a day to make these changes, but you’re quoting 10 quotes a week, that’s 500 quotes across the year that you are going to get to impact. Eight hours, 500 quotes, you can run those numbers, but it ends up being about a minute a quote is the time you invest across your first year. Really impactful, right, when you can think about it in that journey.
And for me, a real driver around how we can certainly reduce the frustration if you’re spending just hours wasting time on sales quotes. Because I recognize you need to change something. The topic from today is around how you can make three changes to your sales quote that will really drive personalisation.
Now, we’ve barely touched the surface, but I’d like to provide you with lots of short and sharp things you can think about that will stop you getting those same results, those stressful results again and again and again, and grow your sales really quickly. We’ve got the free quoting quiz. You just need to click on the free quiz link in the show notes to get started.
I will personally review it myself and contact you with any ideas and it does take less than a minute to complete. But that’s it for today, short and sharp, but one of the most impactful episodes I think you can act on to make that 1% better difference to your business. Until next time, that’s it.
Bye for now.