estimate follow-up

[mjc]

Hi,
given out many estimates lately, is it me or the norm ? For instance last year it came out that for every 10 estimates,-- I would win/or secure 1 maybee 2 jobs. I do follow-up on them quite a bit (as an example) first 5days then 10 days, 10 days , 20 days , 20 days ... for about 60 days or more. But more often then not the customer wants the estimate yesterday or Monday and then drags me along in a holding pattern. Even though I specify that a new estimate is necessarry after 30 days.
Is this a normal thing or should I continue to be a constant PITA ?

Thanks, Mike

 

[LarryFine]

Re: estimate follow-up

Both, I think.

Are you hurting enough for money to offer a discount for incentive, perhaps as part of the initial proposal, like 5% off for immediate acceptance?

 

[celtic]

Re: estimate follow-up

Originally posted by mjc:
Hi,
given out many estimates lately, is it me or the norm ?

I get back about 30% of the estimates as actual paying jobs.

My phone has rung a lot LESS since I removed the "Free Estimate" part of my ads....but the way I figure it:
- 30% of 100 is about 30 jobs
- 70% of the time I am literally wasting my time

 

[active1]

Re: estimate follow-up

It might depend on what type of work your quoting and what the customers can afford. I get calls from yong couples that just bought a old house and want a new service and rewire. Seems every time it is a waist of time because they can not afford it.

What I try to do is prequalify customers before showing up for a free estimate. Like saying a service upgrade like this tend to cost between 2-3k. I would have to see it before I give a firm price and it could be more or less depending on conditions.

Sometimes it helps to ask why they think they need this. They may say they were told by another EC but he was too high. Or because a home inspector for it and they are buying or selling. When they ask about installing GFIs in the kitchen / bath or a double tapped breaker it's most likely a home sale. Those are red flags for a waist of time unless you charge for the visit.

You did not say what type of work you are estimating. If the job takes less then an hour or two I will give a phone estimate only.

If it's a HO doing a basement or something ask if he has a blueprint. Most of the time it's no. I tell them I need a plan to estimate the electric work and for a fee I can make one. Otherwise you end up waisting 2 hours with drive time walking thru an empty basement figuring lighting layout, outlet placement, etc. for the HO. I think the HO just tries it themselves whith my layout. No more for me.

Also many people may not realize how much time a project takes and not understand the cost in having a few guys at the place for the day.

Tom

 

[Jhr]

Re: estimate follow-up

But more often then not the customer wants the estimate yesterday or Monday

This is done to get you to rush on the estimate, and give some hurried up, off the wall price that you could never meet much less make any money on, stay with the norm, times are tuff, but stand your ground. There is no such thing as a free estimate, either it ends up costing the EC money or the customer money, I prefer it cost the customer money. Hang in there friend !

 

[ceknight]

Re: estimate follow-up

Originally posted by mjc:
Even though I specify that a new estimate is necessarry after 30 days.
Is this a normal thing or should I continue to be a constant PITA ?

I work solo and already have plenty of stuff to do with my time. In situations like yours I never give quick estimates unless it's a real no-brainer. I just tell them I'm busy but willl get back to them as soon as I can. Then I wait a few days, sometimes a week or longer. If the customer calls me back wondering where the estimate is, then I get around to doing it. In essence, I make the customer be a PITA. I figure if they're dedicated enough to follow up, they probably want me doing the work so it's worth my time to do the estimate. And usually I get the job.

It's a bit counterintuitive, you'd think they'd want prompt estimates as a way of judging your worthiness, but many customers don't judge it that way. They figure if you're too busy to do a prompt estimate then you must be in demand, and thus worth hiring.

Works for me, at least. If you have a bigger shop, you'll need better excuses for trying to scare off potential customers.

Chris Knight
Syracuse NY