In the competitive world of field service, every proposal is an opportunity—not just to win a job, but to maximize its value. For too long, contractors have been shackled by outdated quoting methods that make offering options a logistical nightmare.
But what if there was a simpler way to give your customers exactly what they want, while simultaneously boosting your average job value and profitability?
The answer lies in mastering the Good/Better/Best quote.
The Old Way: Clunky Choices and Missed Opportunities
Think back to the “good old days” (which weren’t always so good). A customer needs a new HVAC system, a plumbing repair, or a landscaping overhaul. As a diligent contractor, you want to give them choices—perhaps a standard repair, an upgraded solution, and a premium package.
How did this usually play out?
- Multiple Documents: You’d likely create three separate quotes, each a distinct PDF or paper document.
- Customer Confusion: Handing a client three individual proposals often leads to “analysis paralysis.” They have to flip back and forth to compare line items.
- Increased Admin Time: Generating multiple quotes means more data entry, more printing, and more potential for errors.
- Slowed Decision-Making: All that friction delays the customer’s decision, giving them more time to shop your competitors.
The result? Many contractors simply offer one option, fearing the complexity and potentially leaving money on the table.
The New Way: Streamlined Good/Better/Best Quoting
Imagine a different scenario. You’re on-site, assessing the job. With modern field service software like EZProQuotes, you can effortlessly build a single, dynamic proposal that includes all three options.
Instead of juggling multiple printouts, your customer sees a clear, side-by-side comparison of each package directly on your tablet. With a simple click of a checkbox, they can:
- Select their preferred tier.
- Digitally sign and approve the job.
- Pay the deposit—all on the spot.
Bonus Efficiency: Once they choose, itemized invoices are automatically generated based on that specific option. This saves you from double-entering job information and keeps your back office running smoothly.
The Psychology of the Side-by-Side Comparison
The good/better/best quote isn’t just about convenience; it’s a powerful sales strategy rooted in psychology.
- Clarity and Confidence: Side-by-side options eliminate confusion. Customers instantly see the value progression and make informed decisions with confidence.
- The “Goldilocks Effect”: While some choose the budget-friendly “Good” and a few spring for “Best,” most customers naturally gravitate toward the “Better” package. It feels like the smart, balanced choice—increasing your average ticket price automatically.
- Saving the Job with “Good”: If a customer is tight on cash, the “Good” option prevents you from losing the job to a low-baller. It keeps you in the door and builds long-term trust.
- Unlocking Profit with “Best”: The “Best” option identifies your high-value clients—those interested in premium quality and add-ons. Even if they don’t choose it, it serves as an anchoring effect, making the “Better” price look like a great deal.
Beyond the Sale: Operational Efficiency
The benefits of a digital good/better/best quote extend far beyond the initial handshake:
- Faster Approvals: Click-of-a-button approvals mean no more “I’ll think about it” or “Email me the other options.”
- Reduced Errors: Standardized templates and digital workflows minimize manual transcription mistakes.
- Professional Image: Presenting a slick, professional proposal on a tablet instantly elevates your brand above the guy with the carbon-copy notepad.
- Seamless Workflow: The chosen option flows directly into your work order and scheduling, eliminating redundant data entry.
Elevate Your Quoting, Elevate Your Business
In today’s fast-paced service industry, efficiency and customer experience are everything. By embracing the good/better/best quote model, you aren’t just sending an estimate; you’re using a strategic sales tool that empowers your customers and maximizes your profits.
Stop creating multiple quotes. Start winning bigger jobs with a single, compelling proposal that includes good, better, and best options.