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Winning business can be challenging at times. Trying to provide competitive pricing while remaining profitable may seem like an impossible task. Aaron McLeish, a specialist accountant in the plumbing and heating industry, has written a book on how to build the perfect boiler quote. The book covers every element of building a quote, including an introduction to the idea of providing three prices for a customer.

Most people will get three quotes before committing to a new boiler upgrade or replacement. A variety of quotes will give them a feel for how much something should cost. Aaron McLeish explores the concept of giving your customers three prices for three levels of service, in one quote. By doing this you eliminate the need for them to search elsewhere, thus giving you a much higher chance of winning the business.

The book explores the concept of the three types of shoppers in society:

Value shopper - all they want is a low price
Standard shopper - who sits in-between the value and premium shopper.
Premium shopper - they like the finer things in life and money is not a deciding factor

Knowing that not everyone wants a cheap price and having the know-how of presenting to the different types of shoppers will see your quote conversion rates improve.

You can read all about how to introduce this idea in your business, in The Quote Handbook – Essential Steps to Building the Perfect Boiler Quote.

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Let your customers buy, don’t sell.