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Building the perfect quote for a plumbing and heating business is a complex topic with many layers, details and contributing factors. In fact, there are so many elements to building a quote that Aaron McLeish from Together We Count wrote a whole book on the subject!

The quotation process itself, can be broken down into three main stages:

Establishing the problem
Building the problem
Capturing the problem and rectifying it

Establishing the problem

First you need to know what the problem is. This might sound like an obvious first step but the only way you will know the extent of the problem is to ask questions - lots of them! Investigate the problem and really dive deep into what is going on, so that you are well informed about the task in-hand.

Building the problem

Next you need to build on the problem. What are the pain points that the customer is experiencing as a result of the problem? If a client’s boiler is broken, what affect is this having on their lives? Are they enduring cold showers? Are they boiling the kettle to do the washing up? Does their house feel like the inside of a freezer?

You need to build up the problem as much as possible, so that when you offer a solution, you are acknowledging and alleviating all of their pain points. To sum it up you’re building pressure in order to release it.

Capturing the problem and rectifying it

Finally, you’re going to communicate what you’re going to do to rectify the problem and restore normality in their home. In your quote you should capture both the pain points and the solution to their problem.

You can delve deeper into this and the many other factors that make up a quote in The Quote Handbook – Essential Steps to Building the Perfect Boiler Quote.

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The three stages of the quoting process