Workshop Video: How To Build High-Quality Estimates That Win Jobs

Watch the video now to discover how positioning, marketing, and 3D construction models can boost your accuracy, client trust, and efficiency.

Welcome to our workshop for today! Happy to be presenting with you guys; we are working on “Estimating Made Easy.” I decided to change the second part of this name maybe a little last minute on how to build high-quality estimates that win jobs. I am here, not alone; I’m here with V2E, Vision 2 Estimating with Michael Reed and Thomas Lawson. Alright, we’re not going to waste any time; we’re gonna get right into it.

What we’re going to cover is:

• How to avoid competing on price
• How to get paid for your professional services
• How to free up your time estimating and turn estimating from an event to a process.
• Positioning

In our process, we start out, number one, as always, with positioning. We must focus on positioning ourselves as the builder of choice; that has to be our number one priority. So position, marketing, sales, then pricing, right? Without positioning ourselves properly, you guys will not be able to earn the price that you deserve. We want to allow your marketing to do the heavy lifting for your sales, and then the pricing just takes it over the top.

Marketing

We must position ourselves as the builder of choice by becoming the authority figure in our niche. By being specific with our niche, not just doing a broad spectrum of everything, we are known for doing the one thing really, really well. We also want to make sure that we are promoting your USP—your unique selling proposition. What makes you special? How do you specifically solve their problems? Your marketing should educate potential clients on what to look for and what risks they might face if they don’t choose you. Quality in your builds and marketing should be maintained at all times.

Building Trust

People buy from people, not companies. You must build the know, like, and trust factor. Are you answering their four questions and five concerns? Who are you? Who is your team? How can I trust you? How can you help me specifically? Address their concerns around budget, timeline, trustworthiness, quality, and communication. The impact of this is massive and will allow you to price better and get the dollar value that you are worth.

Marketing Strategies

You should have multiple marketing strategies in place. Offline strategies like a 1% referral system, site signage, door-to-door marketing, postcards, and community event sponsorships are crucial. Online strategies include your website, social media platforms, ads, ebooks, lead magnets, and podcasts. Quality must be maintained in all these areas to build trust and credibility.

Sales

The secret to closing sales is having a proper sales process in place and executing it flawlessly. By having a strong sales process, you ensure continuous success to your business. This increases consistency, predictability, efficiency, and enhances the customer experience.

Estimating with 3D Models

Michael and Thomas talk about the importance of a detailed and accurate estimating process. Estimating is both counting and pricing correctly. They emphasise making estimating a team project and using 3D models to streamline the process. These models provide a detailed, visual way to check your estimates and ensure accuracy.

Customer Examples

Several builders have successfully used this approach, leading to improvements in their processes:

One builder lost an estimator but could handle all estimates using an outsourced service.
Another builder repositioned an in-house estimator to due diligence tasks, enhancing efficiency.
Tools and Techniques

Using 3D models helps in visualising construction details, identifying potential issues, and providing accurate estimates. These models are accessible online, making them easy to check and share with your team and clients. This approach not only improves estimating accuracy but also enhances client presentations and builds trust.

Closing Thoughts

By integrating these strategies and tools, you can elevate your estimating process, ensuring accuracy, efficiency, and client satisfaction. This will ultimately lead to better pricing and profitability for your business.