Phil Risher says home service businesses close more sales by attaching a personalized video to estimates instead of sending plain quotes. A plumbing company saw customers sign the same day after adding videos. Trust, not price, closes the deal.
The quote doesn't close the job. Trust does. If you're just sending out estimates and hopefully they're gonna close, magically they're gonna decide to work with you. That is not an actual estimating process. We had a new plumbing company that we started working with and the owner would go out on the sales calls about $1.5 million and he would easily sell the client. But the problem was is that when he sent the estimate, it was then into the ecosystem of who knows what happens. Hopefully they signed up with us. So we said, hey, let's start adding a video to every single estimate. Just one video, we'll record it one time, talk about your business, tell them who you are. And literally the first time this went out, the customer signed it and said, "Love the video. Can't wait to get started working with you." If you are the one sending out estimates or even in your business and you're not including a video on top of it, you are not building trust with your customer. You're literally just acting like every other person sending them a random estimate. Start including videos and stand out. The lesson here is if you want to build trust, you need to be different.
