You lost that job in the driveway.
The homeowner watched you pull up, get out, and walk to the front door. That's about fifteen seconds, and most of the decision about whether you're worth what you're about to quote gets made inside it. Sound tough? First impressions count.
Three things they take in before you speak: the vehicle, what you're wearing, and whether you brought something to write on. All visual. All before you get the opportunity to say a word.
You can't do much about the ute this week. The other two are free. Try this on your next three quotes.
Wear the same shirt you'd wear on the job — not a clean polo you keep in the car for quotes, the actual one. Bring a folder. Write things down in front of them. Why? For positive reinforcement. You're part of the team that delivers the results and your credibility is now evident. Writing information down shows you are listening and taking interest in what the homeowner is telling you.
Then before you leave, tell them who'll be on site and what they'll be wearing. Now you are already setting the plan for how you will approach the job you haven't yet won.
That last part does more than it sounds like it should. A homeowner who can picture a crew in matching shirts in her driveway on Tuesday is comparing you to a real team. One who can't is comparing you to a number on a page from someone she'll never see again.
Same quote, different job.