How to Turn Estimates into Repair Orders

Do you know what percentage of estimates your shop turns into jobs? Whatever the percentage is, I'm sure you would like it to be higher, right? I can help. First, start by listening to the customer's concerns and then coming up with solutions. Stop talking and listen. Then:

• Tell the potential customer about your shop's outstanding technicians and equipment. You do it right the first time, every time!
• Use your previous customers' testimonials to support the sale. If you don't have thank you notes from grateful customers in a binder to show others, create that now!
• Warn the customer about how cheaper repairs don't hold up well. Like fading paint or poorly fitting parts that could malfunction or rust.
• If they have a lower estimate from another shop, offer to compare and explain why, so the customer can decide after getting all the facts.
• Warn them about how leaving items off the estimate could affect their safety.
• Tell them about your great warranty (you should have one if you don't!).
• Don't forget to be friendly by smiling!
• Simply ask if you can do the repair.

If the price is really the issue, then:

• Offer incentives to close the deal; like a free detailing, $25 to $50 off coupons to be used now, or for future repairs.


• Offer rental car assistance. Like one rental day for every $500. in repairs.


• See if the customer will consider the use of aftermarket or used parts.


• Use sales techniques such as saying, "If I can take 10% off this repair, would you agree to let us handle it?"

Remember to always be nice and genuinely concerned to help your customers and they will choose to have the repairs done at your shop more often.
Want more ideas?
Call me at 973-493-2421!
Bob Coleman