Episode Details

I’ve been speaking with several clients lately—especially those in the solar space, but should also apply to export, and import industries as well. This is about a common headache: customers getting angry when prices change. The problem often isn't the price itself; it’s the language you used to set the expectation.

In our current economy, where FX rates and commodity prices can shift overnight, telling a potential client "I’m sending you a quote" is a trap. To a customer, a quote means the price is locked in, even if they call you back three months later.

In today’s episode, I break down why you should switch your language from "quotation" to "estimate" during the initial discovery phase. An estimate signals a rough idea that is subject to change, protecting your margins if costs go up before a deal is signed.

We also discuss:

Concrete Validity: Why you should say "valid until May 7th" instead of just "valid for two weeks" to create real urgency.

The Site Visit Transition: How to move from a budget-friendly estimate to a formal, locked-in quote only after you’ve done your due diligence.

Advancements: How to ensure you and your client are actually moving the deal forward together.

Don’t let "quote-envy" lead to unnecessary quarrels with your clients. Use your language to manage expectations and protect your profit.

If you’re struggling to apply these principles to your specific business, I’m offering a 15-minute sales audit. Send me a WhatsApp message at 08064662140, and let’s get your sales process on track.