Stop Giving Quotes and Hoping for a Call Back (Say This Instead)

If you run a service business — HVAC, plumbing, landscaping, dog training, photography, massage, you name it — chances are you’ve had the same frustrating experience more times than you can count:

A lead calls in, asks “How much do you charge?”
You give them the number.
And then… nothing.

They ghost.
They “need to talk to their spouse.”
They’re “just getting estimates.”
And you’re left wondering what happened.

Here’s the truth most business owners need to hear:

You’re not just answering a call. You’re in a sales conversation.
And if you don’t take control of that conversation — if you don’t guide it — you’ll keep losing jobs to competitors who sound more confident, even if they’re less qualified.

Let’s fix that.

In this post, I’ll show you exactly what to say during a service call to turn more leads into booked jobs.

This isn’t sales “theory.”
This is a field-tested talk track you can start using today.

🚫 The Quoting Trap: Why Most Business Owners Blow the Call

Most service providers handle incoming calls like this:

Ring ring.

“Thanks for calling. We charge $175 for diagnostics. Let us know if you’d like to schedule.”

And then they hang up and hope the person books.

That’s not selling. That’s quoting.

Quoting leaves you vulnerable to:

• Tire kickers

• Ghosters

• Price shoppers

• “Let me think about it” time-wasters

Meanwhile, someone else who knows how to lead the call just locked in the job — often at a higher price.

Let’s show you how to become that person.

✅ Step 1: Set Expectations Immediately

Start every call with this simple line:

“Hey! Thanks for reaching out. I’d love to help — do you mind if I ask you a few quick questions to make sure we’re a good fit?”

Why this works:

• You instantly sound friendly and professional

• You’re taking control of the conversation (not just reacting)

• You position yourself as someone who customizes, not someone who begs for business

This single sentence flips the dynamic.
You’re not chasing the lead. You’re qualifying them.

And that authority builds trust.

✅ Step 2: Ask 2–3 Targeted Questions (Don’t Jump Into Pricing)

Now that you’ve earned the right to ask questions — use that moment to gather real insight.

Ask things like:

• “What’s going on with the unit right now?”

• “How long has that been happening?”

• “Is this for your home or a rental property?”

• “Is this something you need fixed ASAP, or are you gathering estimates?”

If you’re in a different industry, translate accordingly:

Lawn care:

• “Are you looking for a cleanup or recurring service?”

• “What’s the biggest issue you’re dealing with right now?”

Dog training:

• “What kind of behavior are you trying to fix?”

• “Has your dog worked with a trainer before?”

Photography:

• “What kind of session are you thinking about?”

• “Is there a specific date or occasion coming up?”

These questions do three things:

1. Show that you care

2. Help you craft a better recommendation

3. Let you sniff out tire-kickers vs serious buyers

You’re not wasting time guessing. You’re diagnosing. That’s powerful.

✅ Step 3: Give a Confident, Outcome-Focused Recommendation

Now — and only now — do you present your offer.

But here’s the key:

Don’t just say the price.
Don’t just list your services.
And definitely don’t ask, “So… what do you think?”

Say this instead:

“Here’s what I’d recommend. We’ll send a tech out tomorrow, do a full diagnostic, and if it’s a simple fix, we’ll take care of it on the spot. That visit is $175, and we apply it toward the repair if you move forward. Want to grab that afternoon slot?”

See what just happened?

• ✅ You gave a clear plan

• ✅ You spoke with certainty

• ✅ You ended with an assumptive close

You’re not begging. You’re inviting. You sound like a pro — because you are one.

✅ Step 4: Use a Soft Scarcity Close (Optional, But Effective)

If they hesitate or say they’ll “think about it,” don’t panic.

Also: don’t chase.

Instead, use soft urgency that shows your time is valuable:

“We’ve got one slot left tomorrow afternoon — otherwise we’re booking into next week. Want me to pencil you in?”

You’re being calm and helpful — not pushy.

This does two subtle things:

• Makes your business feel in-demand

• Gives them a reason to say yes right now

And guess what?
A lot of people will say yes just because you asked confidently.

✅ Step 5: Book It Cleanly (No Loose Ends)

Once they say yes, close it like a professional:

“Perfect. I’ve got you locked in for Thursday at 2 p.m. Our tech will give you a 30-minute heads up when they’re on the way. You’ll get a text confirmation in just a second.”

Be clear. Be specific. Be buttoned up.

Do NOT say:

“Okay, cool, we’ll try to come by sometime tomorrow afternoon…”

That’s vague. That sounds like you might forget. That screams “this is a side hustle.”

Professionalism wins. Even for small, scrappy businesses. Maybe especially for small businesses.

🧠 Bonus Mindset Shift: You’re Not Just Selling — You’re Leading

This entire system only works if you internalize one big truth:

The goal of the call is not to inform. It’s to guide.

That’s what most business owners miss.

They think:

• “I just need to answer their questions.”

• “I don’t want to sound pushy.”

• “If they’re serious, they’ll call back.”

But the reality?

People want to be led.
They want someone who sounds like they’ve done this before.
They want a clear, easy path forward.

When you structure the call this way, you become that guide.
You turn cold leads into hot bookings — fast.

Recap: How to Win the Call (Without Feeling Salesy)

Here’s the cheat sheet you’ll want to keep on your wall:

✅ Set expectations right away
✅ Ask smart, qualifying questions
✅ Give a confident recommendation — not just a quote
✅ Use soft urgency when needed
✅ Close clean and clear

Do this and you’ll see a massive difference in your conversion rate.

You’ll stop quoting and waiting.
You’ll start booking and growing.

Want Help Creating an Offer That Makes Calls 10x Easier to Close?

Here’s the kicker:
Even the best script won’t work if your offer is weak, confusing, or generic.

You need an offer that:

• Attracts serious buyers

• Positions you as the obvious choice

• Makes your sales calls feel easy

That’s exactly what I break down in my free book UNSTOPPABLE.

📘 It’s written for service-based business owners who are great at what they do — but need a system for getting leads and turning them into real clients.

If that’s you?

Grab it here → https://themarcusanthony.com

Let’s stop guessing.
Let’s start closing.