Stop Giving Quotes and Hoping for a Call Back: Do This Instead

If you run a service business — HVAC, plumbing, lawn care, dog training, photography, massage, whatever — then you’ve probably had this conversation a thousand times:

“Hey there, just wondering how much you charge?”

And what do most business owners do?

They answer the question.
They give a quote.
They say, “Let me know!”
And then they sit around hoping the lead calls back.

But here’s the truth:
You’re not just answering the phone. You’re selling.

If that makes you cringe a little, don’t worry.
This isn’t about pushy sales tactics or sounding like a car dealership radio ad.
This is about how to talk like a pro and turn more phone calls into paid bookings — without changing your personality or sounding salesy.

Why “Quoting and Hoping” Doesn’t Work

Most service business owners don’t have a leads problem — they have a conversion problem.

They’re talking to potential clients.
They’re answering the phone.
They’re replying to inquiries.

But because they don’t have a system or script, the conversations feel loose, uncertain, and reactive.

Instead of leading the call, they let the customer lead.

And when that happens, two things go wrong:

1. The customer takes control. They start price shopping, ghosting, and wasting your time.

2. You come across as uncertain. And uncertainty kills trust — especially with strangers.

So let’s flip the script.
Let’s turn you into the confident, capable expert your customers are secretly hoping to talk to.

Here’s how to do it — step-by-step.

✅ Step 1: Set Expectations Immediately

The biggest mistake most service pros make is sounding desperate or unsure the moment they pick up the phone.

Instead, you want to open the conversation with warmth and authority.

Say something like:

“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:

• It makes you sound helpful, not hungry.

• It puts you in control of the conversation.

• It positions you as a professional who takes pride in fit, not just anyone with a checkbook.

This small shift instantly upgrades how you’re perceived — and that alone makes people more likely to trust you (and book with you).

✅ Step 2: Ask 2–3 Targeted Questions

DO NOT go straight into pricing.

Let me repeat that:
Do not just give them a number.

Why?

Because until you know what they actually need, the price is irrelevant.

Instead, ask questions that:

• Show you care

• Let you sniff out whether they’re serious

• Help you tailor your recommendation

Here are some examples for different service industries:

HVAC:

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

• “Has this happened before?”

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

Lawn Care:

• “Are you looking for a one-time cleanup or ongoing maintenance?”

• “What’s your main concern — weeds, mowing, or something else?”

Dog Training:

• “What kind of issues are you running into right now?”

• “How long has that been going on?”

• “Are you mostly looking for obedience, behavior correction, or something else?”

Photography:

• “What kind of session are you looking for — family, pets, branding?”

• “When were you hoping to do it?”

These questions serve three key purposes:

1. They build rapport. You’re not just a price machine — you’re someone who listens.

2. They build trust. You’re showing that you’re not rushing in — you want to understand first.

3. They qualify the lead. If someone says “Oh I’m just getting estimates,” you can handle that differently than someone saying “I need this fixed TODAY.”

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

Now — and only now — is it time to talk about money.

But even then, don’t just say:

“We charge $175 for a diagnostic.”

That’s not selling. That’s quoting.

Try this instead:

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

Why this works:

✅ You gave a clear next step
✅ You made the outcome tangible
✅ You spoke with certainty
✅ You used an assumptive close (you’re not asking for permission — you’re inviting action)

This language positions you as the expert.

You’re not hoping they say yes.
You’re making it easy to say yes.

✅ Step 4: Use Soft Scarcity (Optional, But Powerful)

If the customer hesitates, this is where most people get nervous.

They either freeze and say nothing…
Or they start over-explaining and trying to justify the price.

Don’t do either.

Instead, calmly give them context. Like this:

“We’ve got one slot left tomorrow afternoon, otherwise it’s next week. Want me to pencil you in?”

This adds subtle urgency.
It reminds them that your time is limited.
But it doesn’t feel pushy or manipulative.

You’re being helpful — not pressuring.

And if they say no or ask to wait? That’s fine.

But this little nudge often turns a “maybe” into a “let’s do it.”

✅ Step 5: Book It Like a Pro

Let’s say they say yes.

This is where you seal the deal with confidence and clarity.

“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 sec.”

This does three things:

1. It makes them feel taken care of.

2. It reassures them they’re dealing with a professional.

3. It eliminates ambiguity.

What you should never say:

“Cool, we’ll try to swing by around then.”

Nope. That screams amateur hour.

Be specific. Be solid. Be dependable.

BONUS: The Mindset Shift That Changes Everything

Most business owners think their job is to answer questions and hope for bookings.

But if you want to grow, here’s the truth:

You’re not just answering a phone call. You’re leading a decision.

You’re guiding someone from confusion to clarity.

From “I don’t know if this is worth it” to “Take my money.”

You don’t need to be manipulative. You just need to:

• Lead with warmth and confidence

• Ask the right questions

• Recommend the right next step

• Make it stupid-easy to say yes

That’s how you go from “just another option” to the obvious choice.

Real Talk: This Works Even if You Hate Sales

If this feels unnatural at first — that’s normal.

You’ve probably never been trained on how to talk like a closer without turning into a cheesy salesperson.

But once you get the hang of it?
It’s a superpower.

You’ll spend less time quoting and chasing, and more time actually booking the people who are a good fit.

This is what separates pros from amateurs.

Pros don’t just get leads — they know how to convert them.

Want Help Structuring Your Offer So Calls Are Easier to Close?

The offer is everything.

If your offer is confusing, complicated, or generic — no script in the world will save you.

But if your offer is strong, simple, and built for conversion?

You’ll start seeing bookings happen faster and more consistently.

📘 That’s what my free book UNSTOPPABLE is all about.
It’s written specifically for service-based business owners who are great at what they do — but need help building a system that brings in leads and turns them into clients.

Want a copy? It’s free.
Grab it here: themarcusanthony.com/book

Let’s turn your phone into a sales machine — without the weirdness.