STEP 3 OF 8
Onsite consultation
See the project, ask questions, and agree on what needs doing.
Arrive prepared
Review the call notes and photos before the visit. Bring what you need to measure, take notes, and record the site. Let the customer know if you are running late.
Start by confirming the purpose of the visit: understand the job, check the site, and gather what is needed for an accurate quote.
Tip: You do not have to sell in the first minute. Being organized and listening carefully gives the customer something concrete to judge.
Let the customer show you the problem
Walk the area with them and ask what is not working now. Clarify the result they want before talking through construction methods or upgrades.
Ask: “What would make you happy with this when it’s finished?” and “Is there anything you definitely don’t want?” Record priorities and decisions rather than relying on memory.
Tip: Repeat your understanding back: “So the main goal is privacy, and keeping this access open matters more than adding height here.”
Measure and check the actual conditions
Take detailed photos and measurements of everything relevant to the job. Record dimensions, materials, access, existing conditions, and any specifications that affect the work. When you sit down to create the quote, you should have all the information you need without guessing or making another trip.
For a fence, that may include length, gates, changes in grade, removal, and access. For concrete, it may include area, access, removal, and the intended use. Do not guess at boundaries or hidden conditions.
Tip: Take one wide photo for context, then close-ups and measurements. A close-up without a location is hard to use when quoting later.
Talk through the options
Explain a small number of options that fit the customer’s priorities. Describe the differences in scope, appearance, maintenance, and cost without overwhelming them with every possible material.
If one option costs more, explain the extra work or material it includes. If a request needs further technical review, say what needs checking before you can commit.
Tip: Keep optional upgrades separate from essential work. The customer should be able to see what they are choosing.
Close the visit with an agreed scope
Summarize the work, exclusions, unresolved questions, and who will provide any missing information. Tell the customer when to expect the quote and how you will send it.
Send a brief recap afterward: “We discussed [scope]. I still need to confirm [item]. I’ll send the quote by [date].” Keep that date realistic.
Tip: Before leaving, ask whether there is anything else that could change the scope. One extra question can prevent a second trip or a missing line item.