In my previous article, I talked about the necessity of doing a complete inspection when running sales and service calls. One of the benefits of doing the complete inspection is that you normally discover additional needs and problems and, consequently, additional tasks to recommend.
Some people are afraid that recommending and quoting “add-on tasks” will either make the price too high or make you seem like you’re just trying to sell something extra to make a buck. Others feel that, when they’ve already spent money on repairs, they will be unwilling to spend any more. My experience has shown that this is not true.