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How I Quote New PCs
I would like to share with you the way that I quote new PCs so that it increases the amount that I sell.
When a client asks for a quote, most computer stores will create a quote that looks like an invoice. It will have the businesses name and address up the top with the computers specifications down the bottom. The specifications would be something like this:
Intel i3 530
GA-H55M-S2H
4GB Kingston DDR3 RAM
500GB Seagate SATA II HDD
etc..$700
The problem is that the average Joe doesn’t know the difference between the Core-2-Duo E7500 that the other PC store quoted and an Intel i3 530 that you are quoting. Is the E7500 better because its a higher number? They usually have no idea.
What is a GA-H55M-S2H? Why do I need it and is it any good? What is DDR3? 500GB sounds good but I dont know how much information that will store.
Many system builders will install an operating system on the computer for the client. However, they often don’t mention it on the quote. Think of it like this, if you were the client and you had a quote for the same computer from two different stores, would you buy the one that said they would install Windows and patch it? or would you buy from that one that doesn’t mention it at all? (even though they actually do install the OS).
Because of all these potential questions my clients may have in their mind, this is how I do my quotes:
Here is the system quote as requested. This is the level of machine I recommend so that you have something you would be happy with and can deal with the work you do for a few years. While I can build cheaper machines, it sacrifices quality.
- Intel i3 530 – Part of the current “i” series of CPUs, while this is not the fastest available it is a huge improvement over your current machines and will be more than enough for your office applications. It also gives you plenty of growing room for the next few years.
- Gigabyte GA-H55M-S2H Motherboard – This is the part that all the other parts sit on. I choose Gigabyte as a brand because I find them to be very reliable.
- 4GB Kingston RAM – RAM is a measurement of how much the computer can do at once. The more RAM, the more programs you can run at once. 4GB should be plenty for your office applications.
- 500gb Seagate Hard Drive – A measurement of how much information you can store on the computer. If you have MP3 music on your computer, 500gb would be able to store around 100,000-120,000 songs depending on the length of each song. Again, 500gb should be plenty for your office applications.
- DVD Burner – Allows you to read and burn DVDs.
- Multicard Reader – Allows you to plug your Cameras memory card straight into the front of the computer, rather than messing with camera cables.
- Windows 7 Professional – The newest Windows operating system which I use on my own machines.
- CoolerMaster Elite Case – Just a nice case of decent build quality. It has USB ports on the front so you wont have to go poking around under the desk to plug something in. It will look similar to this:
Operating system and drivers will be installed. Windows Updates and an Antivirus product will also be installed to help protect the computer from viruses.
Price: $xxxx (box only)
If you want Screen, Keyboard and Mouse:
19″ 943BW Plus LCD Screen
Logitech Wireless MK250 Wireless Keyboard and Mouse SetPrice: Add $xxx
Please let me know what you would like to do. My number is XXXX XXX XXX
– Bryce
I believe it is better to sell features rather than specifications. I also include a picture of what the case will look like because while the client may not know anything about specifications, they do have an opinion on how it looks. Apple computers have known this for years and have make their machines look amazing. I am sure most of you know someone who bought has a Mac knowing very little about its specifications.
I understand that this invoice is fairly wordy and would take a lot of time to write something like this for every quote, but the majority of this can be reused for other system quotes.
I don’t sell the cheapest machines in my area. In fact, I am at least 30% more expensive that my competitors but it doesnt matter. I took the time to make nerdy specifications “real” for my customers and they buy from me because they understand it.
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I love the wording in that box, Bryce! Very easy for the client to understand. I’m going to shoot you a PM, you just gave me a good idea! Look out for it, please-:)
R.
TF76: What doesn’t make sense? People can get new computers without anything being installed on the hard drive and/or the drive not even being formatted. Companies do it all the time…lol
Ohhh….I didn’t even see that. You’re good, TF76…lol
Makes perfect sense. I’ll try that with my next few quotes and see what the response is. I expect it should help a lot.
Bryce, I’m surprised that you do not include some information about your warranty and the level of service/support you’ll provide. Your client might know that but than again they might be fooled by those Dell ads with the lower price and their stated warranty.
Um this makes sense. NOT!
Operating system and drivers will be installed. Windows Updates and an Antivirus installed will also be installed
It must have been late when you were typing this up. To er is human :)
Regards
tf76
tf76
There was a typo, but I have fixed it already. Thanks for that tf76.
Seems like a good idea at first glance, but I can easily see where if you aren’t careful, you could come off as condescending.
Bryce,
Very nice. In sales we call that “selling the sizzle and not the steak”.
One side note. I would also include that the DVD burner also plays and burns CDs. Been my experience they do not know the “backwards compatibility” of the DVD burner.
I guess it depends on your clientèle, what may seem condescending to someone in the know of computers will seem informative to those who refer to their computers as the ‘hard drive box’.
When a customer comes in asking for particular components it could be assumed that they know what they are after, either from research/referrals or from a PC mag’s “our ultimate rig for $xx” guides
when a customer comes in wanting something to get onto facebook a description like that would clear some immediate answers :)
just my $1.35
PCGuyIV, it depends on your clients. You definitely don’t want to use this for the person who came in and told you exactly what they want.
As you said, that would probably sound condescending.
However, most of my clients call the tower or monitor the “hard drive”, so this works great for them.
Thanks for sharing. Good idea outlining each item, along with the details if the customer cares to read them.
Great idea Bryce. I believe anything that can be done to remove the fear factor and help people understand their computers better is a good thing. In the same vein, details of some after sales support would be a great addition also – humans need reassurance!
simple but very effective – some really good points :)
So….where do you stand to make money on this?
If you charge a flat rate for install/support, then low end machines cost as much as finely-tuned gaming machines.
If you charge a percent markup, you may alienate your premium crowd.
What about providing extended support. I think it’s hard for a little guy to offer the same level of replacement warranties as a Dell, if not impossible.
Bryce,
Great idea and leave the purchaser in no doubt you are trying to communicate in their language. I think one of our problems is that we forget many purchasers have no real idea of what is good for them and what is just hype from the sales guy. (e.e. Why do I want i3, i5 or i7 – from the local retail sales guy it is generally because it is the latest, they really do not know) you have outlined in your proposal that for their application i3 will be sufficient.
My only criticism might be maybe you could add a few more options like faster processor and bigger hard drive to increase your incremental sales value for those who know a little more.
Good attention to detail Bryce, I like it. I think the same level of detail should be applied to describing services you perform when doing computer repair (not just for a PC sales quote). I write a lot of information into my invoices, not just to inform the customer, but to keep track of the work that I did on their computers.
That is a good way to quote a price. I get a lot of questions on the differences between computer parts. Also, explaining a few basics on storage, memory, etc makes it much easier for the user to upgrade/downgrade if they want to.
Thank you for sharing your quoting method. I completely agree it is not price that makes most pc buyer happy but the service they get. The old saying “you get what you pay for” is still valid.
cheers
Very nice one Bryce, I hope it is not copyright protected… lol. Btw, normally do you include any warranty?
In general I like it.
Actually, I can see making a couple of versions, depending on customer computer literacy as you estimate from their initial request. One like this for “Grandma” and a less wordy version for technologically literate buyers. I could even see adding a few more options for them to select from, like the “big guys” do on their websites. Things like router, speakers, applications (MS Office), power bar/UPS, External 0.5-1.5 TB USB drive for off-machine backups etc.
For the “Granny” version I would probably add pictures of all the parts. That way granny, or whoever, can say “oh yah, I saw one of those in ???? electronics store for $100/200/400/700”. Sure the average person couldn’t identify a motherboard to save their life, but they will like the pretty pictures…
On the point TF76 made, I would have put a version of this info
<snip}Operating system and drivers will be installed. Windows Updates</snip}
under the Windows section, where it is directly relevant. I would make it clear that all current Windows Updates would be installed.
Then I would add a separate section for "Anti-Virus / Anti-Malware" tools, naming the specific freeware you will be installing. I would include at least Anti-Virus, Anti-spyware, firewall, version/security update (Secunia PSI, SUMo or FileHippo Program UpdateCheck) and cleanup (ie CCleaner). And I would include an "Instruction/Checklist" on how to use them for more thorough "Weekly or Monthly" checkups.
The point that others have made about warranty is a good one. Will you provide 30/60/90/365 day warranty? What specifically will you support and what is not supported (ie self inflicted stuff like DEL *.* /s will not be covered). If you don't specify what is covered, they will expect the same "return for full refund" they see at Walmart etc, and they will call and expect free support every time they think the machine has slowed down, forever!
Thank you very much for this, I just did a build for a couzin. And I forgot to include the OS install price.
This will come in handy in the future for debunking what is what to hardware.
Just tried this yesterday and got the sale. Thanks!
Good attention to detail Bryce, I like it. I think the same level of detail should be applied to describing services you perform when doing computer repair (not just for a PC sales quote). I write a lot of information into my invoices, not just to inform the customer, but to keep track of the work that I did on their computers.
Quoting PC’s is one of my least favourite things to do. Thankfully my offsider loves it.
Bryce, you’ve had a couple of negative comments, but don’t worry about them. My experience of other tech guys is that most are simply inexperienced shysters who think it’s clever to ‘put-down’ those that know what they’re doing. It’s good that you add explanations to your invoices for better customer understanding. I try to be as up-front as possible in an effort to set myself apart from the many conmen that give us tech guys a bad name. If all did, then the industry we choose to work in would be much easier.
Keep up the good work. :)
Bryce – Nice example. I regularly include lots of detail in my invoices as it helps the customer understand the service and serves as a reminder to me if I do future work on the system.
Also wanted to share my approach to pricing. I do not mark up parts but charge for the labor to assemble, test and install a new system (a gaming rig would cost more than a simple desktop due to complexity). Clients like getting parts “at cost” and are more agreeable on labor charges.
Very informative post regarding computer builds. I’ll have to bookmark this one for when I get time to create a template version :) Thanks for this great article Bryce!