A customer may be ready to request a quote and still not know which service to choose. If the catalog only shows general names and photographs, they will have to ask about the scope, variations, and basic requirements. The sales team will end up recreating the same explanation in every conversation.
For a small or medium-sized business, a useful catalog helps ensure that the first request contains enough context. It does not need to resolve every detail of the project, but it should explain what the business offers and what information makes it possible to evaluate a proposal.
Use a name the customer can recognize
The service name should describe what the person is looking for. Internal terms, operational codes, and overly broad categories may fall short when someone encounters your business for the first time. Accompany the name with a phrase explaining who it is for and what activity it includes.
In a hypothetical example, “Product catalog photography production” provides more context than “Business package.” You can then specify whether it is carried out in a studio, at the customer's facilities, or under another arrangement. The purpose is to make the choice easier without promising a business outcome.
Describe the scope with specific deliverables
Explain what the customer receives, how the service is delivered, and what participation is needed from them. When applicable, describe the delivery format, quantity, duration, service location, and review stages. Include only conditions that your operation can support.
Distinguish what is included from requests that require additional evaluation. If a service depends on materials provided by the customer, access to a location, or approval of content, state this. An important condition that appears only at the end can change the scope and force you to redo the proposal.
Present versions that can be compared
Versions make sense when they represent clear differences: number of deliverables, format, duration, or level of support. Avoid creating options that only change names. The customer needs to identify what they get with each one and what remains the same.
For example, a hypothetical training business could offer an introductory session and a multi-session program. To compare them, it is helpful to explain the topics, duration, format, and expected participation. If the content is adapted after a diagnosis, clarify what information is missing to define the final proposal.
Make relevant restrictions visible
A well-explained restriction helps the customer decide whether the service fits their situation. It may involve geographic coverage, capacity, types of accepted materials, hours, or prerequisites. Include only actual restrictions and make sure they are consistent with what the sales team offers.
It is also helpful to indicate what is subject to validation: availability, technical feasibility, site access, or special features. Avoid publishing universal timelines when they vary by project. If it is not yet possible to commit to a date, explain what review is needed to confirm it.
Request the minimum information needed to prepare the quote
The request should gather information that changes the scope, availability, or conditions of the proposal. Review each item with a simple question: what does the person preparing the quote need it for? If there is no clear answer, it probably can be requested later.
- Servicio y versión de interés, con una opción para quien todavía necesita orientación.
- Cantidad, número de participantes o dimensiones, según el servicio.
- Fecha deseada y flexibilidad, cuando influyan en la disponibilidad.
- Ubicación o modalidad requerida, si modifican la prestación.
- Descripción breve de la necesidad y cualquier condición indispensable.
- Nombre y un medio de contacto adecuado para responder a la solicitud.
Allow the customer to indicate when they do not know a technical detail. Asking for a specification that only your team can determine may prevent a valid request. In these cases, explain what approximate information is useful to begin the evaluation and what will be confirmed later.
Clarify how the price is determined
If you have an authorized and current price, present its conditions clearly. When the amount depends on the scope, explain the variables that will be reviewed. Avoid inventing reference rates or using an entry-level price without the conditions necessary to understand it.
Before publishing, ask someone outside the operation to choose a service and prepare a test request. Observe which terms cause confusion and what information is missing. Adjust the catalog based on these questions and assign someone to review it whenever the offering changes.
Organize your offering with Onix Board
Onix Board lets you manage services, versions, and prices. Bring into your catalog the differences the customer needs to know and make sure each option reflects your current offering. Request a demo and tell us how you present your services and receive quote requests: https://onixboard.com/contact