--- title: "Build Estimates & Close Sales" slug: "build-estimates-and-close-sales" updated: 2026-05-11T16:47:48Z published: 2026-05-11T16:47:48Z --- > ## Documentation Index > Fetch the complete documentation index at: https://help.servicetitan.com/llms.txt > Use this file to discover all available pages before exploring further. # Build Estimates & Close Sales
SERVICETITAN · ESTIMATES & SALES
Build Estimates & Close Sales

Present compelling options, close deals on the spot, and keep your pricebook driving consistent, profitable pricing across every job.

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Create & Present Estimates
Create an estimate for a customer from the office or the field
Office workflow

a. From the office, go to Pricebook > Templates > Proposal Templates. Create proposal types (Good, Better, Best) and group estimate templates into each tier.

b. Build each tier with different service levels, materials, or equipment upgrades. Name each option clearly so the customer understands the value difference.

c. Open the customer record or active job. Click Job Actions > Add an Estimate.

d. Add items from your pricebook — services, materials, and equipment. Adjust quantities and pricing as needed.

e. Review the estimate total, add any notes or terms, and click Save.

⚠︎ Estimate templates must be grouped into a Proposal Template to appear in the mobile apps.

Field Mobile App workflow

a. Open the job in the Field Mobile App and tap the Estimates tab (Residential) or Proposals tab (Commercial). Tap Add estimates from template or Add custom estimate.

b. Add services, equipment, and materials from your pricebook. Adjust quantities and add-ons as needed.

c. Enter the estimate name and summary.

ServiceTitan Mobile (legacy field app) workflow

a. From the Legacy Mobile App, tap View Current Job > Estimates > Add Estimate. Select a proposal template or build a custom estimate.

b. Add items from your pricebook. You can add, remove, or replace items to suit the customer's needs and budget.

c. Review the estimate details, add attachments or notes if needed, then tap Done to finish creating the estimate.

Present Good-Better-Best options to customers from the field
Field Mobile App workflow

⚠︎ Offering tiered options increases average ticket size. Customers choose the middle option most often.

a. In the field, open the job and tap Estimates. Present an estimate created from a proposal template to show tiered options to the customer.

b. The customer can review, compare, and select the option that best fits their needs and budget. Member vs. non-member pricing is shown when a membership discount is active.

ServiceTitan Mobile (legacy field app) workflow

a. Open the job from the Dashboard, tap View Current Job > Estimates, and select or build a Good–Better–Best estimate.

b. Tap Present to launch Presentation Mode, where all estimate options are displayed side by side.

c. Walk the customer through each option, explaining the differences in scope, value, and pricing so they can compare and choose what best fits their needs.

Email an estimate to your customer from the office or the field
Office workflow

a. From the estimate, click Email Estimate.

b. Adjust the details such as customer contact information or mail message and click Send. The customer receives a branded email with an Online Estimate link.

c. Customers can review, approve, and sign online. You receive a notification when they view or sign the estimate.

⚠︎ After an estimate reaches "Sent" publish status, it cannot be reverted to Draft. Verify all details before sending.

Field Mobile App workflow

a. From the Field Mobile App, open the estimate and tap Share > Email.

b. Adjust the details such as customer contact information and tap Send Proposal. The customer receives an email with an online estimate link.

c. Customers can review, approve, and sign online. You receive a notification when they view or sign the estimate.

ServiceTitan Mobile (legacy field app) workflow

a. From the ServiceTitan Mobile App, open the job and verify the customer's contact details. Build an estimate and tap PRESENT > E-SIGN.

b. Select the estimate, choose a customer email address (and optionally a mobile number), then tap SEND LINK. The customer receives a link to the Visit Assistant to review and sign.

c. Once signed, tap ESTIMATES > More > Perform Work Now or Perform Work Later.

Convert a sold estimate into a job
Office workflow

a. From the office, go to Follow Up > Sold Estimates. Find the approved estimate you want to convert.

b. Within the estimate click Initiate Booking, then select the task and click Book New Job.

⚠︎ If the estimate is on a project with more than one job, you get the option to book a new job or book the sold estimate items into an existing job.

c. On the Call Booking screen, confirm the job type, appointment window, technician, and business unit, then complete the booking.

Field Mobile App workflow

a. From the Field Mobile App, open the estimate and tap Present Proposal.

b. After the customer chooses an estimate and is ready to sign, tap Accept & Sign Estimate. After they sign, tap Save > Accept Authorization.

c. Select one of the following options: Tap Perform work now > Continue if you're going to complete the work now — this adds the items from the estimate to this job's invoice. Tap Perform work later and then select Continue or Collect Deposit if the work will be completed later — the items won't be added to this job's invoice and the office will schedule the work on a different job.

Memberships & Agreements
Sell a membership to a customer from the office or the field
Office workflow

a. From the customer record, click Sell Membership, or open an existing invoice or estimate and click Add a Task.

b. In the pricebook, search for the membership sale task — identified by the Membership Sale tag — and click to add it. Select the duration and billing frequency if multiple options exist.

c. Confirm the Sold By technician or employee so the sale is credited correctly on reports. Review the member price and savings displayed on the invoice or estimate.

d. Save the invoice or estimate, then collect payment and a credit card on file for recurring billing. Confirm the First Billing Date matches the sale date for new memberships.

⚠︎ Use Sell Membership (not Add Membership) so the Sold By field populates correctly on the Memberships Sold By report.

Field Mobile App workflow

a. From the Field Mobile App, open the active job and tap the Estimates or Invoice tab.

b. Tap Add Items (estimate) or Add > Invoice Item (invoice). In the pricebook, find the membership sale task — identified by the Membership Sale tag — and tap Add. Select the duration and billing frequency if multiple options exist.

c. Present the benefits to the customer. The member price is shown, highlighting the savings. Explain the benefits — discounts on services, priority scheduling, and recurring maintenance visits.

d. Tap Add to Estimate or Add to Invoice to activate the membership. Collect the customer's payment information on the device.

ServiceTitan Mobile (legacy field app) workflow

a. From the ServiceTitan Mobile App, open the active job and tap Estimates or Invoice.

b. Tap Add Items on an estimate or Add Task on an invoice. Find the membership sale task — identified by the Membership Sale tag — and tap to add.

c. Present the benefits to the customer using the estimate presentation view. The member price is shown, highlighting the savings. Explain the discounts on services, priority scheduling, and recurring maintenance visits.

d. Tap Present > E-sign to capture the customer's signature, then tap Perform Work Now or Perform Work Later. Collect the customer's payment information on the device to activate the membership and recurring billing.

Renew a customer's membership

a. When a fixed-duration membership is nearing expiration, add the renewal task to the invoice to extend the membership.

b. When no job is in progress, from the customer record, select the membership and click Renew Membership, choose Membership Renewal Task, and click Create to generate the renewal invoice.

⚠︎ Expired credit cards are the number one cause of passive churn — use the Follow Up > Expiring Credit Cards report to catch them proactively.

Add equipment to a membership from the field
Field Mobile App workflow

a. In the Field Mobile App, open the job and tap the Equipment tab. Tap the equipment, then attach it to the customer's membership.

b. Attached equipment drives recurring service visits and ensures the right maintenance tasks are scheduled automatically.

ServiceTitan Mobile (legacy field app) workflow

a. From the ServiceTitan Mobile App, open the job. In the pricebook, tap the membership name (not the + icon), then tap Select Membership Equipment.

b. For each recurring service, select the installed equipment to be serviced. To add an item not listed, tap Add New, enter the details, and tap Save.

c. Tap Save, then Save again on the Edit details screen. Tap Close and complete the sale. To attach equipment to a membership already on an invoice, tap the membership from the invoice screen and follow the same steps.

Manage Your Pricebook
Organize your pricebook categories

a. Go to Pricebook > Categories. Create categories and subcategories to organize services, materials, and equipment logically.

b. Assign business units to categories to control which items technicians see in the field based on their trade or team.

⚠︎ You cannot deactivate a category that contains active items. You must move or deactivate the items first.

Add items to your pricebook

a. Go to Pricebook and click +Add Service, +Add Material, or +Add Equipment.

b. Enter the code, name, description, and pricing. Attach images, videos, and recommendations to help technicians present items effectively.

⚠︎ Services and equipment are NOT visible in Mobile unless assigned to a category. Items without a category won't appear for technicians.

Update pricebook items in bulk

a. In Pricebook, toggle on Edit Mode. Select the items you want to update using the checkboxes.

b. Click any editable column header to bulk set, increase, or decrease values — prices, sold hours, categories, images, and more.

Set up dynamic pricing rules

a. Go to Pricebook > Pricing Builder > Dynamic Pricing. Create pricing rules with billable rates, material markups, equipment markups, and surcharges.

b. Add modifiers for after-hours, add-on discounts, price levels, and rounding. Assign rules to services in your pricebook.

⚠︎ Dynamic Pricing does not use the Price, Member Price, or Add-On Price fields in your pricebook. It relies on pricing rules and actual costs. Ensure sold hours are set on services — zero or blank sold hours means the pricing engine cannot calculate labor.

⚠︎ After-hours pricing modifiers are reflected on invoices only, not estimates.

Configure pricing for specific customers

a. Go to Pricebook > Pricing Builder > Client Specific Pricing. Create a rate sheet defining labor rates, material/equipment markups, and fees for a specific customer.

b. Assign the rate sheet to a customer, service location, or project. Pricing applies automatically on estimates and invoices without duplicating pricebook items.

⚠︎ When both client specific pricing and dynamic pricing are active on the same customer, client specific pricing completely overrides Dynamic Pricing. If you want flat-rate pricing for a customer, do not assign a client specific pricing rate sheet.

⚠︎ Client specific pricing rate sheets follow from estimate to invoice. If a flat-rate estimate is sold but the customer also has a T&M rate sheet, additional items on the job get marked up. Use CSP Settings by Job Type (Pricebook > Pricing Builder > Client Specific Pricing > Settings) to automatically remove the rate sheet on flat-rate jobs.

Set up member-only discounts

a. Go to Settings > Invoicing > Membership Types. Edit the membership and navigate to Step 1 > Basics > Discount.

b. Choose to apply discounts across All Services, by Business Units, or by Categories. Enter the discount percentages for each.

⚠︎ If both a membership percentage discount and a static member price are set on an item, ServiceTitan applies whichever gives the customer the greater savings ("Best Value" logic).

Troubleshoot Estimates & Pricing
Troubleshoot: Pricebook item missing in the field app

a. Check that the item is Active in the pricebook and assigned to at least one Category. Items without a category won't appear in mobile.

b. Verify the technician's Pricebook Categories assignment in their profile matches the category the item belongs to.

c. If the item still doesn't appear, check business unit restrictions on the pricebook category. The technician's BU must match.

Troubleshoot: Member discount not applying

a. Check the discount settings for the membership type at Settings > Invoicing > Membership Types > Edit > Step 1 > Basics > Discount.

b. If discounts are set by Categories, verify the pricebook item belongs to a category included in the membership's discount settings.

c. Remove the items from the invoice and re-add them after updating the membership discount settings. The discount recalculates on re-add.

⚠︎ If prices are entered manually on the invoice, membership savings won't be applied automatically. Dynamic Pricing must be the calculation source for discounts to apply.

Troubleshoot: Configurable material didn't work

a. Confirm the technician built an Estimate, not added items directly to the Invoice. The configurable material wizard only triggers on the Estimate screen.

b. Verify that a Service was added to the estimate first — configurable material options only appear after a service is present.

c. Check that the pricebook item has Enable Configurable Material turned on and that the item is not also added as a variation to another configurable item.

Measure the impact
Revenue
Estimate close rate
A higher close rate means your techs are presenting options effectively and addressing customer concerns.
Reports > All Reports > search "Estimates" ↗
Ticket Size
Average estimate value
Good-Better-Best proposals typically increase average ticket value by presenting the full scope of available solutions.
Reports > All Reports > search "Estimates" ↗
Memberships
Memberships sold per tech
Membership sales build recurring revenue and increase customer lifetime value.
Reports > All Reports > search "Memberships" ↗
Follow-Up
Unsold estimate follow-up rate
Following up on unsold estimates captures revenue that would otherwise walk away.
Follow Up > Unsold Estimates ↗
Margins
Estimates sold below margin threshold
Margin control ensures techs are not giving away profitability when closing deals.
Settings > Estimates > Sales Margin Control ↗