--- title: "Build Estimates & Close Sales" slug: "build-estimates-close-sales-1" updated: 2026-05-11T17:49:39Z published: 2026-05-11T17:49:39Z --- > ## 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 · PRICEBOOK & ESTIMATES
Build Estimates & Close Sales

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

Jump to:
Create & Present Estimates
Create an estimate for a customer
Office workflow

a. 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 app.

Field Mobile App workflow

a. Open the job in the mobile app and tap Estimates. 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 to finish creating the estimate.

⚠︎ Items without a category won't appear in mobile. Ensure all pricebook items are assigned to an active category from the office before technicians build estimates.

ServiceTitan Mobile (legacy) workflow

a. 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. 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) 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
Office workflow

a. Open the estimate and click Email Estimate.

b. Adjust the details such as customer contact information or mail message and click Send. 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.

Field Mobile App workflow

a. 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) workflow

a. 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. 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 can choose 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. 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 from the estimate won't be added to this job's invoice and the office will schedule the work on a different job.

Manage Your Pricebook
Organize your pricebook categories

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

b. Assign business units to categories to control which items technicians see in the field based on their trade or team. Use the Hide in Mobile toggle on categories to keep office-only items out of the technician's view.

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.

⚠︎ Items without a category are NOT visible in the mobile app (except materials). Always assign items to at least one category.

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.

Configure pricing for specific customers

a. Go to Pricebook > Pricing Builder > Client Specific Pricing. Create a rate sheet defining labor rates, material and 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.

⚠︎ Client specific pricing is a Time & Material pricing engine (labor hours + materials at negotiated rates), while Dynamic Pricing is flat-rate. Do not assign a client specific pricing rate sheet to a customer who should receive flat-rate dynamic pricing.

Map pricebook items to your general ledger

a. When adding or editing a pricebook item, assign the appropriate General Ledger Account (or Income Account for QuickBooks Desktop).

b. Use bulk edit to assign GL accounts across multiple items at once. This ensures revenue is credited to the correct accounts in your accounting system.

Troubleshoot Estimates & Pricing
Troubleshoot: Pricebook item missing in the mobile apps

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

b. Verify the technician's Business Unit assignment matches the business unit restriction on the pricebook category.

c. If the item still doesn't appear, check that the category is not marked Hide in Mobile.

Troubleshoot: Estimate total doesn't match

a. Check if Dynamic Pricing is enabled for the service items on the estimate. Dynamic pricing calculates from rules and actual costs, not the static pricebook price.

b. Verify whether a Client-Specific Pricing rate sheet is applied. Client specific pricing overrides Dynamic Pricing when active.

c. Review any membership discounts, add-on pricing, or after-hours modifiers that may be affecting the total. Note: after-hours modifiers apply to invoices only, not estimates.

Troubleshoot: Configurable material didn't work

a. The configurable material only triggers on the Estimate screen. If a technician skips straight to the invoice, configurable materials do not work.

b. Ensure the technician builds an Estimate first, then adds the service linked to the configurable material.

⚠︎ Configurable material workflows are not supported on the Invoice page. Technicians must build an Estimate first for it to trigger.

Measure the impact
Revenue
Estimate close rate
A low close rate signals pricing objections, presentation gaps, or techs not following the approved estimate process.
Reports > All Reports > search "Estimates" > filter by Status ↗
Ticket Size
Average estimate value
A declining average may indicate techs underselling options, skipping premium tiers, or not presenting Good/Better/Best.
Reports > All Reports > search "Estimates" > Subtotal column ↗
Follow-Up
Unsold estimate follow-up rate
Low follow-up activity means revenue is being left on the table — most unsold estimates close with one or two touchpoints.
Follow Up > Unsold Estimates ↗
Margin
Estimates sold below threshold
Consistent below-margin sales may indicate discounting habits, parts misquoting, or techs bypassing pricing guidelines.
Settings > Estimates > Sales Margin Control ↗