--- title: "Build Estimates & Close Sales" slug: "build-estimates-close-sales-2" updated: 2026-05-11T19:03:42Z published: 2026-05-11T19:03:42Z --- > ## 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

Build professional estimates, present options that win, and close every sale. From pricebook to proposal to signed agreement.

Jump to:
Build & 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.

⚠︎ Proposals and Good-Better-Best is a core feature included in Essentials+ — no Pro SKU required. Estimate templates must be grouped into a Proposal Template to appear in the mobile app.

Field Mobile App workflow

a. Open the job from the Field 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 field app) workflow

a. From ServiceTitan Mobile, 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
Office workflow

a. From the office, 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. 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

⚠︎ Always convert from the estimate record so the job inherits all line items and pricing. Creating a job separately means re-entering everything manually.

⚠︎ When an estimate is sold, invoice items are created automatically from the estimate line items. Unselling an estimate voids those invoice items.

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 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. 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 you're going to leave the job and 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 to be completed on a different job.

Use change orders to revise sold estimates Commercial

a. On a sold estimate or active project, click Create Change Order to revise scope after the original estimate has been approved.

b. Add, remove, or modify line items. The change order tracks the delta between the original estimate and the revised scope.

c. Send the change order for customer approval. Once accepted, the revised totals update the project budget and invoice schedule.

⚠︎ For commercial projects, organize estimates by Cost Codes (e.g., "03-200 Concrete"). This structure is essential for Budget vs. Actuals reporting and AIA billing.

Configure Your Pricebook
Add items to your pricebook

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

b. Enter the item name, code, description, and price. Assign the item to a category for easy searching. Add images or warranty information as needed.

c. Click Save. The item is now available when building estimates.

Update pricebook items in bulk

a. Go to Pricebook > Import/Export and click Export to download your current pricebook as a spreadsheet.

b. Update prices, descriptions, or categories in the spreadsheet.

c. Go to Pricebook > Import/Export, click Import, and upload the updated file.

Organize your pricebook categories

a. Go to Pricebook > Categories. Review your existing category structure.

b. Click Add Category to create new categories and subcategories to organize services, materials, and equipment. Use parent and child categories to organize items by trade, equipment type, or service line.

c. Drag and drop categories to reorder them. A well-organized pricebook helps technicians find items faster in the field.

Configure pricing for specific customers

a. Go to Pricebook > Pricing Builder > Client Specific Pricing. Click Add Rate Sheet.

b. Select the customer or customer group. Define custom markups on materials, labor rates, or flat price overrides for specific pricebook items or categories.

c. Click Save. When building estimates for this customer, the custom pricing applies automatically instead of the standard pricebook rate.

⚠︎ If a customer has both a client specific pricing rate sheet and Dynamic Pricing rules, client specific pricing takes precedence. To use flat-rate pricing for a customer, do not assign a client specific pricing rate sheet. Use client specific pricing Settings by Job Type if you need Time & Materials for some job types and flat-rate for others on the same customer.

Map pricebook items to your general ledger

a. Go to Pricebook and edit the item you want to map.

b. Map the item to the correct Revenue Account and Cost of Goods Sold (COGS) Account from your chart of accounts.

c. Repeat for all items. Proper GL mapping ensures invoiced revenue flows to the right accounts during export to your accounting software.

⚠︎ Fixing GL mappings only corrects future exports. Historical data already exported to your accounting system is not retroactively corrected.

Troubleshoot Estimate & Pricebook Issues
Troubleshoot: Pricebook item missing in the field app

a. Verify the item is Active in the pricebook. Inactive items do not appear in the mobile app.

b. Check the item's Business Unit assignment. Items restricted to a different business unit won't show for technicians in other units.

c. Check if the item is assigned to a Category. Items without a category or with a hidden category may not appear in mobile search.

d. Ask the technician to sync the mobile app by tapping Sync changes and Download pricebook. New or recently updated items may not appear until synced.

Troubleshoot: Estimate total doesn't match

a. Open the estimate and review each line item's quantity, unit price, and any applied discounts. Look for rounding differences or duplicate items.

b. Check if a dynamic pricing rule is adjusting prices. Go to Pricebook > Pricing Rules to see active rules that may affect this estimate.

c. Check if a Client-Specific Pricing rate sheet is assigned to the customer. Client-Specific Pricing overrides Dynamic Pricing and standard pricebook rates.

d. Verify tax settings. Go to Settings > Tax Rates and confirm the correct rate is applied to the customer's location. Tax misconfiguration is a common cause of total mismatches.

Troubleshoot: Configurable material not appearing

a. The configurable material only triggers on the Estimate screen. If a technician skips straight to the Invoice, configurable material does not appear.

b. Ensure the service item has a Configurable Material linked in the pricebook.

c. To fix: build the Estimate first, then convert to the job. Do not add configurable items directly to an invoice.

Measure the impact
Close Rate
Estimate-to-job conversion rate
Track in the Estimates report. A low conversion rate may signal pricing issues, slow follow-up, or missing Good-Better-Best options.
Reports > All Reports > search "Estimates" ↗
Revenue
Average estimate value
Monitor in the Estimates Summary. Rising values indicate effective upselling and well-structured tiered options.
Reports > All Reports > search "Estimates Summary" ↗
Membership
Membership attach rate
Check the Memberships report. A low attach rate means technicians may need coaching on when and how to offer memberships.
Reports > All Reports > search "Memberships" ↗
Unsold
Open estimate aging
Review Follow Up > Estimates. Estimates open longer than 30 days rarely close — prioritize timely follow-up to recover revenue.
Follow Up > Estimates ↗