--- title: "Build Estimates & Close Sales" slug: "build-estimates-close-sales" updated: 2026-05-11T17:23:39Z published: 2026-05-11T17:23:39Z --- > ## 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 · ESTIMATES & SALES
Build Estimates & Close Sales

Build winning estimates, present options that sell, and convert opportunities into revenue with proposals, memberships, and service agreements.

Jump to:
Build & Present Estimates
Create an estimate for a customer from the office or the field
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

⚠︎ 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.

a. From the field, open the job 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.

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 multiple options increases average ticket size. Always present at least two tiers so the customer can choose based on their budget.

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. Open the estimate you want to send. Click Email at the top of the estimate.

b. Verify the customer's email address. Add a personalized message if needed.

c. Click Send. The customer receives a link to view and approve the estimate online.

⚠︎ Once an estimate reaches "Sent" publish status, it cannot be reverted to Draft. Make sure the estimate is finalized 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 from the office or the field

⚠︎ Always convert from the estimate record so the job inherits the correct line items, pricing, and customer details. Creating a new job separately loses the estimate link.

Office workflow

a. Open the sold estimate, select the sold estimate items and click Book New Job.

b. From the call booking screen, review the pre-filled job details — business unit, job type, and line items carry over from the estimate.

c. Set the appointment window and assign a technician, then click Book to schedule the job.

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

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

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. 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.

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 service agreements

a. Go to the customer record and open the Service Agreements tab. Find the agreement approaching its renewal date.

b. From the agreement dashboard, click Renew Agreements. Review the scope of work, adjust the duration, pricing, or covered equipment if needed.

c. Confirm the renewal. The new agreement period activates, and scheduled maintenance visits are updated automatically.

Add equipment to a service agreement

a. Open the customer's service agreement from the Service Agreements tab.

b. Go to the Equipment section and click Add Equipment. Select existing equipment from the customer's location or add a new unit with the make, model, and serial number.

c. Click Save to update the agreement.

Configure 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.

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

⚠︎ Categories can be restricted to specific Business Units. If a technician can't find an item, check whether the category is assigned to their BU. Categories with "Hide in Mobile" toggled on will not appear in mobile.

Add items to your pricebook

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

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.

Update pricebook items in bulk

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

b. Edit the spreadsheet — update prices, descriptions, categories, or active/inactive status in bulk.

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

⚠︎ QuickBooks Desktop and QuickBooks Online have a 31-character limit on item names. If your export fails, check for item names longer than 31 characters.

Set up dynamic pricing rules

⚠︎ Dynamic Pricing only works with materials linked to services as sub-items. If Sold Hours on a service is set to 0 or blank, the pricing engine will not calculate correctly.

⚠︎ If a customer also has a Client-Specific Pricing rate sheet assigned, Client-Specific Pricing rules override Dynamic Pricing.

a. Go to Pricebook > Pricing Builder > Dynamic Pricing. Click Add Rule.

b. Define the rule, set the Billable Rate (labor), Material Markup (flat, percentage, or gross margin), and Equipment Markup. Optionally add modifiers for after-hours, add-on, or price level adjustments.

c. Choose which pricebook categories the rule applies to. Click Save.

Configure pricing for specific customers

⚠︎ 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.

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

b. Select the customer, location, or project. Configure labor rates, material markups, and discounts for that client's rate sheet.

c. Click Save. When a technician creates an estimate or invoice for this customer, the rate sheet pricing applies automatically.

Set up member-only discounts

a. Go to Settings > Invoicing > Membership Types. Open the membership type you want to configure discounts for.

b. In the Discounts section, set the discount percentage for all services, by business unit, or by pricebook categories and subcategories.

c. Click Save. When a member's job is invoiced, the discount is applied automatically based on their active membership.

Map pricebook items to your general ledger

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

b. Select the correct General Ledger Account and Expense Account from your general ledger chart of accounts.

c. Click Save. Revenue from this item will now post to the correct GL account when invoiced.

⚠︎ GL mapping changes only affect future exports — they are not retroactive. If you fix a mapping error, previously exported invoices will retain the old GL account.

Troubleshoot Estimate & Pricing Issues
Troubleshoot: Pricebook item missing in the mobile apps

a. Go to Pricebook and search for the item. Confirm it is Active — inactive items do not appear in the mobile app.

b. Check the item's Business Unit assignment. Items only appear for technicians working in the assigned business unit.

c. Verify the item is in a visible pricebook category, not marked Hide in Mobile. Have the technician sync the mobile app by tapping to refresh the pricebook.

Troubleshoot: Estimate total doesn't match

a. Open the estimate and review each line item. Check for duplicate items, incorrect quantities, or manual price overrides.

b. Verify the tax settings. Go to Settings > Invoicing > Tax Zones to confirm the correct tax rate is applied to the estimate's business unit and zone.

c. Check for active dynamic pricing rules or membership discounts that may be adjusting the total. Review Pricebook > Pricing Builder > Dynamic Pricing for any rules that apply. Also check whether a Client-Specific Pricing rate sheet is assigned to the estimate — if it is, it overrides Dynamic Pricing.

Troubleshoot: Member discount not applying

⚠︎ If prices were entered manually on the invoice, membership savings will not apply automatically. Dynamic Pricing must calculate the price for membership discounts to take effect.

a. Open the customer record and verify the membership status is Active. Expired or suspended memberships do not trigger discounts.

b. Go to Settings > Invoicing > Membership Types and confirm the discount is configured for the correct item types (all services, by business unit, or by pricebook category).

c. Check that the job's business unit matches the membership type's business unit assignment. Mismatched business units prevent the discount from applying.

Measure the impact
Conversion
Estimate close rate
Track in the Estimates report. A low close rate may signal pricing issues, slow follow-up, or weak presentations.
Reports > All Reports > search "Opportunity & Estimate Follow Up" ↗
Revenue
Average estimate value
Track in the Estimates report. Rising values suggest Good-Better-Best options and upselling are working.
Reports > All Reports > search "Estimates" ↗
Growth
Membership & agreement sales
Track in the Memberships overview and Follow Up > Expiring Memberships. Growing recurring revenue stabilizes cash flow and drives repeat visits.
Follow Up > Expiring Memberships ↗
Accuracy
Pricebook accuracy
Audit your pricebook quarterly. Outdated prices or inactive items lead to estimate errors and lost margin.
Pricebook > Import/Export > Export to review all items ↗