Introduction
You see it on almost every job: small improvements the client would love if you just put them on the table clearly. Optional extras are how you turn those quick wins into margin without bloating the main scope. In this guide, we’ll cover how to pick the right extras, price them safely, present them so clients decide fast, and deliver smoothly once they say yes. You’ll get field-tested moves you can put to work today, plus a simple way to capture and send options straight from site with Donizo.
Table of Contents
Key Takeaways
- In general, offering a small set of relevant options can lift average order value by ten to twenty percent without extending the base timeline.
- Many contractors find decisions land faster (often within 24–48 hours) when options include a clear photo, one-line benefit, and fixed price.
- Standardising 6–10 reusable option templates commonly saves 2–3 hours per week in office time.
- Keeping options to three to five per proposal is a practical ceiling; commonly, approval rates drop when you present more than five.
Choose Options That Add Real Value
1. Start With Problems You Already See
- Problem: Extras feel salesy when they’re random.
- Solution: Offer options tied to visible issues you’ve already flagged (worn sealant lines, tired exterior lights, loose handrail, old isolation valves). Use your site photos to anchor the benefit.
- Example: “Replace perished bath silicone to prevent leaks” with a current photo and a short note on water ingress risk.
2. Keep It Relevant And Limited
- Problem: Too many choices stalls decisions.
- Solution: Curate three to five options that actually suit the client’s home and budget. Skip the rest.
- Example: On a boiler swap, offer “smart thermostat setup”, “magnetic filter install”, “flush and inhibitor”, not a dozen unrelated upgrades. Commonly, approval rates dip once you push past five options.
3. Bundle Micro-Tasks That Kill Callbacks
- Problem: Little snags create extra trips and idle time.
- Solution: Build a “micro-maintenance” bundle that fits the same visit: adjust doors, replace two faulty TRVs, fit doorstops, swap a leaking trap washer. In general, bundling like this avoids one extra visit and saves 30–60 minutes per job.
- Example: “Quick Home Tune-Up Pack: up to 45 minutes of minor fixes we’ve listed, completed while we’re on site.”
Price And Protect Your Margin
4. Use Tiered Options With Clear Assumptions
- Problem: Single-price offers can feel take-it-or-leave-it.
- Solution: Where it makes sense, give a basic and a premium option with a one-line assumption for each.
- Example: “Extractor fan replacement – Standard (like-for-like, no new core) vs Premium (higher output, new core drill). In general, contractors see a noticeable uptick in acceptances when clients can choose a tier that fits their budget and noise/performance expectations.”
5. Separate Labour, Materials, And Access Factors
- Problem: Hidden access time erodes margin.
- Solution: Price the option for the work itself and list any access allowances separately (tower, parking, out-of-hours). If access changes, your price can move transparently.
- Example: “Exterior light swap – price assumes safe ladder access from drive. Additional equipment/parking permits priced if required.”
6. Time-Box Your Offer And Your Time On Site
- Problem: Open-ended options linger and disrupt schedules.
- Solution: Add a validity date and an on-site time allowance per option.
- Example: “Valid for 14 days. Includes up to 60 minutes on site; additional time by agreement.” Many contractors find this keeps decisions tight and protects diaries.
Make The Scope Bulletproof
7. Define Inclusions, Exclusions, And Dependencies
- Problem: Extras turn into mini-projects if boundaries are vague.
- Solution: Add a short bullet list. What’s included, what’s not, and what must be in place (power off, cleared access, owner-supplied colours, etc.).
- Example: “Tap swap includes isolation, swap, and silicone. Excludes carpentry to modify units. Requires working isolation valves.”
8. Note Lead Times And Site Constraints
- Problem: Material delays or restrictions blow up your plan.
- Solution: State if the option depends on stock, supplier lead times, or weather windows. It sets realistic expectations and avoids friction.
- Example: “Lead time 5–7 working days from acceptance. Exterior sealants require a dry window above 5°C.” It’s common for homeowners to appreciate this clarity and commit sooner.
Present Options So Clients Say Yes
9. Use Photos And Plain Language Benefits
- Problem: Technical jargon hides the value.
- Solution: One photo, one-line benefit, one clear price. Keep it punchy.
- Example: “Fit magnetic filter – protects new boiler from sludge, extends component life.” Many contractors report faster replies when visuals are included; decisions often land within 24–48 hours when the value is obvious.
10. Put Options Near The Top With A Next Step
- Problem: Options buried at the end get ignored.
- Solution: Give options a dedicated section near the proposal summary with a simple accept button or instruction.
- Example: With Donizo, add options during your site visit using voice, text, and photos, then send a branded PDF with client portal access and e-signature. Clients can accept the base scope and any options digitally, reducing back-and-forth. Contractors often report that clear, signable options cut follow-up emails roughly in half.
| Option Type | When To Use | Risk Level |
|---|
| Preventative (filters, sealants, valves) | Protects new work and warranties | Low |
| Convenience (smart controls, dimmers) | Enhances usability and comfort | Low–Medium |
| Aesthetic (feature lighting, trims) | Visible upgrade add-ons | Low–Medium |
| Structural/Hidden (venting reroute) | Only if surveyed and scoped tightly | Medium–High |
Deliver Smoothly After Acceptance
11. Convert, Schedule, And Confirm On-Site Details
- Problem: Options get accepted but lost in admin.
- Solution: Move from “yes” to invoicing cleanly. In Donizo, accepted proposals convert to invoices in one click. On the Ascension plan, you can use invoicing and payment tracking to keep a clear eye on what’s due and what’s paid. On Autopilot, use advanced templates and the margin estimator to price options consistently before you even send them; multi-language support helps when clients prefer non-English documents.
- Example: “Client accepted ‘magnetic filter’ and ‘thermostat setup’. Converted to invoice, deposit recorded, and the team brief includes the exact option notes—no retyping, no missed details.” In general, small teams save 2–3 hours a week when option language is templated and admin is streamlined.
Frequently Asked Questions
How Many Options Should I Include?
Three to five relevant options is a practical sweet spot. Commonly, approval rates drop when you offer more than five because decision fatigue kicks in. Prioritise options that protect new work or solve problems you’ve already documented on site.
Only if the option piggybacks genuine saved time (same access, same setup). If you discount, note why: “Price reflects same-visit install.” Avoid blanket discounts that undermine perceived value.
How Do I Handle Extras Accepted After Work Starts?
Use a validity window and note scheduling impact in the option. If accepted later, confirm the new date and any access changes before proceeding. With Donizo e-signatures, late approvals are still clear and binding.
Do I Need Separate Terms For Options?
Keep options under the same proposal and terms but list inclusions, exclusions, time allowances, and lead times per option. That keeps acceptance clean while protecting your margin.
What If Stock Or Weather Delays An Option?
State dependencies upfront (e.g., “subject to supplier stock” or “dry weather above 5°C”). If conditions change, issue a quick update with the revised date so expectations remain aligned.
Conclusion
Optional extras aren’t about upselling for the sake of it—they’re about solving problems you can fix while you’re already there, with clear scope and fair pricing. Keep choices tight, write crystal-clear assumptions, and make acceptance effortless. Capture options on site by talking through what you see, add a photo, and send the proposal with e-sign in minutes using Donizo. When the client accepts, convert to invoice in one click and keep your week moving.
