For most clients, the first step in organising a flooring installation is to visit a showroom.

If the showroom is part of your company's services, then the whole process of preparing a quotation, supplying the products and carrying out the installation will be handled internally.

On the other hand, if the showroom is run by a supply specialist, it's likely that you'll be engaged as a contractor after the client has looked at the various options and decided on the floor covering that suits them best.

When the installer is also a salesperson

In businesses that offer a supply-and-fix service, the flooring installer is sometimes involved with the client right at the outset.

In these instances, you need to be part technical expert and part salesperson.

Keep in mind that clients don't always know exactly what they're looking for, so you may have to help them by recommending various options and providing advice on the pros and cons of each one.

You can do this while you show them a range of samples.

Here are some questions you can ask the client to help collect the details you need to know:

• Are there building specifications or special requirements for the project?
  
  
• What size is the job?
  
  
• What is their preference in materials?
  
  
• Is there a time line?
  
  
• What is the budget?

Meeting the client on-site

Before your company can offer a firm price for the installation, someone will need to visit the jobsite to do a site inspection and measure up.

Again, you may be involved in this process as the installer. One of the most important parts of the site visit is the subfloor assessment. This process is covered in detail in the unit: Inspecting and testing subfloors. But for now, we'll look at the site visit in broad terms.

Before you go out to the site, you should arrange a suitable time with the client so they can be on hand to discuss the specific requirements of the job and talk about any potential problems or arrangements that need to be made.

Make sure you write down all the information that's needed to plan the job and prepare a quotation.

Most companies use a template form with boxes or blank spaces for recording the details. This helps to ensure that you don't forget anything important.

In general, the minimum amount of information you'd need to collect would be:

• date of the site visit
  
  
• name, address and contact details of the customer
  
  
• description of the products to be installed
  
  
• subfloor preparation required
  
  
• sketches or plans showing detailed floor measurements and any special features.

Click on the link below to see a typical example of a site assessment template.

Don't take shortcuts or skip over important points that you think you might be able to remember.

Bear in mind that other people in your company may also need to refer to your notes, and if someone makes a mistake simply because you forgot to write down something critical, you won't be popular with your boss or the customer.