Start With the Conversation, Not the Tool
The proposal isn't the first step—it's the documentation of a conversation you've already had. By the time you open Airship, you should have already:
Introduced yourself and the company. Homeowners need to know who you are and that you represent a company they can trust before they're ready to hear recommendations.
Diagnosed the issue or confirmed the scope. Whether it's a repair or replacement, walk them through what you found. Show them the problem when possible. Use photos. Point things out. Make it real.
Explained what needs to be done. In plain language, tell them what's wrong and why it matters. Skip the jargon unless they ask for details.
Aligned on their goals. Are they trying to fix an immediate problem or invest in long-term comfort? What's driving the decision—budget, reliability, energy costs, comfort? Understanding this shapes everything that comes next.
Once these expectations are set, Airship becomes the visual tool that brings the conversation together. It organizes what you've discussed into something clear, professional, and easy to review.
Understanding What Matters: The Home Experience Survey
Before you finalize the proposal, Airship may prompt you to complete a Home Experience Survey with the homeowner. This isn't busywork—it's a structured way to understand what the homeowner actually experiences in their home and what they want it to feel like after the work is done.
The survey focuses on real-life concerns that go beyond equipment specs:
Do they or their family members have allergies or air quality concerns?
Are there young children or pets in the home?
Do some rooms feel too hot or too cold compared to others?
Are energy bills higher than they'd like?
Is the system too loud?
What does "comfortable" actually mean to them?
Each question pairs their current experience with what they want in the future. This helps you recommend a system that supports how they actually live, not just what technically works. It also shows the homeowner that you're thinking about their life, not just their equipment.
Take a few minutes to walk through this survey together. The answers will guide which options you present and how you explain them.
Building the Proposal in Airship
Step 1: Open the Job
From your tablet or device, open Airship and select the active job that's been synced from ServiceTitan. Confirm the customer name, address, and job details are correct. Everything you build in the proposal stays connected to this job, which keeps your reporting clean and makes follow-up easier.
Step 2: Add the Core Solution First
Start with the main repair or replacement option—the one that solves the problem you've diagnosed. This is your baseline recommendation.
Keep the description clear and written for the homeowner, not other technicians. Avoid technical language unless it directly adds value to their understanding. Let the structure and visuals do the heavy lifting.
This establishes what "fixing the problem" looks like before you introduce alternatives.
Step 3: Present Options That Create Choice, Not Confusion
Strong proposals give homeowners options, but not so many that they feel overwhelmed or pressured. In Airship, present 3-4 options that represent a real range of solutions:
A straightforward option that solves the problem
A mid-tier option that adds value or longevity
A premium option that maximizes comfort, efficiency, or performance
Potentially a budget-conscious repair option if replacement isn't urgent
Each option should feel reasonable and thoughtfully built—not like filler. Keep pricing differences intentional and easy to understand. The goal is to help them choose what fits their situation, not to upsell them into something they don't need.
Step 4: Show Discounts, Rebates, and Member Pricing Clearly
Transparency builds trust. If discounts, rebates, or member pricing apply, make them visible in the proposal so the homeowner sees the value they're receiving.
Airship displays savings directly in the proposal—there's no guesswork about what they're actually paying. If rebates require paperwork or have conditions, mention that during your conversation so there are no surprises later.
Step 5: Add Upgrades When They're Relevant
Upgrades should support the solution, not clutter the proposal. Airship allows you to add upgrades based on the service type, trade, or specific homeowner needs identified in your conversation or the Home Experience Survey.
Add upgrades after the core solution is clear, and explain why each one matters—not just what it is. For example, "This air purifier handles pet dander and allergens, which you mentioned was a concern" is more meaningful than "Upgraded filtration system."
Keep the list focused. Less is more.
Step 6: Review the Proposal Together
Never just hand over the tablet and walk away. Walk the homeowner through the proposal:
Recap the problem you found
Show them the recommended solution and explain why it makes sense
Walk through the other options and what makes each one different
Point out the pricing and any savings that apply
Answer their questions
Pause often. Let them process. Airship is designed to support a conversation, not replace one. Your job is to guide them, and the proposal is the visual reference that keeps everything organized.
Step 7: Decide Next Steps Together
Once you've reviewed the proposal, the homeowner has a few options:
Sign on the spot. If they're ready, walk them through the digital signature process. It takes less than a minute and starts the job immediately.
Take time to review. If they need to discuss with a spouse, check their budget, or just think it over, that's normal. Send the proposal to their email so they can review it on their own time. Let them know you're available for questions and set a time to follow up.
Request changes. If they want to adjust an option, remove an upgrade, or ask about different pricing, you can revise the proposal and send an updated version.
The key is to be clear about what happens next so they're not left wondering.
What Makes a Proposal Effective
An effective Airship proposal is:
Clear, not cluttered. The homeowner should be able to understand their options without needing a technical background.
Consistent with your brand. It looks professional and reflects the quality of your company.
Focused on solutions, not line items. They're buying comfort, reliability, or peace of mind—not a list of parts.
Easy to explain. If the homeowner can't describe their choice to their spouse later, the proposal wasn't clear enough.
Presented confidently, not rushed. When you're comfortable with the proposal, the homeowner feels it.
You know it's working when they're asking "which one should I choose?" instead of "why does this cost so much?"
Let Airship Do What It Does Best
Your job is to diagnose, educate, and recommend. Airship's job is to organize the information, present it professionally, and make it easy for the homeowner to say yes.
When those two things work together—your expertise and Airship's structure—the proposal doesn't feel like a sales tool. It feels like professional guidance. And that's when results follow.