Chappy 138 Report post Posted December 12, 2009 Today I checked on an estimate I gave for some paver sealing. besides the fact the customer was having sticker shock, (I hear that a lot) he said his 3 estimates were with in $5 of each other!! Ive been preaching to every sealing contractor I see about how they can get higher prices, and it must be paying off. Now that everyone is pricing properly, I can go undercut everyone.:sinister: Haha! Share this post Link to post Share on other sites
PressurePros 248 Report post Posted December 12, 2009 Jon, homeowners, myself included, never know what things cost. Some sticker shocks I've encountered.. Kitchen remodel $70K+.. New roof, $18K.. Rewiring a house.. $22K.. Entire interior repainting $16K. Things cost what they cost. One goal I try to achieve when selling a service is to upshift that mental number that people may have formulated in their head. If anyone says something about it being so expensive, I ask them what number they had in mind followed by how they came to that assumption. No matter how bizarre or misinformed the answer, empathy is always first and foremost. When someone is blown away by a price (rare), I stop the sale to let them digest. Share this post Link to post Share on other sites
Ron Musgraves 240 Report post Posted December 12, 2009 We have a new strategy on pricing for 2010. We are trying unit pricing even on commercial. Share this post Link to post Share on other sites
HotShot 34 Report post Posted December 12, 2009 (edited) Jon... I think it comes down to good ol' fashion CLOSING when the prices are so similar like that. If a customer were to tell me that, I would say something like "$5? Let's see, this sealer will last you for 5+ years (I'm guessing), so now that you have gotten other quotes like a responsible homeowner, which day works better for you, Tuesday, or Thursday? If they balk at that, then say... That's good that you want to think about it, Mr. Jones, because we are really busy and can't get here until next week so why don't we put you down for Thursday and if anything comes up, give me a call and we'll reschedule". Then, send Thank you cards, coupons, etc... every couple of days reminding them why they went with the best! ;) Edited December 12, 2009 by HotShot Share this post Link to post Share on other sites
John Orr 206 Report post Posted December 12, 2009 Competing against others with essentially the same price as you is where the "intangibles" come in. Professionally dressed (uniform), lettered vehicle, informative website, high ratings on services like Angie's List are what will get you the work - many times even if your price is higher. Share this post Link to post Share on other sites
FullBlast 14 Report post Posted December 12, 2009 Yep. Thats when it boils down to whos the best saleman, and who they like the best!! Share this post Link to post Share on other sites
Chappy 138 Report post Posted December 15, 2009 Actually, I am a pretty good salesman and do well overcoming objections IF THEY GIVE ME them. Lately I have been trying to go over objections before they come up, sticker shock is a tough one. More often than not they just find a cheaper alternative and dont say anything to me about price. Paver sealing prices are all over the board here. I have a new deck competitor that is almost exactly half price. Roof cleaning prices are rediculous! I sell my self, my service and my reputation and if I dont get it because of price, I move on. Your right Full Blast. It is often who they like the best. I try to be that guy. Share this post Link to post Share on other sites
PressurePros 248 Report post Posted December 15, 2009 Jon, follow your train of thought and bring up the sticker shock beforehand. Or flat out ask them.. How do you feel about the price? Share this post Link to post Share on other sites
HotShot 34 Report post Posted December 15, 2009 and... when/if they balk at the price, be sure to break it down to the rediculous and then compare it to something else that is relatible. Kind of like I did with my Burger King ads... the difference between what they were paying and what I would have been was basically a Whopper Meal per day. Share this post Link to post Share on other sites
