|
Been under bidding or losing money on estimating paint jobs? Hey, who hasn’t been there and done that right? I say, always aim your price at what you KNOW you should be making. Just let the customer know that if you can save them any money, you will. It isn't always about price though. It can also be about the PERCEIVED VALUE they are getting. Whether they think you are right for the job and if they can trust you, etc. Other factors can come into play, but if the prospect wants painting done it is usually for some other reason if they don’t go with you. So don't kill your business based on trying to beat everyone else's prices. That is the fastest way to KILL your business. Don’t get me wrong. There is a ‘ceiling price’ for house painting. If you know what that price is, you can get as close to it as possible. 8 Reasons Why or Why You Won’t Get Every Bid When Estimating Paint Jobs And How To Close The Ratio… 1.) RELATE - When it comes to painting for new people from other countries some may complain about price. But again, it is still perceived value. Their outlook on pricing and labor is not like ours. Unfortunately, I usually don't get much work through them. If only we could relate everything would be cool. Their kids will be easy to relate to because they live here all their lives. 2.) DO-IT-YOURSELFERS - These are folks who want an estimate maybe just to find out what paints or methods you will use, how you will paint it or their husband hurt his arm and they are in a hurry for a Christmas party, etc. They don’t call you back because of your price but rather because they are do-it-yourselfers. These people are NOT your target market but there is no way to sift them out because do-it-yourselfers seem to be living in all neighborhoods these days. 3.) SOMETHING FOR NOTHING – these are people that spent a fortune for a new roof, new doors and windows or sent their kid to college. Now they want painting done but don’t want to pay much for it. Their house’s paint job looks like crap. They view painting as something you don’t have to pay top dollar for. They live in the right neighborhood but are the WRONG prospect and a neighborhood eyesore at that. 4.) BRAG - Years ago when I first started my painting business, I was still a little unsure of myself and easily spooked when it came to quoting a price for estimating a panting job. One day I came across this proverb in the Bible: Proverbs 20:14 KJV: “It is nought, it is nought, saith the buyer; but when he is gone his way, then he boasteth.” You may have already figured it out, but what the buyer is saying is: “It is not worth that much money! I won’t pay it!” But after he buys whatever it was he wanted he goes his way and brags about how much money it set him back to get that treasured item! When I read this a smile came on my face that stretched from ear to ear because it helped me understand some of the PSYCHOLOGY of what makes people buy! 5.) GREED is another selling factor. When given a choice between two prices for a product or service, some people will choose the higher priced item simply because of the human greed factor. It could be two identical pairs of shoes or luggage. Many times, people will choose the higher priced item simply because they value price. 6.) PERFECTION – some people will want you because they sense or hear that your work is excellent. These people are either neurotic or almost neurotic about their stuff. 7.) STATUS - Some prospects may hire a more expensive painting company because they want the bigger company’s professional IMAGE parked out in front of their home for status. The painting crew, the newer white trucks with their company name on the side, etc. 8.) COMPLETION: typical of building contractors. Can you get your part done on time to keep up with each phase of the job? Your price may be closest to the top bidder, yet the contractor won’t go with you if they don’t think you can put out the work on time. The bottom line is that you won’t get every bid or estimate you do but so what. Just like in hockey, the team that makes the most ATTEMPTS to score scores the most. Just do more painting estimates. Keep your prices up to match your expertise and the size of your company. Focus on your MARKETING more than just your price and you will get more work. Lee Cusano has owned and operated his own painting business since the early 1990s here’s how to estimate all your interior and exterior paint jobs accurately and profitably ... http://BidLikeAPro.com
Related Articles -
how to bid paint jobs, how to estimate paint jobs, how to bid painting jobs, how to estimate painting jobs,
| 
