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Old 09-09-2010, 04:26 PM   #21
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Quote:
Originally Posted by DarrenSlaughter View Post
It's a tough one, because in painting HO's tend to worry more about the paint than the people applying it, and you don't find that in most trades.

You could be proactive in your approach by letting them know somehow why they shouldn't just consider "any paint" acceptable for their home.
Good point...
Some of us learned years ago that we should create a problem, then proceed to solve it. or at least try to create that sense of urgency.

I used to have a problem with this type of thinking but hey, homeowners do have urgency, that's why they call. They want to have their problem solved, even if it's to simple alleviate their boredom with the color of one room.

So, yes, I believe that differentiation could even be a college course somewhere...
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Old 09-15-2010, 10:45 AM   #22
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This came up with almost every bid we did at the beginning of summer. But - I believe that in our culture, people buy what you are selling.

What worked for us was that we regrouped and remembered that we are not selling a price, we are selling a service. And a quality service at that. We found that when price did come up as an issue, if we were honest with the homeowner about our cost of doing business, it boosted their confidence. We salvaged many sales this way.

Part of our explanation of our cost of doing business is that we pay our guys at least a living wage because we wouldn't feel comfortable sending strangers to your home who are struggling to survive, insurance, logo'd vans so the HO knows who's there, etc.

Next year we will have a sales packet that explains all of that indirectly.
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Old 09-15-2010, 10:54 AM   #23
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That's a great way to put it, just wanna welcome you to PT. It's nice having you here and look forward to more of your posts.

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Old 09-15-2010, 06:56 PM   #24
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I just started a job where i had to go through the same thing with the HO. When I looked at the job she complained about the company that painted the house when it was built ten years ago. The trim was stained with minwax and never had any kind of topcoat. The walls had cheap flat that washed off when she tried to clean up scuffs. This is a high end home in the mountains. Its a vacation home. So once I gave her my price she called back a few days later after getting the other bids. I was significantly higher she said, but they would think about it and call back. The next call was telling me how she didn't see how I cost so much more. (She would not give me any numbers.) So I asked how many coats and what types of products the other guys were using. She said they were not doing as much prep work, using contractor grade materials and applying less coats on walls, cabinets and trim. So I had to explain that was why I cost more. I did end up getting the job to my great surprise. I was to about to give up on this job but in the end they told me if they were going to pay to have the home repainted they wanted it done right. So I am saying all this to say you never know what will happen with homeowners.(sorry that was long)
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