"Just a quick note to thank you for helping me get a job. last month I downloaded your free "8 simple steps to close more sales". The day before I had presented an estimate to a customer for a project I was really hoping to get. since I had already met with them I decided to follow step 6.... I just found out today that they have hired us to do the project. I know they spoke with other contractors and I'm certain that I was not the low bid but I still got it."
-K. Howell
It's a question you've probably been hearing a lot more of lately.
How do you handle it? Chances are, when all is said and done, you end up coming down more than you'd like in order to get the job.
Our clients get the same question, but with the tools in the Closing Success System, they have the tools to work out a fair and reasonable price with their customers.
Here's what I advise our clients to do.
First you need to find out how much the customer is looking to get. There's a big difference between coming down $500 on a 20K job and $500 on a 5K job.
Simply ask: "Do you have another estimate that you are comparing us to?"
If the difference is large, ask if the other company detailed all the materials and installation steps they were going to do so the prospect can compare apples to apples. (This is just one of the 14 tools provided to our clients.)
If they didn't get all of the details from the other guy, then they really don't know what they're getting, and the conversation goes something like this:
"In our business a 15% profit is considered excellent - if their price is 20% below mine, then it can't be the same job. Either they're substituting inferior materials or they are leaving out critical steps that may jeopardize the quality and longevity of the job."
You're simply establishing real value and remember, customers don't want the lowest price...they want the best value/price combination.
If you want to know how the tools in the Closing Success System give you the ammunition to clearly demonstrate your real VALUE to a customer call or email us.
It's a question you've probably been hearing a lot more of lately.
How do you handle it?Chances are, when all is said and done, you end up coming down more than you'd like in order to get the job.
Our clients get the same question, but with the tools in the Closing Success System, they have the tools to work out a fair and reasonable price with their customers.
Here's what I advise our clients to do.
First you need to find out how much the customer is looking to get.There's a big difference between coming down $500 on a 20K job and $500 on a 5K job.
Simply ask:"Do you have another estimate that you are comparing us to?"
If the difference is large, ask if the other company detailed all the materials and installation steps they were going to do so the prospect can compare apples to apples.(This is just one of the 14 tools provided to our clients.)
If they didn't get all of the details from the other guy, then they really don't know what they're getting, and the conversation goes something like this:
"In our business a 15% profit is considered excellent - if their price is 20% below mine, then it can't be the same job.Either they're substituting inferior materials or they are leaving out critical steps that may jeopardize the quality and longevity of the job."
You're simply establishing real value and remember, customers don't want the lowest price...they want the best value/price combination.
If you want to know how the tools in the Closing Success System give you the ammunition to clearly demonstrate your real VALUE to a customer call or email us.
It's a question you've probably been hearing a lot more of lately.
How do you handle it?Chances are, when all is said and done, you end up coming down more than you'd like in order to get the job.
Our clients get the same question, but with the tools in the Closing Success System, they have the tools to work out a fair and reasonable price with their customers.
Here's what I advise our clients to do.
First you need to find out how much the customer is looking to get.There's a big difference between coming down $500 on a 20K job and $500 on a 5K job.
Simply ask:"Do you have another estimate that you are comparing us to?"
If the difference is large, ask if the other company detailed all the materials and installation steps they were going to do so the prospect can compare apples to apples.(This is just one of the 14 tools provided to our clients.)
If they didn't get all of the details from the other guy, then they really don't know what they're getting, and the conversation goes something like this:
"In our business a 15% profit is considered excellent - if their price is 20% below mine, then it can't be the same job.Either they're substituting inferior materials or they are leaving out critical steps that may jeopardize the quality and longevity of the job."
You're simply establishing real value and remember, customers don't want the lowest price...they want the best value/price combination.
If you want to know how the tools in the Closing Success System give you the ammunition to clearly demonstrate your real VALUE to a customer call or email us.
