Charge What You Need Plus

woodmagman

Charging what you need too and then asking for more then you know. Is it more common then charging what you know and asking for a little less.....why are so many tradesman working hand to mouth for customers who have deep pockets?

Susan Betz

Lorne had two estimates yesterday.

One was for a gentleman in upscale urban Tampa who, along with his neighbor (that's two properties), wants a wall around his property. Lorne took a look at the property and everything the two parties wanted done, did some math, and gave him a verbal estimate. The gentleman said, "That's amazing, you're within a couple hundred dollars of what I thought it would be." (and that was a couple hundred *under*). There's a very good chance we'll get that job.

Then he went to another property in Tampa area to estimate a horse fence. He gave them a verbal estimate, and they said they could get it done for half that price. Lorne told them they couldn't get the materials for half that price, let alone installation. Lorne also told them they should go look at a fence he just completed a couple of miles down the road to see the kind of quality we deliver. They held fast, claiming that they were sure they could get a fence at their price. They'll get a fence alright, but it won't be one of our fences.

So, it's not just about deep pockets. It's also about clients that understand the relationship between cost and value. Somebody will build a cheap fence for the people that didn't understand the difference between a fence that will stand for 30 years and a fence that will stand for 10. But we will (probably) build the wall for the client that understands what he wants and doesn't mind a tradesman making a living, so long as he's getting the quality he wants to buy.

If you're dealing with a customer who wants to grind you, at some point you just walk. Let the hacks and lowballers have them. It is hard right now with this economy, but we're not in business to go broke. As far as deep pockets, I think there is a lot of fear right now, and that's affecting spending in all areas. But I believe the economy is not going into a tailspin and that when the election is over things will start to stabilise and get back on track.

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Fences of Distinction, Ocala, FL
http://www.fencesofdistinction.com