The Price Difference Between Quality And Mediocrity Is Just The Cost Of ..... - Contractor Talk - Professional Construction and Remodeling Forum

**Ed the Roofer** · 04-22-2009, 11:35 PM

The Price Difference Between Quality And Mediocrity Is Just The Cost Of A Cup Of Coffee!!!

There I stated a fact between my prices and the medium or low priced hacks.

My pricing really, honest to God, is only the cost of a cup of coffee difference.

On an $18,600.00 quote I was on last week, it was revealed to me that there was another contractor who was bidding the same specs as my proposal, but they were $16,200.00 for their "Bid".

Firstly, I did something that I rarely do when meeting a prospective customer.

I interrupted him and told him that I just really had to get something off my chest that very moment. I told him, straight out, that what he just said really felt like a kick in the gut.

He responded.....What do you mean?

I told him that after doing this for over 25 years, to this day, I still have not seen another proposal that was the exact same as mine and included what I had.

So, we went through the process of truly discussing my written specifications. After we went through the various items that I had included and the other guy either actually did not have them spoken about, or had a lesser quality option discussed, I asked him.....Now, after I have shown you the real difference in the value that I already had built into your project, are the two proposals really the same thing after all?

He stated.....No, I guess they are not. I just didn't realize that the other guy left so many things out or needing further clarification.

At that time, I asked him if my company and the specs that I prepared for him was worth the cost of a cup of coffee for the difference in making the decision?

He says.....Of course your worth the price of a cup of coffee!

Well then, if you look at the differences I am providing, all you are winding up paying more for, is one cup of coffee for me each day for the next few years.

Since I am treating you right by giving you the correct solution for your roofing problems to ensure that they will last, will you treat me the same way and pay for that cup of coffee?

He and his wife both instantly agreed, but I have to wait until Monday when they get back from their Honeymoon and she talks to her father, who is funding the roof job, since he sold the house to them, with that arrangement agreed upon.

Well, do you think they will convince the Father to choose to do things the Right Way?

I do, but I should find out on Monday.

Ed

silvertree · 04-22-2009, 11:52 PM

Ed, for that story I am sending you a bag of WOW! coffee.
Do you have a grinder? And where do you want it sent?

PM me with the address or I'll send it to your business address.
Paul

buildpinnacle · 04-22-2009, 11:56 PM

Quote:

Originally Posted by silvertree

Ed, for that story I am sending you a bag of WOW! coffee.
Do you have a grinder? And where do you want it sent?

PM me with the address or I'll send it to your business address.
Paul

I like coffee....and I roof, too.

**Ed the Roofer** · 04-23-2009, 12:05 AM

Quote:

Originally Posted by silvertree

Ed, for that story I am sending you a bag of WOW! coffee.
Do you have a grinder? And where do you want it sent?

PM me with the address or I'll send it to your business address.
Paul

I sent you a message to your e-mail.

I still haven't gotten around to cleaning out the 500 PM's yet. So, now you have my e-mail address because I got lazy, LOL.

Thanks.

Ed

Handymanservice · 04-23-2009, 01:14 AM

Paul,
I would like a bag too, I will send the money for the coffee and shipping if you are interested. I just have to know what this WOW! coffee is like.
I think I remember reading one of your posts where you mentioned that you roast it yourself, correct?

Sorry Ed, don't mean to hijack.

mikec · 04-23-2009, 05:04 AM

Ed,
Let us know how it plays out.

DavidC · 04-23-2009, 06:10 AM

Excellent close Ed. And congratulations on your 25th.

Good Luck
Dave

Home Services · 04-23-2009, 06:28 AM

Good job Ed. Sometimes you have to hit these people between the eyes to get their attention. Too bad the Father wasn't there to here it from you personally - let us know what the results are...

outlaw · 04-23-2009, 06:32 AM

Coffee is for closers

For sticking to your guns, I'm gonna give you 3 " atta boys"

**genecarp** · 04-23-2009, 06:51 AM

An educated consumer is our best customer. I have always Quoted over the years a complete job, ( a complete correct job). This style of bidding often puts us in the what appears to be higher end of pricing. Stick to your guns, and continue to educate, its all we can do

. G

**Ed the Roofer** · 04-23-2009, 10:42 AM

Quote:

Originally Posted by outlaw

Coffee is for closers

For sticking to your guns, I'm gonna give you 3 " atta boys"

I like that line from the movie. Someday, I am going to have to rent that and watch more than the few snippets that have been posted from YouTube on this site.

If, after all is said and done, the difference in price winds up being too high, I will offer In House Financing, so they can afford the cup of coffee, LOL.

Ed

KitchenSync · 04-23-2009, 12:49 PM

Good for you, Ed! That is presentation at its finest!

**Ed the Roofer** · 04-23-2009, 03:19 PM

Just to fill in the blanks a bit more about this family, so that you don't get the impression that I was meeting with a 20 something year old freshly married couple, read through the following:

The "Kid" is not some young rookie puppy. The husband owns an excavation company and all of the good big heavy equipment backhoes and other such stuff.

It was just the deal that the father had made when they purchased the home from him, because it did need a roof at that time.

The married couple is around the late 30's or low 40's and the husband at first was wondering about using his own laborers to do the tear-off, but we quickly dispersed that notion, when I quoted some average man hour per square of tear-off rates. His laborers are all Union, so their actual wages are around $38.00 per hour, plus the additional burden associated with legitimate payroll. They would not have been doing it as a favor for their boss or as a cash side job, so the rate did not do justice to opting for them to do the work in lieu of a contractor being responsible.

I didn't actually "See" anyone else's proposal, but the husband was acutely aware of what was written in them, so I did not have to have him bring it out for an actual comparison.

State the quantities you will use, where it is going, how it will be applied and what brand or level of quality it is.

By doing so, no one else will, so because yours defines precisely what you are doing, the others just leave that up in the air as innuendo, which you can then immediately knock them out. If it is not written in the contract, it is not part of the contract agreed to.

If the other contractor had intended to use the higher quality material instead of the cheaper, less functional version, wouldn't they have written it in as part of the specifications? Since they did not write it in, Mr. Customer, do you actually think that they will become extra nice after the contract is signed and just throw in the upgrades for free?

Now, do you agree with the specifications we have written down in detail?

Have I provided you enough professionalism with written details and references to ask you if we have earned the right to ask you for your business?

If they answered yes, then the natural conclusion is to ask when we can get started. So, let's get this taken care of and put you on the schedule.....Please sign here so that I can schedule to pick up your permit and get this job under way.

Ed

Darwin · 04-23-2009, 04:15 PM

Quote:

Originally Posted by Ed the Roofer

The Price Difference Between Quality And Mediocrity Is Just The Cost Of A Cup Of Coffee!!!

Firstly, I did something that I rarely do when meeting a prospective customer.

I interrupted him and told him that I just really had to get something off my chest that very moment. I told him, straight out, that what he just said really felt like a kick in the gut.

I told him that after doing this for over 25 years, to this day, I still have not seen another proposal that was the exact same as mine and included what I had...

...Since I am treating you right by giving you the correct solution for your roofing problems to ensure that they will last, will you treat me the same way and pay for that cup of coffee?

Ed

Excellent salesmanship. This has all the right wordings of a true salesman.
Sometimes it takes an extra effort to educate the H/O. They think we are all the same; use the same techniques, etc., but this is the furthest thing from the truth. Just keep a reelin' 'em in with your qualifications and quality.

Good Luck.

outlaw · 04-24-2009, 12:16 PM

Ed,

This is a classic close. Its called "reduced to riduculous".

The key to all good closes is to know when to use them.

kirbymurphy · 04-24-2009, 12:56 PM

That's the difference between just giving a quote and selling yourself to maker the close. If you can't or don't tell them why they should use you over the other guy, price is all that matters to the buyer. Good job!

mikec · 04-30-2009, 07:14 PM

Well? Did dad buy it?

**Ed the Roofer** · 05-01-2009, 01:00 AM

WOW!!!

After such a dry spell, I am 3 for 3 in the past two days and am collecting some very good deposits.

The ones that were getting back from their Honeymoon are going to discuss things and decide together, when they are both home, who they want to choose.

I spoke with the wife yesterday and she told me that she really liked what I was going to be doing for their project and also that her husband really liked the way I presented the options and conducted myself.

Also, remember that her Father is paying for this job.....Well, she told me that he told them to choose whichever contractor that they want.

The decision for that one is now requested for me to come back out to their home on Monday.

Also, met a married Doctor Couple this afternoon and the wife told me that I screwed it up for the other two companies she was waiting to hear back from. She said I set the bar so high, that they will fall out of the running when compared to my proposal.

For that one, I was at just under $19,000.00 and another guy was just under $14,000.00

At first, she said that she was going to call those other two companies to see if they were still interested in taking a look at her roof job, but then, with a little suggestive questioning on my part, she said, "NO, I am only going to give them until Saturday now." That was after I asked her if their lack of response so far made her comfortable with waiting any longer for them, he-he!

But, she told me when she showed me his estimate, that she specifically did NOT ask for people to be the Lowest Bidder.

Which brings me to my getting "Busted" by her with one of my typical lines.....

I'll start a new thread and keep you in suspense, LOL.....

Ed