If I Get a "No", Should I Lower My Price?
Is charging less the answer?
Hey, I am getting a lot of No’s for hardscape jobs for this spring since we started bidding jobs through SynkedUP. What should I do? Should I go back to $55.00 an Hour and make my markup less? Let me know what you think. Or do we just have a lot of people that are just not bidding correctly as I was before SynkedUP? Give me your personal opinion.
Here’s my reply:
But before you go whacking off your price to win the job, let’s look at a couple of things.
The market dictates your “ceiling”.
The issue is usually not the price anyway
We were competing on things other than price:
- Being the easiest to do business with.
- Responding promptly.
- Having the most 5-star reviews.
- Having the most high-quality product.
- Maintaining the best client experience.
- Having the most professional crew.
But to sell to those customers, at double the price of our competitors, we had to do a really good job filtering our leads. There are many many people that want what you do but frankly can’t afford it.
Don’t waste your time
We filtered them out by charging a consultation fee, to make sure they were serious. And we also made them fill out the Project Planner on Tussey’s site, to make sure they understood what things cost.
Once they did those things, we knew they wanted what we sold, and were able to pay for it.
- filtering your leads?
- educating your leads as to what things cost? (Put pricing ranges on your website…)
- connecting to what the customer REALLY wants on the sales call?
- going and quoting jobs for people that will never be able to afford what you do?
CEO and co-founder