There is a lot more that goes into bidding paint jobs then coming up with a price…
It’s a fact that only about 5% of home owners shop price exclusively and in most cases these are the worst kinds of customers. They seem to complain the most and be the hardest to satisfy.
So why is it that the majority of painters in the field fight to underbid each other to get this work? It’s lack of knowledge.
Don’t get me wrong, coming up with the price is important but not as important as making an emotional connection with the home owner.
Listen, regardless of the price, no one wants to buy a paint job. No one wants to spend money on having painting done…
What people want is the feeling the new color will give them. They want the feeling of pride, the felling of peace and serenity and they want to work with someone they know, like and trust.
Home owners want someone who understands what they are looking for and who can help them make their vision come to life.
If you go into an estimate thinking price is the only factor the home owner will consider you already lost! You may indeed land the job but chances are it will be for significantly less than what you could have made if you would have spent more time connecting and building the relationship.
Let me illustrate my point.
I am what you might call a fishing junky… seriously any time I can get on the water - I’m there! I don’t care if it’s Bluegill, Bass, Bone fish or Tarpon, count me in!
Anyway, I’m always on the look out when I’m doing an estimate for anything remotely associated with fishing or being on the water… A picture, a boat in the driveway, knick-knacks, anything I can use to make that emotional connection.
If there is nothing around that relates to my interests I will draw from interests of friends and family. For example I don’t know much about knitting, but my grandma loves that hobby.
I would say something like, “Wow, did you knit that throw blanket yourself?” which starts the conversation… Next, I would tell them about how “my grandma believed in me and encouraged me to start my own painting business and the lessons she taught me about putting the customers first!”
See how powerful this simple “emotional connection” strategy is?
Far too often painters are in too much of a hurry to get in and out that they skip the most important part of the process!
Remember, home owners would rather do business with someone they know, like and trust so do your best to be that person.
I agree wholeheartedly with your observations regarding the value of the emotional connection i.e. personality connection
Most recently, I enjoyed such success where there was a genuinely common thred between the client’s interests and mine from a previous career. I belive that as a result of that connection (and the quality of my work) I’ve had two additional jobs from the same client.
It works for sure. Price is NOT the only way to win!
Cheers
NOT BIDDING RIGHT HAS A TERRIBLE OUTCOME. IAGREED WITH YOU THAT WHAT MOST CUSTOMER LOOK AT IS THE GOOD SERVICE NOT NECCESSARILY THE COST.