« Goal setting for the successful painter Part 3 | Home | Price vs. Value Part 2 »
Price vs. Value Part 1
By Terry | August 3, 2009
By Terry Begue
With new home construction in free fall in the 2009 economy, there’s more competition then ever before in the residential repainting industry. Painting contractors that used to depend primarily on new construction are shifting gears, moving into residential repaints to fill the void caused by the slow economy.
In order to compete successfully you may be tempted to lower your prices, but don’t do it! Don’t get caught up in low price wars. Stick to your guns. Instead direct all your attention to what your potential customers really want – value. In a recent survey of what homeowners are looking for when hiring a painting contractor “the lowest price” didn’t even make the top three!
The following is a list of qualities your ideal customers are looking for. The smart money is on reassuring them you and your company are the best to meet their needs.
•#1 Quality – They want to know you’ll do the job right, and you’re using the best products available.
•#2 Honesty – Tell them when you’ll start the job, and when you’ll be finished. Then be sure they know the price you agreed upon is the price they will pay (barring any extras after starting).
•#3 Guarantee – Put it in writing that they will be satisfied with the end result, and the job you did will last for a specified period of time.
•#4 Price – Contractors often expect price to be the number one concern among customers. In reality it ranks behind the other three. The top three, when grouped together can be described in one word – value.
Part 2 coming next Monday…
Terry Begue is the owner of Begue Painting and author of the popular e-book, “The Wealthy House Painter’s Guide to Having it All.” He’s been a successful house painter for 30 years and enjoys helping others start their own successful painting businesses, too. Terry has been published in “Professional Painting Contractor” magazine in spring 2009 for his article “Recession Proof Your Business-Five ways to help your company thrive in a stumbling economy.”
Discover more at: http://www.yourhousepaintingbusiness.com
Topics: Marketing Tips | No Comments »
Comments
« Goal setting for the successful painter Part 3 | Home | Price vs. Value Part 2 »