business coach contractor

You are not alone. In fact, this is one of the most common questions or complaints I see across Facebook, next to, “How do I find good help?”

It’s never about price. ~ Steve

For me, when I hear this, I give it two meanings.

  1. I failed to prequalify them properly. Meaning that A) I know exactly who my target client is and B) that we are the proper level of service they are looking for.
  2. I failed to communicate either enough value to them or I didn’t understand what their highest values were from the beginning.

At the end of every estimate, I ask them this powerful question.

“What does a great painting experience look like to you?”

And then I just sit back and listen to their answer ready with iPad Mini or pen in hand.

Usually they are taken aback because nobody has ever asked this question before; next, they will tell you EXACTLY what is most important to them, not what we think it should be.

When they share this GOLDEN goose with you, WRITE IT DOWN on the scope of work in your proposal.

Repeat it back to them along with your complete painting process, pointing out the experience they can expect from your company.

So, when I hear my price is too high, I take 100% ownership for it. Period. I say to myself, either I did not prequalify them properly or I did not communicate enough value or at least the value they are looking for.

The cool part about taking 100% ownership is that NOW I have the power to change it.

As long as I blame the other guy for being too low or the customers being too cheap, I’m powerless. If it’s a “them” problem, I’m stuck, but when I take complete ownership, I can continue to raise my close ratio and increase my market share.

Here are your 4 next Action Tasks!

  1. Take complete ownership!
  2. Prequalify all of your leads.
  3. Ask them whats most valuable to them, then clearly communicate all of the value you are offering to them. HINT: it’s not about painting. It’s about the EXPERIENCE you provide. 
  4. Join one of the DYB Mastermind Groups now, so you can also build a profitable, systemized, painting company, and then have time and freedom to do what you choose by clicking on this link here: DYB Mastermind Groups

About the Author

As many of you know, my journey has been one of grit, grace, and transformation. At 19, I was a high school dropout, single father, and struggling paint contractor in Michigan. I later moved to Florida, where I faced both personal and professional hardships. With nothing left to lose, I turned to prayer—and was blessed with a relentless hunger to learn. I devoured books, attended seminars, and discovered better ways to streamline and grow my business—even through the Great Recession (and yes, I did hit the wife lottery along the way!). In 2014, I published How To Double Your Business and later sold the painting business, launching a new chapter: coaching others to grow their businesses. For the past 10 years, I’ve dedicated myself to helping business owners scale through the DYB System, while also drawing from frameworks like EOS, Scaling Up, and The Four Disciplines of Execution. Yet something was still missing—something more adaptive, integrated, and complete. Then I found Pinnacle. After months of research and interviews with other Guides, I joined Pinnacle. Their tools and strategies have exceeded every expectation. Now, as a Pinnacle Business Guide, I help leadership teams implement a custom-tailored operating system that draws from the best in the industry—but flexes with your unique business. It’s a dynamic, proven approach to achieve clarity, momentum, and lasting growth. I’m no longer taking on any more 1:1 coaching clients… Instead, I now specialize in working with visionary business owners who are ready to get their leadership teams aligned—around a clear vision, a focused strategy, and an actionable execution plan. With the tools and process I now have as a Pinnacle Business Guide, I help turn alignment into momentum, and momentum into results. If your business is growing—but your leadership team isn’t fully rowing in the same direction—let’s talk.

Jack Jordan - June 11, 2015

Good stuff Steve!

    Steve Burnett - June 13, 2015

    Thank you very much, Jack!

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