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 a newly single father of two from MI, he struggled to start over as a paint contractor in FL, going door to door. His situation was so bad, even the IRS had mercy on him.

 Feeling completely hopeless, he remembered the story of King Solomon praying for wisdom. Could it be so easy? 

He felt he had absolutely nothing to lose. So, as a bankrupt, divorced, high school dropout, single father of 2 young kids, now living 1250 miles away from all friends and family, started to pray for wisdom.
 And while he continues to wait for the wisdom to arrive, what did come was an insatiable desire to learn and read books… 
Thanks to God for giving him the burning passion to read books, and attend seminars, (oh and winning the wife lottery) he not only cracks the success code and overcomes the struggle, but also streamlines his painting business in less than 3 years, published a how to book, then sold the company. Now he leads a business coaching company for painting contractors so he can help other businesses, like yours, to do the same. Hear more... http://www.DYBCoach.com/01 Or JoinDYB.com

Jack Jordan - June 11, 2015

Good stuff Steve!

    Steve Burnett - June 13, 2015

    Thank you very much, Jack!

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