Won the job at $3,000 more
How one client won a job priced $3,000 above the competition - without bashing anyone
“James”, A sand-and-refinish client
- Sand-and-refinish price
- $9.50/sq ft
- Above the competing quote - and won
- +$3,000
- Busy at roughly double the going rate
- Slammed
Before
Where they started
While others in the market charge $4-5 a square foot for sand and refinish and struggle for work, this client (Jerry calls him James) was charging $9.50 - and was slammed busy.
What changed
What they did with Jerry
- 1
He didn’t justify the price
A homeowner brought in an envelope of quotes; James’ was $3,000 higher. Instead of explaining why his crew is better, he looked at the cheaper quote and said he knew the company - they do excellent work. The customer went with James anyway, and sent more jobs from the same neighborhood.
- 2
Study the customer, not the competition
Jerry’s take: don’t build your pricing around what competitors or “industry standards” charge. Focus on what the customer wants, put your presentation on paper so they can see the difference, and command a good price - which also lets you pay installers well.
“It’s not about the price, it’s about your sales presentation.”
“I think you should study your customer and find out how you can best serve your customer.”
Based on the on-camera interview above. Results are specific to this business and aren’t a guarantee.
More client stories
Other owners, same system
-
$1.6M → $2.5M in one year
How Best Flooring grew from $1.6M to $2.5M in a year - with two salespeople who had never sold flooring
Read the story -
Startup → almost $1M in year one
Mid America Flooring: from installer to almost $1M in its first full year of retail
Read the story -
Doubled prices, closed more
Brevard Tile doubled its shower price - and started closing almost every job
Read the story
Ready to grow?
Want a story like this one?
Grab a free 45-minute strategy call. We’ll pinpoint what’s costing you jobs and lay out exactly how to fix it.