How to Find Out How Much Your Customers Are Willing to Pay

It seems like it should be a simple task, but discovering what price point a customer is willing and able to pay often presents challenges. Customers may hesitate because they have no idea what a job might cost or fear getting quoted a higher rate if they share their budget.

Regardless, learning about a customer’s budget early in the quoting process offers
benefits to you and your customer. It . . .

  • creates trust between you and your customer;
  • narrows down the options for you to consider;
  • quickly exposes projects that won’t be a good fit for you;
  • helps the customer pre-buy your proposal; and saves time when designing and estimating the job. Tactful, non-confrontational phrasing and anticipating responses when asking about a budget can help bring a hesitant customer out of his or her  shell: Start with: “I don’t suppose you have a budget set aside for this project?”
    Then tailor your response according to how the customer answers that question:
  • IF THEY RESPOND “YES,” REPLY: “That’s great. Would you be comfortable
    sharing that in round numbers?”
    “That’s OK, it’s not unusual. We get that a lot. When you’ve done something like this in the past, can you share what you may have invested? I want to make sure you’re comfortable with our solution.”
  • IF THEY ANSWER “MAYBE,” REPLY: “No problem, I understand. We actually have a number of solutions for a project like yours that range somewhere between [lower range] and [higher range]. Where might you see this project fitting into that scale?”

By approaching the budget question in a casual, undemanding way, you’ll
put your customer at ease and get the  information you need to move forward.

Our thanks to Todd Burgard of Burgard Design. Todd originally shared these helpful
tips at our February workshop.

Tips for Building Decks that Impress With the arrival of spring, more homeowners start thinking about transforming their outdoor spaces into gathering places for friends and family. No wonder the volume of calls about adding decks begins to climb this time of year! To build a deck that wows your customers, consider these helpful tips from WOLF Home Products™: • If your deckboards are from different lots and the colors vary slightly, stagger the boards to avoid visible color variations. • When in doubt, over-fasten. It’s better than risking the problems that come with poor fastening. Also, pre-drill for all fasteners. For more decking recommendations or questions about installation and maintenance of decking products, feel free to contact us. • Round over the edges of deck boards to minimize the visible gap between them. • To minimize warping and bending, use smaller boards. They are more resistant to these problems than larger boards. • Bug spray and sunscreen can harm the color on PVC decking, so be careful when using these substances. • Use flashing tape on joists to prevent joist rot. Also, crown all joists and plane them as needed to avoid a wavy deck. • Offering two options—instead of only a single choice—adds confidence to your customer’s decision and has been shown to increase sales closings by 35 percent!