Some objection handling skills need to be in play here, as you CAN get this job but you don't want to drop the price so you need to be thinking of saying things like:-
- I can drop my price a little but I always use a slightly better adhesive than the one required so I'd have to get a cheaper adhesive to better that price as my labour isn't a large part of it to be honest. Wouldn't you prefer to keep the better adhesive Mr Jones?
- Remember I quoted to add that boxing in and include the door strips and the re-hanging of the unit (or whatever)
If he answers Yes - keep the adhesive and the price
If no - go and save yourself every penny you can on the job and reduce his price.
I'd try and dumb down on these types of customers from the start by saying to them "My tiling and gear I use is a league above the gang who fight for business based on price alone, my quality speaks for it's self and that's why my word of mouth customers pass my name around and they wouldn't get a different price. So generally you may find a cheaper tiler but you certainly wont find a competitive priced tiler who has the reputation I do. Then give them a price and say I can round it down a little for you and perhaps save you some cash on your tiles too.... have you picked those yet?
You're trying to tie them in ith you by getting them the tiles and mentioning discount and you've also just discounted their quote and you've stated you're not going to fight over prices as you can use cheaper adhesive and not follow all the
rules to be quicker but you're not going to.
Then see if they ask for more discount.... they'll feel like right plonkers when you reply, come on, do you want your work done the right way by a good tiler or are you just on a mission to find the cheapest quote?
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To add to this. It's nice to be bold about refusing work but really EVERY customer extra on the books can bring more customers in the future if not just their work alone.
So ALWAYS try to work something out with them, try to think of ways to dumb down on getting asked in the first place and better ways of handling the question IF they do ask.
Your quote £300
They say do it for £250 and I'll give you the job
You say I'm glad you want me to do the job and we will sort something out pricewise if you think the price is too high, when do you want me to start? And try and see if they are just looking for the cheapest before refusing them.
If they say Monday you consider explaining where they can save a few quid labour and materials wise and cross your fingers.
If they say well will you? Will you do it for less or just talk about it?
Then consider exlaining where they can save a few quid and if you're busy tell them you're not the cheapest around and you're not prepared to use lesser quality adhesive and grouts than what you're used to and tell them try the yellow pages to find the cheapest if that's what they want.
