About a year and a half ago my wife and I decided it was time to install new countertops. She was excited about the counter-tops, I was excited about the sales process I would have a chance to witness (Because I’m a house painting contractor and It would be my first time hiring someone to come to MY home to give me a quote on something)So, I did my due diligence and invited two contractors over that had good reviews and a good reputation in our area.The first representative came over, on time, with a nice polo and a clipboard in hand. After a short greeting, he bee-lined his way to the kitchen and began taking measurements of the area needing done.He asked if we were wanting the bathroom (near the kitchen) done too, we shrugged and said “maybe” - he offered to take measurements and quote it just in case.He thanked us for our time, informed us we will receive a quote by email, and left.To say I was under-whelmed is an under-statement. I was disappointed. “That’s it?” I said to my wife.Eager to greet the next company, of which I scheduled an hour after the first appointment (I should’ve scheduled it 10 minutes after with how short the first one was!) I patiently waited for the time to come.A text message came in, “Hi Tanner, I apologize, I’m running a little behind. I’ll be there in 30 minutes”Although he was late, I appreciated his consideration to let me know.He arrived as promised and greeted us in the same manner as the other company. Dressed well, professional approach…Nothing out of the ordinary and to be expected thanks to my due diligence.He confidently went into our kitchen and began measuring and making small talk about his company, nothing worth noting.He finished his measurement, thanked us, and informed us he would send a detailed quote by email.The first contractor sent an email over with a detailed quote - $2450The second contractor sent an email over with a detailed quote - $3450By default, I chose the cheaper contractor. NOW…in defense of this, I will say that the experience was poor. I couldn’t get a hold of them, they didn’t update me on installation times and what to expect, however, the techs that came to install did a great job and made up for it…BUT HERE’S MY POINT:Everyday I hear someone say “I don’t understand why people always go with the lower bid”I’M A CONTRACTOR COACH who teaches people how to sell their jobs for MORE than the competition and WIN…and even “I” hired the cheaper guy…WHY??Because, neither of them showcased to me why I should pay MORE for their service.Instead, they both gave me a price - and any logical person would go with the lower price if there’s nothing else left to be compared to. I saw them as one in the same.Is this true? Maybe, maybe not - but I had no other reason to believe the latter.SO, let me briefly describe how one of these individuals could’ve gotten me to pay MORE (Which I 100% would’ve)“Hi, Tanner! Thanks so much for inviting us to give you a quote on your Granite Project! Before we get started, may I ask, what’s the motive? Any particular reason for the change?”“Well, we’re having a baby, and we really want to get all of our renovations out of the way before she comes. My wife is 6 months pregnant, so we’re not wanting to much of a ruckus in the house when she gets closer to the due date.”“Ah, I see. I can completely understand that. First, congratulations. I bet you’re super excited…Well, off the bat, Tanner, I can tell that we need to be very careful here if we’re going to be working while your wife is home. I’m going to try to make this experience as comfortable as possible for the both of you. Mind if I go into brief detail of what you can expect about the entire experience before I take my measurements?”“Absolutely, please…”“Great! So before I do so, have you ever hired a Granite Contractor before?”“Never, I have no clue how it works…”“Haha, no worries. Ok, so first things first, our company staffs employees to do the work. Many other companies use contractors - this isn’t a bad thing, but we’ve found over the years that with employees, we have a little more control of how and when these jobs gets done. Which allows us to communicate effectively with you on start times and checkpoints throughout the process…”“So, what we’ll do, Tanner, is coordinate a good day and time for you, and ensure that we give you a timeline on when we’ll start and finish the project, this way, your wife will be comfortable knowing exactly when she will have the kitchen back in her hands! I’m sure you can appreciate that”“Definitely…that was one of our biggest questions…how long it will take, because we will need our kitchen!”“Yep! So first, we’ll have to figure out what type of stone you want. Have you any clue?”“Not at all..”“No worries, I have a good friend that we work closely with, his name is Dave, he’s at the granite emporium over on 55th street. He’ll show you around the showroom and you guys can pick a stone! Once you pick one, he’ll relay that information to me.”“Once he does that, we’ll fabricate it, and set a date for install”Ok, so here’s where I’m going to stop writing and showcase a few points to close this out.He asked the right questions which allowed himself to give the right answersHe found out what was most important (The comfort of my pregnant wife)He explained the process in great detail to showcase what we could expectHe eased the selection process of the stone by giving me a solution (his friend)He did all of this stuff before even measuring and I’m watering out of the mouth ready to pay this guy money to do the jobHe built TRUST with meThe big question: Would you justify the difference between $2500-$3500 for this guy as opposed to the guy who came in, made a B-line into the kitchen and just measured and left? ABSOLUTELY.I did an entire Podcast episode on this that can be found here! Thanks for reading.AppleSpotify see hubwealthy.com/wealthy
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