Building better paint estimates is the foundation for building repeat business. In this article, we share five best practices to make the most out of every job, before the prep and painting even begins.
Paint Estimates Basics
Building an estimate is more than compiling a packet of negotiable numbers. It is the start of a relationship that will flourish or fail.
Every interaction with a client – prospective or current – is a chance to nurture that relationship. It’s easy to forget that the estimate process is a prospect’s first interaction with your business, as well as your first opportunity to impress them with clarity and professionalism.
A poorly-written estimate can generate misaligned expectations, unforeseen obstacles or additional costs that damage your reputation—and your bottom line. Therefore, an estimate that clearly defines costs, offers specifics about the type of work to be done and outlines an easily understood scope will protect the bottom line and potentially lead to additional work.
5 Ways To Build Better Paint Estimates
1. Sweat the details
Make a checklist of common oversights for your estimator to review and be aware of – from site setup to prep work to color.
For example, consider color changes in the write-ups.
Some companies may overlook that the transition from light to dark or dark to light will require a different number of coats. Also, pay special attention to correcting surface imperfections ahead of time to ensure accurate time estimates.
2. Be specific about what is and isn’t covered
That may sound counter-intuitive, but confusion on either end is the root of strained relationships. Clarity keeps it simple.
Small oversights can cost a fortune – in labor and in reputation. The level of preparation and precision involved in estimating needs to be refined over time to eliminate costly oversights. The details not only help manage the expectations of the customer and the team, they also fulfill the brand promise of the organization: quality craftsmanship and superior customer service.
3. Delineate estimates room by room
Bid on jobs room by room and delineate their estimates in terms of hours and gallons of paint. For exterior estimates, walk the perimeter of the house and do the same. The approach of delineating and standardizing the approach to each room of a home helps to maintain precision when figuring in the hourly value of irregularities, such as door and window frames.
4. Move the estimating process forward swiftly
Your initial conversation with a prospective customer should ideally cover timeframe, budget and site-specific considerations – and you should use this conversation to schedule a face-to-face appointment if the initial one was not. Locking an inbound lead into a personal visit initiates the sales cycle before the prospect has time to waver. It also gives you a reason to capture additional information about the lead –and an opportunity to add a personal touch.
Collect the minimum amount of information you need to continue forward in the sales cycle. This could be as little as a name and phone number. An email is great, but engage the client personally as soon as possible. So, a phone number is best.
After the site visit, be sure to turn the estimate around quickly and attentively.
5. Keep it personal
It’s not just an estimate. It’s establishing a relationship with the customer to make them more comfortable.
Always invest time in follow-ups. The additional time and labor invested in providing personal attention generates brand-positive interaction, and it provides an opportunity to shine when the green light is given.
If a repeat client requests an estimate, maintain relationships between your team and repeat customers by sending out the same estimator whenever possible.
Paint Estimates: Bottom line
Turn leads into business and business into repeat business. Repeat customers are the product of a good estimate, which in turn is the product of a good system.
When the client doesn’t realize how much prep went into an estimate, you’re probably on the right track.
Do your best to make a great first impression and then improve at each opportunity to present your brand. Try not just to sell things; build relationships.
So Amigos, do you have any other ideas on how to build better estimates? Share below…
Also, check out Paint Amigo’s contractor book recommendations below (Amazon affiliate links)…
No products found.
P.S. Download my free eBook The Profitable Painter. Click here.
Great tips on preparing a good paint estimate.
Thank you!