“People always go for the lowest price” is a comment I hear too often in the building trade. Is this true or just the perception of some builders? What do the facts say?
In the BRANZ New House Owners Satisfaction Survey of 2013 the factors that lead someone choosing one builder over another were researched. Lowest price was ranked #5.
“They were lying” would be the response from the “people always go for the lowest price” builders. I can’t guarantee that they weren’t lying, but the facts just don’t support that stance. These results were for new builds, however I would suspect that the results for renovation projects would be similar.
So, what are you doing in your marketing and sales processes to make sure prospective customers understand your quality/reputation level, your price certainty, your timeliness of competition and your previous projects BEFORE you start to look at the price question?
For help to enhance your marketing and sales processes, drop an email and we can go through an audit of what you are doing and where some improvements can be made. Email me HERE.
Andy – The Trades Coach. My website HERE