Well said, Sir!
There are two ways to be a leader in business, either being a cost leader, or differentiation. How can you reply and differentiate yourself and get the job?
Excellent, and something similar to my usual response as well. Limiting the scope is a good plan, even though in this case, it's bare bones to begin with. I just flat out tell people I don't negotiate fees. I do make sure to mention that the area I work in is notoriously difficult for the drive by guys and the city is quite strict on what they will accept for permitting, so be sure that what you're getting will work for you.
I have been in this same position and understand needing the work. There is a lot more "low balling" since guys who had good jobs in big companies are now working out of there kitchen's. But here is one more idea that has worked for me:
- DO NOT email, CALL them, make personal contact.
- Tell them about the professional way you work and some of the steps you will be going through to do the job right.
- Tell them that your quote is a "Not to Exceed" price and that some companies will quote one price and then charge more in the end. You do not work this way.
- Explain to them that estimating a survey is not like estimating shingling a roof. The roofer can measure the roof and know exactly what will happen. As a surveyor you are trying to guess how long it will take.
- (going from your quote) Tell them that your hourly rate is $110 per hour and you think you can do this in about 7 hours. Because you want to treat them fairly, you will do their line at your hourly rate and honor the "Not to Exceed" quote.
- Tell them if all goes well, it may only cost them $500 or $600 hundred, but they can be sure it will not go over the $750.
MOST IMPORTANT: Make the conversation relaxed and become their friend. I would even talk to them about what kind of fence they are building and what they think of the weather. When I have this kind of talk with prospective clients they almost always say at the end, "Heck, why don't you just come over and take care of this for me".
In this economy you have to be a little bit salesman.
Scott
Dear Sir/Madame:
I appreciate you giving me the opportunity in lowering my rate to gain your business.
However, my original quotes is based upon my specialized education and my years of experience of a professional land surveyor. It is my duty to protect the public, to the best of my ability, in performing my services in a professional manner.
I am aware that there are other surveyors that will be happy to take your money and provide you with substandard surveys. The question you need to ask yourself is this: "Am I willing to jeopardize my property, or any portion thereof, just to save a few dollars?"
If you would permit me, I would be happy to discuss the entire procedure that is necessary to survey your property, from beginning to end, so will may understand what the task actually requires. Upon the completion of this discussion, you will see that my original quote is justified. Also, this will give you the information you need to make an educated decision.
I look forward in hearing from you.
Thank you all for your suggestions - a lot of good ideas. I wonder if I can work some of this into my proposals, or maybe the cover letter (for my clients to ignore as they search for the price).
I sent her the "Ian Response," which I think is a work of art. This says everything I always wanted to say, but didn't know how. Thanks again, Ian!
I'll let you know if I get an answer. I don't really expect one - homeowners seem to care only about low price, nothing else.
I was thinking that over the last several years, I've occasionally tried to help someone out by giving them a rock bottom price on a small job when I'd done a lot of work on a larger job next door, for example. I have never been hired for any of these jobs. One lady was so outraged by the $400 price I gave her for a lot line staking she called back and berated me on my voice mail for trying to rip her off.
My price? $750, for about 6 to 8 hours of work.
Please send a return email containing your survey order and your contact information (name, address, phone numbers) and I will schedule the survey and give you a delivery date.
Thank you
A Harris
They will or will not contact you.
Don't waste your valuable time being haggled with on your own dime.
😉
:good: :hi5:
> How would you reply to this email:
"GO POUND SAND!"
(Well, maybe not, but it felt good saying that)
Ian, I owe you one!
I am astounded - in a good way!
This email just arrived:
Hi Jeff,
I really liked your email, and we'd like to hire you even though you
are a little more expensive. I'll return the signed proposal shortly.
Thanks,
(my new client)
Thank you all - my pessimism is fading!
Ian, I owe you one!
Great!! Good for you. Maybe you should have asked for more???!!!
I have been approached several times in the past year or so by other professionals (real estate, title, etc) that have asked me: "Do you know your local competitor is beating your prices by nearly half?"
I respond by saying: "I can only control what my professional service is worth, I cannot change what he thinks his is worth."
I usually get a surprised look, then a nodding agreement.
I'm really glad this worked out well!
Once again, we are NOT tradesmen. We are PROFESSIONALS. Isn't great to act like professionals!?
:good:
Ian, I owe you one!
Cool. Congrats. I'm impressed.
I think some people are price-shopping and actually don't care about the product, etc. But there are those that seriously don't know what the work is worth and don't understand it. You can't blame them for wondering why one surveyor wants $500 to do the exact same thing (in their mind) that another surveyor wants $1,000 for.
Ian, I owe you one!
[
Unfortunately, they just want one line staked for a fence. There's not much here to leave out. Maybe one less stake?:-P]
Some excellent advice in this thread dealing with the pricing, but now can we discuss how one can survey one line of a property with confidence that it is relative to all the others?:'(
Ian. I have copied that for future reference.
thanks
Nate