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Well what did you expect?
1/2 Million dollar house sitting on 1 acre of mountain top in need of a full survey and line stake so they can then spend an additional $10k (most likely more) for a fence and she is shocked at a $2k estimate for the survey. Her fancy subdivision requires a certain type of fence and it has to be surveyed and staked and submitted for review and approval from the H.O.A..
Me: “Well ma’am, what did you expect to pay”?
Woman: “It’s been a long time since I had to have a survey but I was thinking maybe $300 or so”.
Me: “Really……hmmmm….curious just how long it has been”?
Woman: Well my first husband died in 19 and 87 and he handled all that but we didn’t pay more than $250 for our lot in town.
Me: “Hmmmm…..well if I can help let me know, have a good day”.
It is a constant source of amazement for me that these people will spend anywhere from $5k to $20k for a fence to contain their blasted dogs and balk at the cost of a survey. They will drop any amount of money for a dog & put more value on that mutt that they do anything else.
I am still of the opinion that people have lost their minds.
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9 Replies
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I’m not a business owner, but I suspect she has no idea of what goes into a survey. Of course, she’s influenced by what her first husband payed for the lot in town to be surveyed. Why not offer her a breakdown of what your services include? When I go in to get an estimate on a car repair, they normally give me a list of items that go into the cost. It makes the shock of the estimate more tolerable.
MH -
Why even ask what they expected to pay? Have they ever had a sudden change of heart and decide to hire you? I have not been on this end of the business yet but I think I’d be inclined to just walk away. Also, when you’re on the phone with these people do you ever say something like “There’s a good chance this might cost 2K+…” to save yourself a trip out there for nothing?
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It has been my practice to be insufferably polite and
as far as the breakdown in costs goes, if I get to the
point of actually preparing a written estimate I
provide a detailed scope. This was a fishing
expedition with more than a fair amount of abject
ignorance. -
Why ask what they expected to pay? Why not! I have always done that and always will……if I am afforded the opportunity during the discussion. Of course it cannot be forced but I often find the chance to ask.
Have they ever hired me? Some have, provided they don’t have any previous experiences that can bias their decision.
BSTRAND, I do not visit many sites before a estimate. I always give them some idea of the likely cost…………Isn’t that just basic procedures?
I mean good lord nowhere in my rant did I mention that I took a trip to the site. I would go broke if I did that.
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Percieved value… consumers can see the fence, can’t see what goes into a survey.
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I think it’s reasonalbe to ask what their expectation is. Gives you a sense of what potential customers are thinking and perhaps give an indication of the level of education you’ll need to give them on what they get for the price.
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I had an older gentleman who wanted half of a 5 acre lot he’d bought in 1973 split in half during my first summer in business back in 2005. I worked up an estimate for him an called him, leaving a message on his answering machine. He called back and wanted to meet on site and since the site was 2 miles away on my way home I told him I’d meet him to discuss what he wanted done. When I got there he started right off with “how can you justify that cost for a 2.5 acre tract” which kind of caught me off guard, I thought if we were meeting after I had given him my price we had the job and were just hammering out the details. He told me he’d only paid $750 to have it surveyed the first time. I stood there listening to his b.s. for a few minutes before shushing him to ask a question. He’d already said he just retired and was selling the 2.5 acres so he didn’t have to mow it, so I asked him “You said you just retired right? Were you making the same in 73 as when you quit in 2004?” He stared at me a few seconds before saying he guessed I was right, everything goes up over time and hired me to perform the work.
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I actually had the same situation a long time ago. Held firm on my price and the property owner kept calling every couple weeks to see how to lower the price. I finally gave up, and adjusted my price up $8,000. “WHAT The heck!!!! ?” I asked him how much he would sue me for if I was wrong…… The cost of his fence. I didn’t get the job and glad for it. I almost asked what he did for a living, and that I’d like his services for for 10 cents on the dollar.
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I think this post theme clearly follows the 20/80 rule, which holds true regardless of what professional services being offering whereby 20% of your clients or prospects are going to account for 80% of your wasted time and headaches. The key being to qualify and identify that 20% and pass them on to your competition.
Willy
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