Quoting prices on the phone for detailing a car is extremely RISKY. Once quoted, it's very difficult to re-quote another price.
When you finally see the actual car....OMG! lots of crappy problems, you either hv to swallow it and proceed, or reject the car which means your scheduled day is gone. If you're lucky, the customer would be willing to fork out more. All depends on the type of customer you service.
In a nutshell, JC's area of concern depends on:
1. Your nature of business. Do you service everyone, or only high-end clientele/cars? If you hv to do "normal" cars belonging to non-enthusiasts who knows crap-all about detailing, then you obviously have lots of explanation to do to justify your price.
That's why, I avoid these bread and butter customers.
How do you operate?
If you own a shop, is it a "normal" shop or a high-end looking outfit? This is one of the main determinants of how high you can price your services. If you are a regular mobile detailer or you do it at home, then most non-enthusiasts might not be willing to pay too much unless they are your regular customers and accustomed to your great work.
2. How's your business performance?
If you're doing well, you don't need to act desperate and start slashing your prices. Your feet are well planted on the ground.
If things are not going well, and you're desperate for business, then you'll have to accept all kinds of jobs as long as it helps to put food on the table. In this case, price haggling will be frustrating.
My style is:
No price-discussions on the phone.
We're not selling oranges by the streetside:tongue:
I always meet personally with customer. Ask to see the car first.
Point out the problem areas and explain the steps to "fix" them.
Go on to explain the extensive labour involved. It's like home renovation.
Explain other competitors' prices - as a ballpark/guideline
Give customers a price range. eg: from 350-3000.
Don't go straight to the final price.
I tell the customer, it's like renovating his home.
How EXTENSIVE does he wanna do it??
What does he want it to look like?
How much time does he have?
Does he wanna camouflage the problems, or does he want to ADDRESS the problems? It's a totally different process and price.
Suggest a practical and sensible process.
....And then give him/her a FIRM price.
Do the job to impress.
If the customer cannot meet my budget, I would rather not do his car. Why??? If you try all kinds of shortcuts in order to meet his budget, the results might not impress him, and you'll never know what he'll say about you to his friends. Words will go around....trust me. Ever heard of horror stories about tuners who mess up other people's cars, resprayers who did a "bad job" etc?? Hey, you don't know the full story. How much were these guys paid in the 1st place? But it doesn't matter anymore cos the bad rumours are already flying around about "that guy".
You slogged like crap on that car, get paid a pittance, and you are not even impressed yourself...merely passable:cry1:
Generosity is not Flexibility
Ok, if you really need the business badly, and start giving small discounts or other small "freebies", it might appear harmless. But in the long term, this thing will come back to haunt you. Later, he'll want that same "package", and he might mention your generosity to his friends who want the same. Once you start getting into the habit of small discounts and giving freebies...the consumers will hold back and wait patiently for that "moment" again. And they'll squeeze you again...because they know you're easy to squeeze.
The notice in the zoo always say "Don't Feed The Monkeys".
My standard approach is: I can certainly give you a discount...only when you bring in a 2nd car. The work involved is just too extensive, and I can't go below this level. Be firm. You're the pro. It's your business to make money.
I have used this approach on many potential customers who make inquiries, and they return weeks or months later to me requesting for ANOTHER round of detailing cos their "generous" detailer (cheap job) couldn't give them what they want, or created new problems. I switch on the metal halides, point the new problems to them, explain that I hv even more work to do now.....and then, I unsheath my "ultra sharp pricing knife":happy:
Once their problems are solved, and the car looks stunning, they become my loyal customers and will never haggle price with me ever again.
Lesson learned...the expensive way.
