May 15th, 2015 7:39 AM by Eileen Denhard
As most professional painting contractors know, renovations that include a new paint component will result in a remarkable transformation. And when combining a fresh coat of paint with a strong dedication to quality and customer service, it’s likely you’ll almost always satisfy customers. Quality paint jobs deliver unparalleled results and a timeless aesthetic appeal that boosts market value and adds a more polished look to the property. But how do you sell your services when customers are concerned with the cost of a new paint job?
Painting professionals can address cost concerns with customers by highlighting the expenses associated with not painting. Lackluster curb appeal, diminished property value, and deteriorating exterior and interior conditions are the realities of not painting. Additionally, if a property owner plans to sell in the future, it’s important they’re aware of the increased market value their property could have if a professional painter applies high-quality paint to both the exterior and interior of the space. Below, let’s review tips and best practices for effectively emphasizing the cost of not painting.
HIGHLIGHT PROFESSIONAL KNOWLEDGE AND EXPERIENCE
Painting professionals can illustrate the importance of a professional, quality paint job to clients by detailing the steps involved in executing the project. Clarifying the role of the painting contractor, highlighting the company’s or contractor’s expertise and experience, and providing a vast selection of color options for customers to consider will provide a strong foundation for those who are considering a paint renovation. Discussing fundamental best practices like adhesion tests, analysis of the property’s substrate and other prep steps used to create the best end result will give owners a better understanding of the process.
Painting pros can focus on the following points when discussing the importance of a professional conducting the paint job:
Advice on suggested colors Use of the latest tools and technologies for smooth, even applications of paint on most surfaces Emphasis on safe painting practices Proper cleanup and sanitation after project completion I also encourage pros to utilize free tools and industry resources to help uphold best practices and meet market demands. Trade associations, such as the Painting and Decorating Contractors of America and the National Alliance of Professional Painters, should also prove helpful, as many offer training courses and manuals for proper marketing, employee hiring and other information designed to help streamline business operations.
OVERCOME PRICE OBJECTIONS
Painting professionals should underscore their expertise, experience and dedication to excellence to overcome price objections with prospective clients. Clients may object to the cost of high-quality paint, but you can still win them over by demonstrating the ROI of a quality paint job. Create presentations that include paint samples, color swatches and photographs of previously completed projects to show property owners the significant change a fresh coat of paint will make. When potential customers are able to see the results a painting pro has delivered, they’ll often take note of the quality involved and the positive design impact painting can have on a space. Contractors can also discuss the shift in a property’s market value with a paint job. According to statistics, homeowners can expect a 50 percent to 100 percent return on investment from interior and exterior painting.
Service Add-Ons Painting professionals should also emphasize that hiring a professional will eliminate potential hassles involved when customers try to complete the paint project on their own. Pros are able to quickly select the best paint for the job, use the right tools and finish a project efficiently and on time. Selling this pro expertise as an investment that can potentially pay customers handsome returns is an important component all professional painting contractors should be able to communicate.
FAMILIARIZE PROPERTY OWNERS WITH HIGH-QUALITY PAINTS
Painting contractors should outline the disadvantages of not painting by evaluating the current conditions of the property. It’s during the inspection phase where pros can advise on new paint job benefits, including how a fresh coat of high-quality paint on an exterior surface can decrease the risk of weather-related damage. The exterior of homes is the most susceptible to damage, as it endures harsh and inclement weather-conditions. Explain to customers your ability to help offset the costs associated with repairing the exterior of a home by applying paint that is durable and resistant to moisture, stains and dirt. Today’s quality paints employ the latest technologies to safeguard and preserve exterior finishes and high-traffic areas and can even protect against mildew and fading.
Painting interior areas with a fresh coat will also result in a remarkable shift that gives a more attractive, inviting atmosphere. Painting contractors should exemplify the interior transformation that occurs when new paint is applied to any room. Neutral tones create a warm atmosphere, while brighter hues will result in a more vibrant living space. Owners can even use different colors to complement interior furnishings and décor. Additionally, quality interior paints provide excellent stain removal and scuff resistance, which will help prolong the lifespan of the paint job.
To close, paint provides a dual advantage to property owners, accentuating the beauty of the space while boosting the resale value. By emphasizing the cost of not painting, contractors can close a sale much more easily. Pros should focus on the benefits of interior and exterior paint jobs while contrasting the disadvantages that property owners may experience by neglecting to paint over the long term. The longevity, enjoyment impact and aesthetic results of a high-quality paint job are fundamental components pros need to discuss to land a project. Don’t forget to also demonstrate your dedication to excellence by showcasing industry best practices, previous experience and professional credentials.
Blog credited to: PaintMag.com