Should You Give a Ballpark Estimate for Concrete Coating Jobs?
Should You Give a Ballpark Estimate for Concrete Coating Jobs?
Concrete coating business owners often face the tricky question from potential customers: “Can I just get a ballpark estimate?” It’s a simple question, but how you respond can make or break the sale. Many salespeople make the mistake of giving a quick, rough estimate, but this often leads to losing the prospect to a competitor.
In this blog, we’ll cover why giving a ballpark estimate too quickly can hurt your business, and how to handle it the right way to convert more prospects into paying customers.
The Problem with Giving a Quick Ballpark Estimate
When a potential customer asks for a ballpark price, it’s tempting to throw out a quick number and move on. However, this approach has several downsides:
1. You Lose Connection with the Customer
Once you give a rough estimate, the conversation is often over. The prospect may hang up, call another company, and use your estimate as a benchmark to negotiate a lower price elsewhere.
2. The Prospect Focuses Only on Price
By giving a ballpark estimate too quickly, you train the customer to think only about price. They start comparing you solely based on cost, not on the quality or unique benefits of your service. This is especially harmful in the concrete coating industry, where quality and durability matter more than just the price per square foot.
3. You Miss the Chance to Build Value
Concrete coating projects vary in size, scope, and customer expectations. A quick estimate doesn’t allow you to explain the added value of your services, such as durability, scratch resistance, and warranties. In other words, you lose the opportunity to explain why you’re worth more than the competition.
A Better Way to Handle the “Ballpark Estimate” Question
So, how should you handle it when a customer asks, "Can I just get a ballpark?" Here’s a more effective approach to turn that question into a deeper conversation that builds value and trust.
1. Start the Conversation with Clarifying Questions
When a customer asks for a ballpark, respond with something like this:
“Sure, Mr. Jones! I’d be happy to give you a ballpark, but first, can I ask a few quick questions about your project to make sure I’m giving you an accurate estimate?”
This simple question shifts the focus away from price and shows the customer that you care about their specific needs.
2. Ask About Their Needs Beyond Price
Continue by asking questions that reveal more about what the customer values, such as:
“Besides price, is there anything else that’s important to you? For example, are you looking for something long-lasting, scratch-resistant, or that comes with a warranty?”
These questions steer the conversation towards value—what matters most to the customer beyond the price tag.
3. Build a Connection Through the Discussion
By asking these questions, you’re not just giving a number; you’re starting a real conversation. The prospect will feel like you truly understand their needs. This builds rapport, which is essential for turning prospects into loyal customers.
Why This Approach Works for Your Concrete Coating Business
Now that you’re asking questions and engaging the customer, let’s look at why this method is more effective than simply giving a ballpark estimate.
1. You Build a Relationship with the Customer
Customers are more likely to trust and do business with you when they feel understood. By focusing on their needs and not just price, you set yourself apart from the competition.
2. You Shift the Focus from Price to Value
People are willing to pay more for services that meet their specific needs. Whether it’s durability, scratch resistance, or warranties, highlighting these benefits helps the customer see the value in your service, rather than just comparing numbers.
3. You Avoid the "Price War" Trap
When you focus on value, you don’t have to undercut your competition to win the sale. You can explain why your services are worth the investment, which allows you to maintain healthy profit margins without having to be the cheapest option in town.
Setting Expectations with Your Prospects
It’s not that giving a ballpark estimate is wrong—it’s about when you give it. By first asking questions, you ensure that your estimate is accurate and that the customer understands the full value of what they’re getting.
Here’s an example of how you can set this expectation:
“Giving a quick estimate without all the details often leads to inaccurate pricing, which could end up being too high or too low. By asking a few questions upfront, I can make sure we’re providing the best solution for your needs.”
This approach makes you come across as a professional who cares about more than just the price per square foot—it shows you’re committed to solving their problem the right way.
How GoatConnect.io Can Help You Close More Sales
At GoatConnect.io, we specialize in helping concrete coating businesses drive sales and improve efficiency. We provide actionable strategies, like the one above, that you can implement today to start closing more deals and building better connections with your customers.
If you’re looking for more ways to boost your sales, give us a call at (732) 561-5055, or visit our website at GoatConnect.io.
Conclusion: Should You Give a Ballpark Estimate?
The short answer? Yes, but not right away. Before you give a ballpark estimate, take the time to ask questions and understand the customer's specific needs. This not only helps you provide a more accurate estimate but also builds a stronger connection with the customer, increasing your chances of closing the sale.
By shifting the conversation from price to value, you set yourself up as a professional who offers more than just a quote—you offer a solution.
Did this article help you? Drop a comment below and let us know your thoughts. For more tips and strategies to grow your concrete coating business, contact us at GoatConnect.io or call (732) 561-5055.
