I read this on a remodelers’ forum in a discussion of RRP:
"In the meantime, I'm bidding jobs against contractors who could care less and undercut the pricing, making it impossibe to succeed in that market where extensive renovations are required in older buildings. What makes it even harder is that many clients seem disinterested in the value of using a lead-safe contractor and don't want to pay more for the same work when they're not living in the building durring construction. The net result is those who follow the law are many times punished in the marketplace."
The "bidding jobs against contractors who could care less" part immediately reminded me of a quote that started with "Don’t argue with an idiot…" My Google search turned up:
"Don't argue with a fool; onlookers may not be able to tell the difference." –Mark Twain
"Don’t argue with idiots. They drag you down to their level and beat you with experience" –Greg King
Both quotes offer a new perspective on submitting oneself to participating in a bidding competition, especially with contractors who are beneath you.
It’s a no-win situation, so why go there?
I don’t intend to give any answers with this post. Hopefully I can only try to make y’all see the insanity in allowing yourself to get "dragged down to their level" so "onlookers (can’t) tell the difference."
Once we acknowledge this insanity, THEN we can amend the last sentence in the remodelers’ forum comment to: "The net result is those who follow the law but don’t position their companies above the others in the client’s eyes, and don’t ask enough questions of the homeowner before putting in hours developing an estimate, will be punished by their own lack of sales skills."
RRP or No RRP
These universal laws of salesmanship were true before RRP. RRP just requires us to step up our game all the more. Do it. You and your clients – the ones who are a good fit for you – will be better off for it.
Hell, RRP gives me a black-and-white qualifying criteria that allows me to identify misfit clients and good fit clients even earlier and easier. If they are dismissive of RRP, they ain’t a client of mine and I don’t waste another breath on them. If they acknowledge that lead is a concern, or at least being legal is a concern, they are worth at least a few more breaths.
Leah Thayer and I will be doing a little sales role-playing via Skype very soon for daily5Remodel. If you are not yet subscribing to this site, do it now. Learn how I avoid getting sucked into bidding wars.
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