Alain Guillot

Life, Leadership, and Money Matters

Image credit As you know, a lot of homeowners hire contractors when it’s time to do renovations. They’ll shop around, and usually they’ll do the whole “Sorry, we found someone cheaper” once you reach back out to them after you give a quote. And yeah, it’s frustrating, because half the time it’s not even that the other company is better priced, it’s that they’re not quoting the same job. Basically, it’s apples-to-oranges, but the customer doesn’t always realize that, because they’re not living in construction all day, they’re just trying to make a decision without getting burned. And honestly, that’s the whole problem here. When quotes aren’t comparable, the cheapest one looks like the smartest one, at least on paper. Then the project starts, and you already know they’re going to pull the whole “unexpected” add-ons, “that wasn’t included” conversations, and a budget that balloons anyway (it always happens). But of course, by then, the homeowner’s already committed, and the contractor who quoted properly is out of the picture. But how can you do for your business at least? Why the Cheaper Wins when the Scope is “Fuzzy” Well, most homeowners don’t want to become mini project managers. It’s not like they know much about home improvement; if they did, they’d be DIYing everything. They want a clear price, a clear plan, and a clear sense that they’re not about to get dragged into a million decisions. So when they get two or three quotes, they’re looking for the easiest way to compare, and price becomes the obvious shortcut. The issue is that vague quotes practically invite misunderstanding. Like, if one quote says “insulation upgrade” and another spells out exactly what areas are being treated, what prep is included, what ventilation changes are assumed, and what’s excluded, the vague one can come in way lower, because it’s not committing to specifics. Which, as you know, means convenience upsells. Add the Brand and System But why would that even matter to the homeowner if they’re not going to understand any of this? Well, it’s more about defining the scope. So, tf the job involves a specific product type, name the quality level, the application method, and the standard being followed. For example, if an insulation or coating scope is based on a specific manufacturer system like Isothane, sure someone not knowing even what this is doesn’t seem all that important but that detail matters, because it makes it much harder for a competitor to pretend they’re quoting the same thing when they’re not (and you can give a clear price too). And it also reassures the homeowner that the job isn’t being improvised, and it’s not just a bunch of materials that they could have easily bought at their local Home Depot, either. What are the Most Common Things Cheaper Quotes Leave Out? Well, it’s going to depend, but the cheaper quotes tend to leave out the little extras that cost money (and you know it all adds up). It's things like site protection, disposal, patching, prep work, access equipment, permits, finishing work, cleanup, and even things like moving furniture or protecting flooring. Plus, homeowners don’t always think to ask about these, because they assume it’s part of the job, and if the quote doesn’t say it’s included, well, that, and the cost of materials too, because that surprisingly isn’t in cheaper quotes either. Image credit As you know, a lot of homeowners hire contractors when it’s time to do renovations. They’ll shop around, and usually they’ll do the whole “Sorry, we found someone cheaper” once you reach back out to them after you give a quote. And yeah, it’s frustrating, because half the time it’s not even that the other company is better priced, it’s that they’re not quoting the same job. Basically, it’s apples-to-oranges, but the customer doesn’t always realize that, because they’re not living in construction all day, they’re just trying to make a decision without getting burned. And honestly, that’s the whole problem here. When quotes aren’t comparable, the cheapest one looks like the smartest one, at least on paper. Then the project starts, and you already know they’re going to pull the whole “unexpected” add-ons, “that wasn’t included” conversations, and a budget that balloons anyway (it always happens). But of course, by then, the homeowner’s already committed, and the contractor who quoted properly is out of the picture. But how can you do for your business at least? Why the Cheaper Wins when the Scope is “Fuzzy” Well, most homeowners don’t want to become mini project managers. It’s not like they know much about home improvement; if they did, they’d be DIYing everything. They want a clear price, a clear plan, and a clear sense that they’re not about to get dragged into a million decisions. So when they get two or three quotes, they’re looking for the easiest way to compare, and price becomes the obvious shortcut. The issue is that vague quotes practically invite misunderstanding. Like, if one quote says “insulation upgrade” and another spells out exactly what areas are being treated, what prep is included, what ventilation changes are assumed, and what’s excluded, the vague one can come in way lower, because it’s not committing to specifics. Which, as you know, means convenience upsells. Add the Brand and System But why would that even matter to the homeowner if they’re not going to understand any of this? Well, it’s more about defining the scope. So, tf the job involves a specific product type, name the quality level, the application method, and the standard being followed. For example, if an insulation or coating scope is based on a specific manufacturer system like Isothane, sure someone not knowing even what this is doesn’t seem all that important but that detail matters, because it makes it much harder for a competitor to pretend they’re quoting the same thing when they’re not (and you can give a clear price too). And it also reassures the homeowner that the job isn’t being improvised, and it’s not just a bunch of materials that they could have easily bought at their local Home Depot, either. What are the Most Common Things Cheaper Quotes Leave Out? Well, it’s going to depend, but the cheaper quotes tend to leave out the little extras that cost money (and you know it all adds up). It's things like site protection, disposal, patching, prep work, access equipment, permits, finishing work, cleanup, and even things like moving furniture or protecting flooring. Plus, homeowners don’t always think to ask about these, because they assume it’s part of the job, and if the quote doesn’t say it’s included, well, that, and the cost of materials too, because that surprisingly isn’t in cheaper quotes either. Here's Why “Cheaper Quotes” Keep Winning Jobs they Don’t Deserve

Here’s Why “Cheaper Quotes” Keep Winning Jobs they Don’t Deserve

in

As you know, a lot of homeowners hire contractors when it’s time to do renovations. They’ll shop around, and usually they’ll do the whole “Sorry, we found someone cheaper” once you reach back out to them after you give a quote. And yeah, it’s frustrating, because half the time it’s not even that the other company is better priced, it’s that they’re not quoting the same job. Basically, it’s apples-to-oranges, but the customer doesn’t always realize that, because they’re not living in construction all day, they’re just trying to make a decision without getting burned.

And honestly, that’s the whole problem here. When quotes aren’t comparable, the cheapest one looks like the smartest one, at least on paper. Then the project starts, and you already know they’re going to pull the whole “unexpected” add-ons, “that wasn’t included” conversations, and a budget that balloons anyway (it always happens). But of course, by then, the homeowner’s already committed, and the contractor who quoted properly is out of the picture. 

But how can you do for your business at least?

Why the Cheaper Wins when the Scope is “Fuzzy”

Well, most homeowners don’t want to become mini project managers. It’s not like they know much about home improvement; if they did, they’d be DIYing everything. They want a clear price, a clear plan, and a clear sense that they’re not about to get dragged into a million decisions. So when they get two or three quotes, they’re looking for the easiest way to compare, and price becomes the obvious shortcut.

The issue is that vague quotes practically invite misunderstanding. Like, if one quote says “insulation upgrade” and another spells out exactly what areas are being treated, what prep is included, what ventilation changes are assumed, and what’s excluded, the vague one can come in way lower, because it’s not committing to specifics. Which, as you know, means convenience upsells. 

Add the Brand and System

But why would that even matter to the homeowner if they’re not going to understand any of this? Well, it’s more about defining the scope. So, tf the job involves a specific product type, name the quality level, the application method, and the standard being followed. For example, if an insulation or coating scope is based on a specific manufacturer system like Isothane, sure someone not knowing even what this is doesn’t seem all that important but that detail matters, because it makes it much harder for a competitor to pretend they’re quoting the same thing when they’re not (and you can give a clear price too).

And it also reassures the homeowner that the job isn’t being improvised, and it’s not just a bunch of materials that they could have easily bought at their local Home Depot, either. 

What are the Most Common Things Cheaper Quotes Leave Out?

Well, it’s going to depend, but the cheaper quotes tend to leave out the little extras that cost money (and you know it all adds up). It’s things like site protection, disposal, patching, prep work, access equipment, permits, finishing work, cleanup, and even things like moving furniture or protecting flooring. 

Plus, homeowners don’t always think to ask about these, because they assume it’s part of the job, and if the quote doesn’t say it’s included, well, that, and the cost of materials too, because that surprisingly isn’t in cheaper quotes either.