Helping your clients understand the danger in a “ballpark price”
Let’s face it, most clients are not savvy about what is involved in manufacturing and installing a high-quality sign. So, sometimes, we have to “school” them on the particulars, when quoting the project, and it many times starts with a comment like this:
Client: “I don’t have any details, I just need a ballpark quote for a new sign.”
Sign Company Response: Should be based on the following knowledge and information.
The ballpark price estimate is a lose-lose answer. They will always hear the lowest price you state, and to be encouraging you will inevitably use a lower price point to garner their interest. Don’t trap yourself into this no-win situation. Ask for the morning or afternoon to work up some numbers to be presented in a timely manner. Tell them it’s best for all concerned, especially them, as you want them to be happy and confident in your answer.
- Materials to be used – aluminum, wood, steel, fabric, foam, plastic.
- The total size of the cabinet or face.
- Height overall if on a pole.
- Lighting type – internal, external, fluorescent, LED. No lighting.
- Travel distance from your shop to install.
- Permits cost and acquisition cost.
Valuable information gathered in a brief meeting, and a few minutes time, in your home or mobile office can transform a possible contentious future discussion about a “bad” ballpark price, into knowing you are doing right by this potential new client – give them a price you can both be confident in.