As a retail store owner, flooring installer and sales person, some of our least favorite questions are: Can you match this price? Do you offer a cash discount? Can you sharpen your own pencil? What these questions really mean is that your client isn’t understanding what you bring to the table versus the other bids they may have received. What are they actually objecting to? Is it the price, or is it because they don’t fully understand the value and knowledge you bring to the table to ensure that a project is successful?
There are many things I have started offering in order to differentiate myself from the other flooring installation businesses in my area: I’ve invested in dustless tile removal equipment; I use a sweeping compound before I sweep rooms so that less dust is created; I have learned how to properly prep floors; and — one that is very often overlooked — I check the moisture levels of the products and subfloor.