Assume = Nothing
The biggest trigger I have when I hear the word terrazzo is that, in my local market (and 80 percent of what I see around the United States), most customers will be happy with commercial-grade waxes. And, of those customers, perhaps 10 percent to 15 percent would want an experienced company with knowledge of the mass variety of commercial-grade waxes to apply the coating.
How does this affect me looking as if I were taking this job under my name and responsibility?
1.) I’m hoping they’ll consider diamond grinding, even though the odds are not in my favor. That’s not simply because I can make more money from the job, but rather because I know that it’s the best finish in the long run for the customer and the environment.
Click to enlargeIt will last longer than waxes and not be as toxic for the customer and the Earth – I’m not a tree hugger per se, but I see no need to add to the situation – with all of the chemicals required for frequent strip-and-recoats. I also understand that I have an uphill battle in convincing a customer that a $3 ft² option is better for him than a 35¢ ft² option for reasons not completely related to my profit margin.
2.) If the customer is dead-set against a diamond finish and wants a commercial-grade wax coating, then I would concede and offer to apply one that will bond with the stone and require less maintenance overall.
I would never allow Option #2 to be applied on any other stone. It just isn’t done. It’s not good for the customer, nor is it good for the stone. We also have – and provide – studies supporting why it’s wrong.
As far as semantics go: Anyone can guess (and most do) at a price when it comes to restoring stone, but if you want to be the industry leader (instead of opposing one in job bids), you’ll be able to ensure your profit by taking into account all of the details that can (and will) cost you time and money.
Those who guess at stone quotes over the phone will have better odds of success if they were to put it all on red at Vegas roulette wheels. Once you get to know your competition, quoting against them is like a seasoned veteran sacking a rookie quarterback with neophyte linemen.
You know just what to say and when to say it so as not to bad mouth the competition, but yet so the customer can see their inexperience. And that’s what takes a 35¢ ft² job to a $4 ft² or $5 ft² job.
Our training teaches you what questions to ask over the phone (and speak the customer’s language even if they can’t even speak/understand it themselves) and from that, what to look at when you see the job (so you know what risks could add to the cost). So in essence, your best bet at getting a secure price for this job is to see it and look for (or ask) for answers to the questions I listed.