Pricing Your Business
Kelly McFrederick, ASPM, IAHSP
ASP Course Trainer, Stagedhomes.com
- What are we worth?-We have a value service worth dollars as an investment for the Home Seller. “WE ARE CREATING WEALTH FOR OUR CLIENTS, WE DESERVE TO BE PAID!”
- Pricing per hour-All Staging Services derive from your worth per hour and what the market will bear as we continue to grow and you gain experience.
- Some Staging projects can are priced by “What is worth to me to get the Staging Project Accomplished and Completed?” and “How much do I want to make per day or per hour?”
posted by StagedHomes.com at
12:56 PM
5 Comments:
Now, I typed
in a long question and it went to cyberspace, i guess, so the question was:
"What is the answer to (How Much?)while you are still on the phone for the first time?"
By
Beverly, at 2:53 PM
Just as we must learn to price our business right, each of us must learn to say what reaches the ultimate goal of helping the client. You see, we know we can help them, and our task is to exude that faith and our leadership to them in our initial phone call.
For example, imagine you went into a clothing store to find shelves filled with black boxes, each presumably containing a garment you might purchase. And imagine that on each box, there was a price printed in white letters. How do you know which box to choose? You don't, because you have no sense of the value each box contains.
Enter the "Let Me Tell You How I Work" (LMTYHIW) script the ROSI principle. With LMTYHIW and ROSI, you show your client the value of Staging and your professionalism. It is as if they opened the black box and found the exact shirt they needed.
Having said that... my answer might sound something like this. "I am glad you asked. I want you to know that an investment in Staging your home is always less than a price reduction on your home. First, let me get a sense of your needs. As we go to work together as a team, who would be doing the Staging work? (client answers)
Okay, well let me tell you how I work... (continue through the script).
If they want a consultation, I would give them a price range and let them know I will confirm the actual price as I learn more about their home.
If they want a bid, I would explain that the appointment is complimentary and I will present them with their investment before moving forward.
I am going to end with a question for everyone. What reasons might a person have for asking us the cost on the first phone call? Maybe if we can find a solution for their reason, we can go to work with them as a team.
By
Mark Reed, ASPM, at 5:17 PM
When a call comes in and a prospective client asks the proverbial "HOW MUCH" question - which they always do - I say in my head, "They are at home plate and I have not even crossed first base yet." So, I make them take a step back and start asking questions.
Once I have gotten some information about the property, price, vacant or not, etc. - then I launch into the "Let me tell you how I work" and my goal is to get an appointment with them to either preview the property or write a report.
When they say - "Oh can you just give me a range or an idea of price?" That is tricky because whatever number you give them they will use to either qualify you or not - and to decide if they want you to do the job or not. And they are basing it soley on a number, instead of allowing you to do your job of pricing it based on information.
So - stick to your guns and avoid the estimate trap. Any time I have caved and given an "idea" of price, I don't hear back - and why should I? They are price shopping - and will go with whoever they think is lowest - and really that is not what we want someone basing their buying decision on - is it?
I want them to pick me based on other factors - not just price.
Lastly, think about this key fact: Could a REALTOR give you a price quote to sell your house - the EXACT price - without seeing it first? No - they can only give you a possible range - but since they have not seen the house - the condition, upgrades, etc. - they cannot price it right. We are the same. We HAVE to see it to price it right - and then negotiation kicks in.
If there are Stagers out there giving blanket pricing, trust me - they are losing money big time. They are leaving money on the table, and are working hard for less than they could earn because they don't want to take the time to follow professional steps for success.
Happy Staging and PRICING!
- Jennie
By
Jennie Norris, ASPM, IAHSP, at 12:13 PM
The responses were helpful, but I need to hear more. I know people want my services, or they wouldn't be asking how much.
I have discovered the hard way that giving a person a price over the phone is not working for me.
And where I live it is not that there is somebody else doing the staging, the houses are just not staged at all.
There are some realtors who have caught on to the rental furniture approach which is great except rental furniture without an ASP is just furniture sitting in a room. Yes, I know the Realtor and she referred to it as "staged" which makes me cringe because the furniture is grouped toward a blank wall. There are two dinky pillows a something on the coffee table and hope I don't sound too harsh, but frankly the furniture looks better in the rental furniture showroom. Okay, people need me, my feedback is good on the 2 homes I have staged The good news is that everything I stage sell and I have been handed some real challenges if you know what I mean.
So what am I doing wrong. Everybody I talk to can't wait to ask me how much. This week, I went and did a proposal and did a list of recommendations and proposed my fee. and yes, you got it, there has been no callback to do it. This was after the Realtor and I had a good conversation. I know you can't win them all, but the up side everyone that asks is already desperate to sell. Is that the problem? too desperate.?
An article in the paper was interesting that I read recently. It was a study on wine and when people were told that a low cost wine was a more expensive wine, the people chose it as the best tasting!
I would raise my price if that would work. Any comments?
By
Beverly, at 10:08 PM
Hello to all,
I am a new ASP Stager/Realtor. I am here to offer my assistance to any of you that may need another set of hands to help out!
Angella Clarke, 920-980-3426. I live in Sheboygan County, but will travel to assist a fellow ASP.
By
Anonymous, at 8:22 AM
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