Pricing Awareness | HVAC Pricing Series Part 1Knowing the Right Price to use when you set a price for a job is difficult to determine. Will you be too high, or too low? Will you make any money? Will you be fair to your customers? Will you be fair to your company, your employees and yourself? Will you get the job? Will your competitors be higher or lower than you? Do you need the job to pay your bills?
And perhaps you always wonder about your pricing after you get the job. Could you have sold this job for more? Should you have added more profit to the job? Will there be ANY profit on this job? Will you even know if you made a profit? Will there be unforeseen problems on the job that will cause you to lose money? Will you get paid on time, or paid at all?
If you have asked yourself any of these questions, then you know there is really not any one perfect answer to know if your price is the “right price”. So, here are some situations to consider that could help you be more “price aware”.
Your pricing may be too low if:
- Your sales are steady or growing and your profit is dropping
- Very few people discuss or complain about your prices.
- You are popular with shoppers who are driven by price
- Many of your sales come from Yellow Page or mass marketing leads
Your pricing may be too high if:
- More than 20% of your customers/prospects discuss or complain about your prices being too high
- Your sales are flat or dropping
- Selling a job is getting harder to do
- People who buy on quality are asking you to justify your price
former Vice-President of Sales and Marketing - Retired at cfm Distributors, Inc.
Cal is a former Vice-President of Sales and Marketing for cfm Distributors with over 30 years’ experience in the HVAC industry.Now retired, he still assists cfm as an educational helper in HVAC product knowledge and marketing.
Latest posts by Cal Berry (see all)
- Include Profit, You’re Worth It! | HVAC Pricing Series Part 6 - July 21, 2016
- Can You Change Your Costs | HVAC Pricing Series Part 5 - July 14, 2016
- Overhead Costs | HVAC Pricing Series Part 4 - June 9, 2016