Overhead and Profit - How do you answer? скачать в хорошем качестве

Overhead and Profit - How do you answer?

Hey everybody Shawn Van Dyke here author of Profit First for Contractors. In my last video I shared with you how I respond to customers when they asked, can you provide line item pricing? So check out that video to see how I respond to that question about line item pricing.    • Line Item Pricing - How do you answer?   But usually in that conversation will also come up this question, what's your overhead or what's your markup? Now a lot of times you have to understand that customers just don't understand exactly how the construction process works, They don't understand that asking a question about your overhead and your profit is proprietary information. You're under no obligation to share that with the potential customer. When they ask me, "what's your overhead or what's your profit?" this is how I respond. "We don't share that information because its proprietary information." That's it. That usually puts the issue to bed, but if they continue to persist and they want to know more information then I'll explain it to them like this. "If I were to share with you our proprietary information of our overhead and our markup and that information were to become public than our competition could use that to put us out of business, and I'm sure that you wouldn't want us to go out of business doing your job." That usually handles it, but if not they could be offended that you're not sharing that information, you have to realize it's just because you're dealing with somebody that thinks they knew how a construction business operates. You can have confidence in knowing that you don't have to share that information with your potential customer, and just explain to them that its proprietary information. And finally if they're getting really persistent and pushing the fact then they're probably not an ideal client for you, but you might also want to tell them this. "Asking for our overhead and our profit would be the same thing as me asking you what your personal salary is, or if I could have access to look at your bank account to make sure that you have enough money to pay for the project, but I would never ask that because that's personal and private information. That's why we work very hard to develop a complete scope of work and give you a price for the total job, which includes our overhead and markup, but we just don't share that proprietary information." All it comes down to is having confidence in answering that question. Usually when you tell a customer that the information is private and proprietary then that usually puts the issue to bed. But I always want to make sure that I'm trying to serve the client, so after I get a question like that and I answer it in that way, I'll say, "I understand why you're asking it can be very nerve wracking to go forward with a construction contract with any contractor. That's why we have the process that we do. We plan your project first, we price the work, and then we execute a construction project. So I totally understand if you feel a little bit nervous, so let's talk a little bit more about the details and the price of your work before we execute this construction contract." I'll end up asking something like, "what other concerns do you have?" And I'll leave it at that. All right, let me know what you think. Leave your comments below or feel free to shoot me questions that you have anytime. If you want to learn other ways to streamline your construction business in just 28 days then go to my website www.shawnvandyke.com and download my free book, The Paperwork Punch List. In fact, you can go to www.ShawnVanDyke.com/thepaperworkpunchlist give me your email address and you can download The Paperwork Punch List 28 days to Streamline your Construction Business. If you haven't already purchased it, then you can buy my new book, Profit First for Contractors. It's available on Amazon, on Kindle, and the audio version is also available on Audible and on iTunes. Also check out profitfirstcontractor.com, you can buy the book there and you can also download free Profit First for Contractor resources. ======= Want to make more money next month? Download my FREE book - The Paperwork Punch List - 28 Days to Streamline Your Construction Business... https://shawnvandyke.com/thepaperwork... or if you've got any questions shoot me an email at connect@shawnvandyke.com. Remember to go buy my book, it's on Amazon, it's on Audible, it's on Kindle, it's everywhere, Profit First For Contractors. https://profitfirstcontractor.com/