Sales and Setting Up the Perfect Estimate

In this video I’ll walk you thru exactly how we set up our painting estimates. This video is a little old, and we have made changes to our script since then. I recommend that you always keep improving your systems, just like we do.

Why is the first phone call to set up the estimate so important?

  • It’s your first impression with the customer.
  • It’s your first opportunity to set yourself apart from other painting contractors.
  • You have an opportunity to set up a detailed estimate, where you can further differentiate yourself from the competition
  • You can find out what is important to them, what they need, what they want… so you can deliver that for them!
  • You can find out more about the job, to make sure it’s worth your time.

Be detailed on your first call. Find out what they need and what they are looking for. Your job on this phone call is to give your customer a great experience.

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20 Comments

  1. Robert geiter | July 13, 2015 at 1:38 pm Reply

    Hey Eric how much should I charge per hour per sq.ft

    • admin | July 13, 2015 at 7:37 pm Reply

      We don’t do our pricing that way. We have more detailed standards that we follow. Check out my articles/videos on estimating exterior and estimating interior to get a better idea. Basically it works out to 40 linear feet per hour for trim and 200 square feet per hour for siding (if you are spraying 1 coat). Then our price ends up at around $50/hour… but that’s not how we end up there. That will make more sense when you watch the video.

  2. Bill | August 28, 2015 at 6:16 am Reply

    Hi Eric,
    I have been checking prices of competition and they are all over the map, we are just doing interiors , how would you recommend pricing interiors?
    Thank you
    Bill

    • Eric | September 12, 2015 at 2:40 pm Reply

      Hey Bill,

      Sorry for the belated reply… I would check out my interior estimating video & article. That’s the best I have for right now. Interior can be a pain to price. We’re constantly trying to improve our estimating formulas for interior.

  3. http://thedigitalbridges.com | September 2, 2015 at 6:27 pm Reply

    Hey, thanks for sharing so much helpful information with us.

    • Eric | September 12, 2015 at 2:25 pm Reply

      You’re very welcome.

  4. Kevin | September 14, 2015 at 10:09 am Reply

    Hi Eric,

    Where can I download the script that you have a video for on youtube? -“setting up the perfect estimate” I’d like to give it a try and see how it works out. Your videos are great and provide really good/ thought out insights into the residential painting industry. Thanks for making them, I can only imagine the amount of work that’s gone into developing all of this material thus far.

    • Eric | December 3, 2015 at 6:33 pm Reply

      Hey Kevin – shoot me a message on my contact page and I can get you that script. Thanks.

      -Eric

  5. michele shaw | September 26, 2015 at 10:17 am Reply

    When setting up estimate pricing for interior do you calculate prep filling, any taping etc. on top of the price per room and ceiling

    • Eric | December 3, 2015 at 6:27 pm Reply

      Only if there is a significant amount of prep work. Adjust price accordingly.

  6. ART | October 2, 2015 at 10:54 pm Reply

    when you first started did you ever actually do the painting and have truck and tools or did you do all thru subs?

    • Eric | December 3, 2015 at 6:24 pm Reply

      I painted 2 jobs that were under $600. I could do it with less than $100 in tools – brush, dropsheet, borrowed a ladder. But never any vans or big equipment. Super cheap. And then immediately started subbing.

  7. Frank | October 9, 2015 at 1:02 pm Reply

    Your stuff is very informative Eric..I really appreciate them..thanks..one love!

    • Eric | December 3, 2015 at 6:00 pm Reply

      You got it!

  8. GABRIEL B. AFUN | November 10, 2015 at 1:41 pm Reply

    The information has been helpful and wish to know more. Keep it up.
    Thanks.
    Afun, G.B

    • Eric | December 3, 2015 at 5:53 pm Reply

      You got it!

  9. marcelo deoliveira | December 24, 2015 at 9:26 am Reply

    How I do after call,the day I meet the costumer?its is hard for be their 15 mimuts,thank you.

    • Eric | February 9, 2016 at 7:11 pm Reply

      I’m not sure what you’re asking. After setting up the estimate, you show up and follow the rest of my sales process. check out the other sales and marketing videos for more info. I have a lot of info available.

  10. Regina B | January 28, 2016 at 2:28 pm Reply

    Hi, Eric!
    You were talking about giving the customer a discount if they book with you in the timeframe that you mentioned. What exactly would be your discount? Would you do a percentage or one flat amount? Also, I am a female painter working with 2 other women (who do a darn good job-I might add) :).
    Do you feel it is a different kind of sales approach based on gender?
    Before I found your site, I was never thinking about subbing out the work-I like to paint-but I also like the hours/week you put in…;)
    I just have to get this estimating thing down-I am always second guessing myself!
    Thanks for the great information! You have helped me a great deal already!
    Take care!

    • Eric | February 9, 2016 at 6:54 pm Reply

      We give them 5% to book with us around our schedule. Another 5% off if they sign with us the day of the estimate. But when I talk to the customer I don’t talk in percentages. I say it more casually… “I can save you a few hundred bucks if you can do late April – that’d help me out a bunch. Would that work for you?”


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About Me

I’m Eric Barstow, creator of Painting Business Pro, founder of National Painting Group & Foothills Painting, Co-Owner of Painter Choice. I’m disrupting the painting industry, and helping thousands of painters start or improve their businesses. I love what I do!

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