Look, I get it...
You're busy spraying foam, coating roofs, or blasting liners into truck beds like an over-caffeinated octopus with a spray gun. You're hustling. Quoting. Closing. But if you're pricing every job the same way—flat rate, margin-based, or with a quick gut-check—I GUARANTEE you're leaving stacks of money on the table. Worse, you might be chasing away the good clients and attracting the tire-kickers.
That’s where something boring-sounding but damn important comes in: price elasticity.
So, What the Hell Is Price Elasticity?
It’s just a fancy way of asking:
“If I raise or drop my price, will people still buy from me?”
- If demand drops like a rock when you bump up your price? That’s elastic.
- If folks don’t flinch—even if your price goes up 20%? That’s inelastic.
And here’s the juicy bit: not all your services fall into the same category.
Inelastic = Urgent, Must-Have, Zero Time to Shop Around
Examples in our world:
- Secondary containment coating for a facility under audit.
- Spray foam to pass an inspection before building occupancy.
- Emergency leak repairs on a school or government building.
These folks are in a pinch. They're not Googling competitors or waiting for quotes.
They need a solution yesterday. This is when you charge a premium.
Because the VALUE is in the speed, know-how, and zero B.S. approach you bring.
Elastic = Optional, Negotiable, Easily Compared
Examples:
- Decorative garage floor coating that’ll “maybe” happen this spring.
- Truck bedliner quotes for the guy still driving with his paper "temporary tag" 7-months after he bought the truck.
- Spray foam for a dream home that’s still a blueprint.
Here, you need to stack value. Think bonuses, testimonials, or a solid financing plan.
People have time, and they will shop around. So make your offer feel like a damn deal.
One-Price-Fits-All? That’s Amateur Hour
Listen, if you’re quoting every job based on materials + hours + your buddy’s “rule of thumb,” you’re missing the magic.
Instead, ask yourself:
“How urgent is this job?”
“How many other providers can this client call today?”
“What’s the pain of delay for them?”
Then price accordingly. You're not just selling product—you’re selling certainty, speed, and stress relief.
Final Word from Your Favourite Cheeky Strategist
Treat your pricing like a sniper, not a shotgun. Every quote should be tailored to the urgency, need, and emotional state of your buyer. That’s how you charge more and get more yeses.
And let’s face it—most of your competitors are still stuck in the “spray and pray” pricing model. Time to leave them in the dust.
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