Recommending the right paint for the job is one of the most important steps to ensuring customer satisfaction.
Idea: Create an internal checklist to help you:
- Identify the right coatings for the job
- Determine how to best position your recommendation with the customer
Then, ask the right questions…
1. VOC and environmental considerations
- Are there any regional VOC limits, or is a lower VOC coating preferred by the property owner?
- Is there any interest in participating in an environmental program like LEED?
- Would this be something to highlight as a benefit in your recommendation?
2. Ongoing maintenance
- Once the building is occupied, will there be any restrictions on maintenance and painting (odor, VOC, limited access)?
- The added benefit you can provide by asking about, considering these needs, and identifying how you are planning ahead for them can be invaluable in the acceptance of your bid.
3. Durability needs
- Is it a high traffic area?
- How frequently will cleaning occur?
- Will there be a lot of scuffing or potential for wear?
- Do some areas require higher durability? Identifying this, and the higher-performance coatings you recommend for added durability in these areas, can help demonstrate your understanding of your customer’s needs.
- Are bright or accent colors desired?
- Will bright colors be used on the exterior?
- If these choices impact your product selection, is there a benefit from specifying that in your submittal?
5. Performance expectations
- Is this an initial paint before tenants move in and personalize?
- Especially for exterior, is there a set maintenance schedule?
Get expert advice
Once you have answered these questions, your Sherwin-Williams rep can help you walk through these considerations and pull together the most effective recommendation for any project.
This article was originally published in the Fall 2016 issue of the Sherwin-Williams CommercialPro newsletter. Get more business-building tips and info on products, services, discounts and project solutions on the Sherwin-Williams contractor website.