Never say: “No, I can’t do that.” That advice from Gina Koert of Denver-based Shamrock Painting.
A negative response like this could cause unnecessary conflict, she says Koert, who studied to be an architect before joining the family painting business.
Frame your response on being a partner who can help them solve problems.
Say something like: “We can’t necessarily do that. We can try, but here’s why it might fail – and here’s a better option.”
“I run into this time and time again, where an architect absolutely wants something based on a design feature or something that they saw that isn’t realistic or is just not cost effective,” she says.
Another smart tactic
Bring in your Sherwin-Williams sales rep, who can help explain the differences between submitted and specified coatings, or the longer-term benefits of using a higher performance coating.
This article was originally published in the Summer 2017 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