CUSTOMERS: Just Say NO to Lowballers!

[alcpi]

Went to give an estimate the other day to a guy and his neighbor for complete maintenance and an initial hedge reduction(from 10' to 6', 210' long). My prices were pretty much standard, enough to cover my costs and make a nice profit. Standing in his drive I quote my figures and he almost has a heart attack! He's been doing nothing but complaining about his current service, but can't seem to connect the idea that you get what you pay for. I did my best to explain to him that these companies(even though they're not!) are basically "scrubs" and urged him to get a few other estimates from some legitimate lco's to see I'm not out of my mind. One of the hedges to be trimmed I quoted $95, other guy was doin it for $25 and my $95 was dirt cheap I thought! I'm running into this more and more each day. His neighbor's gonna have a cow when I give him the quote for his property!

[Maddog]

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I have had the same happen to me. Some of these people do not want quality work they just want it hacked down. I gave a bid once that was much more than what they guy had paid before. I wasn't over charging by any means just covering my costs with normal profits. He couldn't get the last guy he had to do it when he wanted it done so he took my bid. I will be trimming his bushes again next week. This will be the third time for this same guy. He said it looks much better than what was done before.

I think some people have been taken or have had low quality work done before and are leary of the unknown. Some just want something for nothing.

[grasshopper]

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I couldn't agree with you more. I absolutely hate lowballers. They are the ones that forces us to cut rates so that we can get some jobs. I refuse anymore to lower my rates for people that liek to compare me to some scrub, it's just not worth my time to deal with those people. My advice, if someone ever compares you to a scrub who does the job way cheaper than you with less quality...you don't even want that client. They usually end up hassling you about every little thing and still give you a hard time when it comes to pay.

[qualitylandscaping]

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I put in my bid on that 8 acre cemetery in early september. I bid $450 a week for 9 acres (cemetery, and the church).. I was planning on making about $10 hour profit (I don't want to excessivly overcharge my church, as we are on an extremly tight budget (not just in grounds maintenance)).. I was very reasonable.. Then this 13 yr old kid comes in and hands our pastor a piece of paper with "I would like to mow your lawn for $175".. The funny part was, she hired him while I was there! I started laughing, got up and left.. This kid is out there with his pops.. Hes got a beat up Murray tractor and murray push mower that cuts like ****.. Weed Eater trimmers and a broom (no blower!).. He also said his dad would fertilize the property (which they have no license for).. And I recently found out by word of mouth, that they were calling themselves QUALITY LANDSCAPING, which I registed last friday. I'm going to have a few words with them next time they're out mowing. Which needs to be done since the grass over there is 5"+.. I don't think that murray can handle that. I can't wait until they break a head stone and I see it! To the best of my knowledge they are uninsured since you have to have a registered business to get business insurance.
This is going to be fun!

[Scott]

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I feel your pain. I lost my church bid to a guy that isn't even licensed(occupational or pesticide), uninsured, and runs residentals equipment. And they gave it to him for my bid. I was hot when I found this out. They say we had the same bid but I've never seen two bids come out exactly the same for a place that has never had a LCO careing for it, it was always inhouse maintenance. Then the yahoo says he doesn't have to care for 1/3 of the stuff I was told that was supposed to be in the contract and it's not. He hasn't even fertilized once this year, supposed to be quarterly. He then has the gall to whine and complain when memebers of the church try to spruce the place up a bit, "this makes more work for meee-e, and I'm tired of pulling weeds, waahhh". Oh man, Steve you got me blood boiling again.

Steve, the best advice I can give you is to be professional, don't point out what this guy is supposed to be doing and how they need to do it. If they break something, the church will eventually see it. There are lots of members there and they'll realize that they are paying somebody to take care of the grounds and they'll make their assessment and verbalize their opinions. Stand watch and be quiet. Watch them, make notes on what they're doing wrong/right, time them on how long it take them, and be patient. This info will help you make a better bid next year(higher/lower) and be more informed. Don't make waves and you'll eventually get the job. You have many many moons left in ya, no need to get upset about one client.

[qualitylandscaping]

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Of course, the kid and his pa are out there cuttin it in the dark right now. He musta had some 5th grade homework to do.. I'm gonna go talk to the guy right now, but is there anything I can do about him using my "DBA filed" business name??? I guess the kid musta seen my sign and the pa never checked to see if it was registered, so they decided it was a good name.. I think there is some kind of legal action I can take?? I'll leave them alone and let them do there ugly work, but if they let 1 pellet of fertilizer touch the ground in there, I'll be on the phone with the county.. Since I'm not licensed (yet), and I dont do any fertilization; I don't think it is fair to let other people do it when they are in the same situation..

BTW: That dad is nuts. Hes out there trying to sweep the grass clippings off the gravel, lol! I love it!!!

I might go over and offer my assistance in exchange for $100 per hour, lol!!! If they get busy enough, they might take it. Since I've only seen them out there after 6pm on weekdays and some times on Sunday, which is very inconsiderate, considering its a cemetery..

I'm on my way to NO MORE COMPETITION!!!!!!!!!!!!!!![:p]

[Scott]

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You might approach the father about the name and explain to him your situation and what you had to do to get your name registered so as to clue them in. Who knows maybe they'll get legal, and down the road they'll become your friends and start sending business your way. I get lots of call from other LCO's giving me business. Either they don't have the time, don't offer the same services, or whatever, just keep it professional and not personal.

Steve, some people get into this industry to help them buy extra things, some get into this because it's the fact of being self employed, some get into this industry to put hotdogs on the table. Remember that.

[Maddog]

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Scott has some good advice. You don't want to burn bridges or make enemies if at all possible. Try to be as diplimatic as posible. I know sometimes you can get really hot after you jumped through hoops to get legal.

I have given estimates for jobs that were given to guys like that because of their bids. Some of those accounts I have now because they got what they paid for.

[kutnkru]

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Steve
The truth of the matter is that whether you hire a 13yr old OR a 16yr old they are STILL hiring a kid. Take your knocks like the man you want to be and move on. Learn what you can from these encounters and dont dwell on the past.

Bottom line.

[qualitylandscaping]

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I get what you guys are saying. I have no problem with them winning the cemetery and not me, only I wish I could have won it. I went over and talked to them last night, and explained how I had the name registered. They said it was no problem to stop using it "they didn't have time to register it, yet".. I don't exactly believe that, but as long as they don't use my name again, I really don't care. I also asked them about the fertilization they were supposed to be doing. The dad said they sub-ed it to another LCO that was licensed to spread and spray..

So the dispute has ended and life goes on.

[alcpi]

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An update, one of the guys got me down to $65 for trimming, oh well, I'm getting paid what I want for the lawn so I guess I won't complain. Its funny that one of you mentioned getting beat out by a lowballer for your church, me too! It was the biggest estimate I have given yet and I did my very best to be fair to both me and them, but a crew of immigrant laborers got it. I know they were dirt cheap. Whatever, no hard feelings.

[BubbaDog]

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The lawn care business attracts people at all different levels. I can't think of a single business that covers everything from a kid who cuts a few neighbors lawns for dirt cheap, all the way up to incorporated businesses of multiple crews, multiple product/service lines.

Each level of interest is really not in competition with the others. The seasoned pro has no interest in cutting the 3,000 sq ft lawn for the old lady living on social security. But, this may be just the ticket for "Skippy" next door. Ten years down the road, Skippy may be a leader in the industry.

If the customer is seriously considering hiring somebody that has no insurance, no track record, strictly "mow-n-blow", then odds are the customer is simply not interested in a full-service pro. To this customer, price is far and away the most important factor. They have no interest or intention of paying for a superior cut, expert advice, and all the other service lines that are usually offered by the pro who is in Green Industry for the long haul.

When I do an initial pricing for a customer, I try to get a feeling for the level of service they are looking for, to see if I would be a good match. There have been times when I decline a job because the customer wants more than I can provide. This could be an opportunity for a pro to get a positive referral from a "scrub". This could also work the other way around. The pro checks out a potential job, and refers the customer to a lower end (scrub) service.

The competition is not always your enemy. The folks offering different service levels are probably not even your competition. Your job, as a seasoned pro operating in our capitalist economic model, is to convince the customer that your level of service will benefit him.

Live and let live.

By the way, if anybody out there operates in the Columbus, Ohio area I would be glad to give you referrals if I run into a job that is too big for my one-man, part-time gig.


Cliff Cavin

http://BubbaDogSoftware.dnsalias.net

[alcpi]

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I couldn't agree with you more. I was once that proverbial "kid next door" and towards that kid I have nothing but admiration. My complaint, however, is directed towards those who are adults, have numerous customers(large turnover) who refuse to compete honestly, and ultimately give the lawn care industry a bad name. I guess its a part of every industry and not going away anytime soon, just frustrating sometimes.

[BubbaDog]

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Unfortunately, every field of work has it's "lowballers".

My definition of a lowballer is one who makes promises to the customer that they can't keep. This typically would come in the form of convincing the customer that you are capable of delivering a service level, at a specified price, that you simply can not deliver.

Everybody looses. The customer is unhappy, the lowballer gets canned, the guy that should have had the job didn't get it.

Not every lowball situation is deliberate. There is a very fine line between projecting a competent, professional image, and making promises we can't keep. We all need to push ourselves to our limits if we really want to succeed. But sometimes, even with the best of intentions, a lowball situation is born.

How many out there have "bit off more that you can chew" ? Maybe you just did not know how to price the job and gave it your best guess.

Have any of you ever lowballed an account and then suffered through it just to save face? I'll bet every one of the hard-core pro's have done this. That's why they are pro's today. Isn't this called the "school of hard knocks" ?

I unintentionally lowballed one account. I blame it on youth and inexperience. Damn near killed me but I made it through the entire season. I have a much better grasp of my limitations now.

If in doubt, just mow your ASS off! [!]

Cliff Cavin
Columbus, Ohio

http://BubbaDogSoftware.dnsalias.net

[Yard]

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I've had terrible problems in the past with underquoting myself. Doing the job for cheap just to collect the quick cash. But being a perfectionist at the same time has made me spend twice as many hours at a total yard clean-up job as I had planned; and giving to good a quote to some clients cause I needed the business, and they always now expect a sweet deal. I'm talking like 10.00 a man hour (And thats Canadian). I've gotta grow up out of this shotty quoting phase.