A pro tip for epoxy and concrete installers who want more closed jobs and happier clients
You've done the consultation. You've measured the space. You put together a quote for a full decorative epoxy pour and then the customer says those dreaded words:
"That's a little more than we were hoping to spend."
What do you do next?
Most contractors either drop their price (bad for your margins) or lose the job entirely (bad for everything). But there's a smarter play and it's one that wins for your customer and for you.
Always Come In With Options
Here's the approach we teach our certified installers: before you ever present a quote, have three tiers ready. Not to upsell but to solve whatever problem your customer actually has.
Let's say the job is a concrete floor. Here's how a tiered conversation might go:
Option 1: Full Decorative Pour This is the premium finish. Your full epoxy system with color, flake, metallic, or whatever design direction fits the space. It looks incredible and lasts for years. It's also your highest-ticket item and your most labor-intensive job.
Option 2: Flake System A full broadcast flake over a base coat is a step down in complexity but still a beautiful, durable finish. It's faster to install, uses less product, and comes in at a lower price point making it a natural middle ground for customers who want something better than bare concrete but can't stretch to a full decorative pour.
Option 3: Simple Seal Coat For customers on a tighter budget, a quality seal coat over the existing concrete is a legitimate, professional solution. It protects the surface, looks clean and finished, and gets the job done. It's also your quickest install with the lowest material cost.
Why This Works in Your Favor Too
Here's what most installers miss: the lower options aren't consolation prizes. They're profit-friendly jobs.
- Less time on site
- Lower product cost
- Faster turnaround so you can take the next job sooner
A seal coat done efficiently can be just as profitable on a per-hour basis as a full decorative pour, sometimes more so. And a customer who gets a great result on a seal coat today is very likely to call you back when they're ready to upgrade later.
The Mindset Shift
Stop thinking of options as "settling." Start thinking of them as matching the right solution to the right customer at the right time.
When you show up with a tiered approach, a few things happen:
- Customers feel respected. You're working with their budget, not pressuring them
- You close more jobs because there's always a path forward
- Your reputation grows because you solve problems instead of walking away from them
- You stay busy with efficient, profitable work even when big jobs are slow
Want to Learn More Strategies Like This?
This is exactly the kind of real-world business knowledge we cover in our Epoxy Profit & Systems Masterclass. Not just the technical side of epoxy, but how to sell, price, and run jobs like a true professional.
If you're ready to take your installation business to the next level, we'd love to have you.
[Sign Up for the Epoxy Profit & Systems →]
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Counter Top Epoxy trains and certifies professional installers across the country. Our workshop covers product knowledge, installation techniques, business strategy, and customer communication - everything you need to build a thriving epoxy business.