Let the customer determine the profit amount on the metal building insulation.
What if a company authentically allows you to know the wholesale cost of metal building insulation? What if they let you suggest the added profit amount? What if the acceptance of your offer was based on the speed, ease, and size of the order?
I am a 40-year veteran of the vinyl faced fiberglass insulation and I-beam metal building industry. I’ve been responsible for countless orders, so I speak with authority when I say there is an easier and fairer way than the traditional way of bidding and haggling a price. The commonly accepted criteria for evaluating a company are price, quality, and service. Of the three, most people default to focusing on the price first, then assessing whether the quality and service match the price they are willing to pay. This means that if the price is perceived unfavorably, the game may be over before the seller has a chance to justify the price. This article explores a more innovative approach to determining prices.
Selling Metal Building Insulation the Creative Way
It is rare to receive an insight that you know is true, fair, and beneficial for all involved with metal building insulation. But this was one. It is not complicated. Why it is not more pervasive surprises me. However, I believe the traditional method of sellers attempting to yield the highest possible profits from metal building insulation and buyers trying to obtain the lowest possible prices is so entrenched that nothing else seems to seep in. This adversarial approach to selling, which has been prevalent for centuries, pits the seller and customer against each other. This article introduces an innovative approach to selling barn insulation and metal buildings; however, the approach can be applied to any product or service.
A cost-plus program, where the public can state the amount of profit they are willing to pay for the metal building insulation, profoundly changes the buying and selling dynamic. It immediately removes the adversarial dynamic. It may also present a level of transparency that disarms consumers, who are accustomed to being wary of being taken advantage of.
Initially, you may say that there’s nothing special about this system. You’ve likely heard of cost-plus pricing before; however, it is typically viewed as the process by which a business adds up all the costs associated with bringing a product to market. Then, they use this information to help determine a profit amount or percentage of profit they will achieve.
This is not what I’m referring to! That cost-plus interpretation does nothing to guide the selling dynamic to a preferable outcome for seller and buyer.
I’m referring to disclosing the actual metal building insulation cost to the customer and allowing them to use this information to determine the profit amount they are willing to offer the seller. Remember, the seller doesn’t have to accept the amount. What I am referring to is changing the structure so you are in the door longer. Frankly, the customer is deciding on the selling price, whether you allow him to suggest the profit amount or not. You see, if he doesn’t accept your price, then he has made a decision, and you are in an awkward position. Lowering your prices may reflect that your initial offer wasn’t genuine from the beginning! Keep in mind that when you offer a product or service with your profit included, the customer ultimately decides whether to accept or refuse your offer based on their own decision. Since this is the reality anyway, why not find out his committed price right from the start? It is self-evident that you can’t sell a service or product at cost, so an acceptable profit must be made for a buying transaction to take place.
As I mentioned earlier, my expertise lies in reflective and fiberglass metal building insulation, as well as I-beam metal buildings. The fiberglass insulation I’ve promoted incorporates a vapor barrier, making it the perfect product for metal buildings and pole barns, such as shops, riding arenas, hangars, and equipment storage.
We all know that anyone can search the internet and find multiple sources to buy pole barn insulation or metal buildings. However, if you offer something different, such as allowing the customer to determine the selling price, you’ve separated yourself from the pack. When all the dust settles, isn’t that what it’s all about? Giving a customer a reason to choose your product or service over others.
