How To Charge for ProCalc Reports

Clients struggle to engage you without first answering some key questions (“BBQ-Stoppers”). See how you can bundle your expertise with a ProCalc report to help them fund their own progress.

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As a builder, when a client first appears, you often need to protect yourself from time wasters.

So, quite sensibly, you ask them these qualifying questions, get a feel for who they are, their project, their expectations and their likely budget (which you can test with a free ProCalc trial)

But what does the client need from these early conversations?

Most clients have never done a project like this before and have spent years saving for it.

That is, they’re nervous about burning the cash they’ve worked so hard to save.

Most clients feel the best way for them to protect their cash is to ask LOADS of questions.

Generally, they won’t progress in the process until they better understand their situation.

That is, they need specific information before they can ‘believe’ in the project, the scope, the design, the budget and in you.

These queries are BBQ-stoppers.

The client won’t progress without answering them.

Through hundreds of interviews with builders, we’ve broken down exactly what clients need – and what they’ll pay for (more later).

So why should you charge for it?

Contrary to popular opinion, our research revealed paid consultations wont dramatically boost builders’ direct revenue.

Instead, charging for your first meeting delivers greater benefits, including:

  • Turn a Sales Call into an Expert Consultation – By using a set format of questions (get free template) in that first meeting, you’re not ‘selling’ to the client. Instead, you’re answering their specific questions, helping them fix problems and educating them. Be the expert, not the salesperson. (Use this free template)
  • Positions You as the Preferred Builder – by answering their questions, you’re showcasing your expertise, helping clients answer their questions.
  • Stops You Being Treated as the Price Checker – if clients have to pay to engage you, they’re far less likely to treat you as an afterthought or price checker
  • Skin in the Game Drives Exclusivity – when a client pays you, they make a commitment that means they’re less likely to shop the project around. It also means that should someone offer different advice to yours, the client will trust you because they’re paying you.
  • Enables Trust Building – a successful small transaction leads to a larger transaction. For example, think of client you’ve worked with on a pergola or bathroom. They often come back later with a larger job request.
  • Qualify the Client – if you’re meeting them onsite, and providing a report, only bargain hunters would expect you’d do it for free.

Remember: the amount you charge is almost irrelevant.

The key is to charge.

If you’re nervous about charging first up, charge $99 and increase it as you become more confident.

Any client who can’t justify $99 for your time and the report doesn’t value you or your time.

They’re highly unlikely to become good clients.

If they don’t pay, you walk away.

What are the Clients Key Questions You Need to Answer?

The initial BBQ stopper questions clients need you to immediately answer include: feedback on their site, design, existing structure, likely costs and their own client-specific requirements.

To make this easier, capture it in a report using this template and use the free ProCalc trial to provide indicative industry construction costs.

By providing a report, the client will be happy to pay for your first meeting.

They’ll regard you as a professional and informed expert who has helped them answer their most burning questions.

Thay can now move to the next stage of the process – with you as their most trusted industry source.

Download the BBQ Stopper template

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Richard Armstrong is a former registered builder who recently interviewed hundreds of experienced Australian builders to identify how they best manage clients, budgets and profitability.

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