By Carl

contractor sales training, free painting leads, How to get painting leads

Every day your ideal customer is evaluating your painting services, your reputation, and your price, searching for what they consider to be the “best value.” The problem is that Painting contractors and estimators are not taking the time in your estimates to ask enough questions, to determine what “best value” means to the customer, and whether you can fulfill that.

In group coaching calls and Sales training classes we spend a lot of time learning that customers buy for their reasons, not yours.

If you are the best choice, then you deserve to be able to charge a premium. If you’re not, then you serve only to educate the customer, by providing time-wasting quotes that will only by used by them to compare you to the contractor they eventually do business with.

Stop Wasting Your Time

I want to help you stop wasting time, being unpaid for your painting expertise, and show you how to close 50% to 60% of your estimates, even if your price is 25% to 50% higher than the other contractors. I know that sounds like a bold over-the-top statement, but I can tell you with absolute certainty that the contractors I’ve trained and coach, do exactly that.

Start with the End in Mind

The great Stephen Covey wrote in The 7 Habits of Highly Effective People, “Start with the end in mind.” So, let’s do exactly that.

One of the best things that will accelerate your ability to close estimates when your prices are higher than the rest of the clowns you compete with, is to ask better questions. Questions help you sell more effectively even if your price is higher than the competition. This is accomplished by the following

  • You come off, as more professional
  • You seem more prepared
  • You will help your customer understand why they really want a job that will look nicer and last longer is well worth the higher price you’re charging.
  • Better at demonstrating genuine concern for your customers’ wants and needs

You will demonstrate an attention to detail, which high ed customers wish all contractors could do better. This is all accomplished through asking better sales questions.

Finally, people like to do business with people they like. You will come across as more likable than other contractors, making it easy for customers to say, “Let’s get this on the schedule!”

Take the time to think through the questions you could ask to create a more favorable buyer bias towards your company.

If you like some suggestions, email me at

Carl Utter

About the author

Carl’s sales career spans almost 30 years in all phases of sales management, sales training, sales coaching, and consulting. He founded The Training Group Inc. in 2000 where he trained and developed some of the largest Painting Contractors in the Country.

In 2017 he made a major decision to narrow his focus on Painting and Remodeling contractors who struggle to get customer to pay more for premium services. Today he is the founder of Contractor Growth Strategy, and his mission is to transform the sales and estimating industry by teaching his world re-known client- Centric Selling System. Carl Believes that premium contractors deserve to charge a premium price. The Client Centric selling system was designed for premium contractors, so they had a systematic way to sell and close projects when the price they charge is higher than the majority of competitors.

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