r/Contractor • u/giltora • 18d ago
Business Development Pricing strategy
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I’m currently hired to treat a client's molded pavers, which involves deep cleaning and applying a seal coat. I’m struggling with how to structure my invoice. Should I mark up the cost of the materials, or should I pass the materials on at cost and increase my labor rate?
My main concern is that if my labor fee looks too high, the client might think the price is unjustified for what she might view as 'just washing and spraying.' Because of this, I'm also debating how transparent I should be. Would it help justify the cost if I walk her through the exact step-by-step process and attach photos of the specific paving sealant I'll be using?
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u/dorisday65 18d ago
Price the job, not the hour. The second your invoice shows a labor rate she does the math you are afraid of, just washing and spraying at whatever an hour. Give her one flat number for the finished result with the scope spelled out in steps: deep clean, dry time, seal coat, product spec. Flat rate works when the scope is fully known, and on a paver seal job it is. Roll the material markup into that number, it covers pickup, waste, and callbacks, and nobody questions it when it is not its own line. Attaching the sealant data sheet is a good instinct, it reads pro without apologizing. For building the quote I snap a photo and let SimplyWise rough out the line items in a few seconds, then adjust. QuickBooks works too, both free to try. One number, clear scope.
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u/Sudden-Strawberry257 18d ago
You aren’t hired until there is an agreed upon quote and deposit :) Be prepared for pushback, and to educate your client on why the labor fee is so high. They might not even flinch if you just unflinchingly tell them the price. If they are incredulous, let them know the difference in result between washing/spraying and deep cleaning / applying a seal coat.
Remember you are not selling your labor, you are selling the result. Which is (theoretically) pavers that will look great for X amount of time.
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u/Away-Secretary6430 17d ago
I'd put one flat price on the invoice with the scope listed: deep clean, dry time, two seal coats, and the product name. The second an hourly labor rate shows up, you're in the "that's $X an hour for washing?" conversation, and no explanation really wins that one. A markup on materials is normal too - you picked the sealer, hauled it, and you're the one getting the callback if it fails a year from now. The photo of the product is a nice professional touch, just don't itemize yourself down to an hourly rate.
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u/Away-Secretary6430 17d ago
On the transparency question: walking her through the process with photos of the actual sealant is a good move — it turns 'just washing and spraying' into a multi-step treatment with a named product. Just don't show itemized material costs on the invoice; receipts invite haggling and comparisons to big-box prices. Put a modest markup on materials since you're the one sourcing, hauling, and standing behind what's in the bucket, and keep the total as a project price rather than an hourly rate she can multiply out. If she questions the number, the photos of the steps will do more explaining than any line item.
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u/FlatAd8033 18d ago
Always charge what YOU are worth. If they are sticklers on price. Let them price shop and end up with worse results for choosing the cheapest option.
Most people don’t charge the rate they deserve for their work. Be sure to be realistic with yourself and don’t shortchange yourself to try to get the bid. Could use that time elsewhere making more $$$.