Say you have an old cottage and want a contractor to fix it up. Your budget is $20,000 but can be stretched to $30,000. You find 3 candidates. They all have cons and pros.
The contractor #1 lives near the cottage. You saw him working on his own house and started talking with him. He was very friendly and talkative. He offered the service for you with the price $20,000 at the first glance. You don’t have any reference of him.
The contractor #2 lives 1 hour away from the cottage. The local hardware store gave you his name. You met him once at a coffee shop close to his job site. He made a separate trip to take a look at the cottage. He gave you a written estimate of $28,500 with all work details. You e-mailed and called him several times to ask questions and his response was quick and detailed. He will not be able to start this summer but will be available late fall to early winter. Once he starts, it will be finished in a week to 10 days. You hear a good reputation of him from a few local people.
The contractor #3 is a larger company. You found it through the internet. You filled up the estimate request form on line and they gave you the crude estimate $25,000. You met one of the construction managers on site and he adjusted the estimate to $26,800 with limited warranty. After that you try to reach him on the phone but it always goes to the voice message and he e-mails you back. He says he has 3 other projects going on and very busy. They will be able to start sometime next month and it will be a 5-day job. You hear both good and bad reputation of the company. You are asking for another meeting to confirm the all details prior to sign the contract but he says you need to pay for the second meeting. He continues there’s no need to worry as you will go through everything with him on site when they start working.
Who will you go with?
#1 gave you the price significantly lower than the others. He is friendly but it doesn’t promise he is reliable. He is selling himself very hard and doesn’t care much to ask questions and listen to you. The quality of the work you saw may affect on your decision.
#2 is the most expensive but has a good reputation. He seems honest and well organized. His is communicative and the estimate was done professionally.
#3 is a widely known company. It’s been so long in the business. The price is slightly lower than #2 and comes with some warranty. On the other hand, you are frustrated with their way of communication.
I suspect most people choose #2 in spite of the highest price especially if you have heard a nightmare story or two of building a new house or house renovation. The #1 guy feels too keen to get the job, skipping all details, which makes you questioning. #3 doesn’t understand your fear of misunderstanding by lacking the direct communication. #2 is working with your questions and concerns the most. The good reputation also supports his quality as a professional.
After all, we are humans. The personal trust between the payer and receiver is the most important. When someone offers you money in exchange of something, he wants to be listened, understood and supported by you. You can’t achieve the trust of him if you can’t put yourself in his shoe. In other words, when you really understand the payer’s needs and wants, likely she is going to pay you happily. That’s how the money runs in this world.
Why I am paid – that’s the question occasionally I ask to myself. I would like to see myself paid because I am providing the wanted and appreciated service for the customer. Instead of I convince them to pay me, I want them to be willing to pay me as the result of what I provide. That will be the happy relationship.