Notice how I say quotation, and not estimate. There is a difference. A lot of States new consumer laws demand that the estimate be within 10% of the final amount charged. Even for hourly charged repairs. So why not do that one better and give your perspective clients and iron clad quotation, no surprises.
There is no doubt that you can help them with their decision, suggesting the best floor for their particular subfloor. I sell mostly unfinished floors, that are of course sanded on site. I might bring a few species of wood plank or strip floor. Some stain samples, but of course not all. In my case I need them only to choose a species of wood, and the final color of the stain or clear finish can be shown on the wood floor itself. So for me only a few samples are needed. And that’s the key, don’t overwhelm the customer with choices. They can go to any showroom for that. What you really want them to understand is that certain types of floor may not be suitable for their subfloor type or decor. So, one by one eliminate the choices down to a select few. That’s what you are really there for. To find the best method of installation, and the color of the wood can be decided on their own. Oh, and that’s important, they need to see the different colored floors in all the types of natural and artificial light, that the floor will be exposed to. So don’t bring samples unless you can leave them there. I prefer to show the stain colors right on the newly sanded floor. And I let my clients take all the time they need to decide. But this only pertains to sand-on-site floors obviously.
And that’s the key, you are NOT there that night to make them decide on your company. You are there to gain their confidence. To impress them that you know the suitability of their subfloor, for the floor they are about to choose. And you know the type of finish that is on the floor you are recommending will suit their ability to maintain it.
But by all means answer ALL their questions fully and HONESTLY. If you know some drawbacks to a particular type of wood floor, tell them up front. If they then choose that type knowing this, they will not blame you for the shortcomings. Really, you have to imagine that this was your house, and you were under the same budget constraints that they are. What would you choose in this case.