Customers promising to “bring you lots of business” in exchange for a discount are almost never worth the gamble. It’s a tactic often used to get a cheaper price upfront, and more often than not, that promised future work never materializes.

The only time I offer discounted rates is when a customer has already proven they bring me consistent, reliable business—over years, not just one or two jobs. Until then, treat every transaction professionally and price accordingly.

Early on, I let customer reactions to my pricing affect how I felt about my value. If someone hesitated or looked surprised, I would start questioning whether I was too expensive. It took time and experience to develop confidence in my pricing model.

I remember quoting $375 for a Honda Accord headliner and having one customer agree without blinking. The next day, someone with the same car reacted with shock to the exact same quote. That was a turning point for me—proof that reactions are subjective. If your pricing is based on clear costs and your time, you’re on solid ground. Stay consistent.

Bartering may seem like a good deal—especially if you know the person—but it often leads to frustration or unpaid work.

Timing is one issue: you might complete your side of the deal right away, but circumstances could prevent them from ever fulfilling their end. Even with friends, things can go south.

If you’re considering a barter, ask yourself: would you accept that risk from a regular customer? If the answer is no, think twice.

A firm rule in my shop: no vehicle or finished part leaves without full payment. If a customer doesn’t pay, I keep the car in my garage until they do. If they delay pickup for more than two weeks after completion, I charge storage fees. It may sound strict, but it’s the only way to ensure you’re not left chasing money for work you’ve already done.

You may be a good judge of character, and most customers are honest—but the only foolproof way to protect yourself is to be paid before the car rolls out.

Customers change their minds all the time. I’ve had people back out because they sold their car, got in an accident, fell ill—or even ended up in jail. If you’ve ordered parts or materials without a deposit, you’re stuck with the cost.

To avoid getting burned, require a deposit that covers all materials you’ll need to purchase. If the customer disappears, at least you’re not out of pocket.

It’s tempting to give quotes over the phone, especially when it seems like a straightforward job. But the truth is, no two cars are exactly the same. Even common jobs like headliners or convertible tops can come with hidden surprises—damaged components, previous DIY attempts, missing parts, and more.

Instead of firm quotes, give ballpark estimates or price ranges over the phone. Let customers know a final quote can only be provided after an in-person inspection.

Starting an auto upholstery business takes more than skill with fabric and foam—it takes strong business habits and the discipline to stick to them. The sooner you set clear boundaries, protect your time, and charge what your work is worth, the faster you’ll build a shop that lasts.

Learn from others’ mistakes and take your business seriously from day one. You’ll thank yourself later.

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