Homeowner balked at my brick quote, so I showed him two sample bricks

Last week in Austin, I was measuring a small patio job when the homeowner told his wife that $4,800 for 200 square feet seemed steep. I didn't get mad, I just pulled out two sample bricks, a $0.40 common brick and the $1.10 fire-rated one we planned to use. I explained that the cheap stuff would spall and chip within three years in this Texas heat, while the better clay handles the freeze-thaw cycles we get in January. He went quiet, then asked if we could bump the order to include a border in the nicer grade. Has anyone else had luck turning price objections into a lesson about material quality instead of just dropping the price?

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