How to Use a Gloss Meter to Help You Close More Stone Polishing Jobs

Frederick M Hueston  StoneForensics.com

Alright, stone restoration pros, let’s talk tools – specifically, the gloss meter. You may have heard of it, or maybe even seen one in action, but do you know how this little device can become a secret weapon for landing more polishing jobs? If you’ve been polishing stone for a while, you know that clients are looking for results they can see and feel. The gloss meter adds a measurable, quantifiable component to the shine you’re delivering. Let’s dive into how you can use a gloss meter effectively and why it can make a real difference in your business.

1. What is a Gloss Meter and How Does it Work?

In simple terms, a gloss meter is a handheld device that measures the amount of light reflected from a surface. It shines a controlled beam of light at the stone, and the device measures how much of that light bounces back. This reflected light is quantified in gloss units, which give you a standardized measure of shine. Stones with higher gloss unit readings are shinier and more reflective.

• Angle Matters: Gloss meters come with different measurement angles, such as 20°, 60°, and 85°. For stone, 60° is often the preferred angle because it gives a balanced reading for medium-gloss surfaces like marble and granite.
• Reading the Gloss Level: After placing the meter on the stone surface, a quick press of a button will give you a digital readout. The higher the number, the glossier the surface. A typical high-gloss marble might read between 80-90 gloss units, while a more honed finish will be much lower.

2. Using a Gloss Meter During Job Assessment

When you’re assessing a potential polishing job, the gloss meter is a powerful tool to show clients the current condition of their stone surfaces. It helps you:

• Set a Baseline: Measure the gloss level of the existing stone surface to show your client exactly where it stands. This gives them a quantifiable starting point, which is especially useful if they’re unsure about the level of polish they want.
• Demonstrate Value: Explain to the client how the gloss level you’re aiming for will bring out the beauty of their stone. For instance, you could say, “Right now, your marble is reading around 60 gloss units, but after our work, I can bring that up to a 90. That’s a huge difference in terms of shine and overall appearance.”
• Highlight Wear and Tear: By taking multiple readings across the stone surface, you can show the client where the gloss level is uneven. This helps to illustrate how high-traffic areas or UV exposure have affected the surface, building a case for why restoration is needed.

3. Using a Gloss Meter as a Sales Tool

The gloss meter isn’t just a diagnostic tool – it’s also a great way to help you close the sale. Here’s how:

• Show Quantifiable Results: Clients love numbers because they add credibility. When you show clients the measurable improvements you can achieve, they’re more likely to trust in your expertise and see the value of your service.
• Set Clear Expectations: You can use gloss meter readings to set precise expectations for the final outcome. Let’s say the client’s stone is at 40 gloss units, and you’re aiming to bring it up to an 80. Showing this to the client lets them visualize what they’re paying for and eliminates any ambiguity about the results.
• Provide Post-Polish Proof: After you finish the job, take another reading and show them the improved gloss levels. This not only reinforces the quality of your work but also provides a satisfying before-and-after experience. It can be particularly effective to measure in front of them so they can see the readings change with their own eyes.

4. Gloss Meter Tips for the Best Results

Now that you’ve got the basics, let’s get into a few best practices for using a gloss meter effectively:

• Clean the Surface First: Dust, dirt, and residue can skew the readings. Make sure the surface is clean and dry before taking a measurement. A quick wipe with a soft cloth will usually do the trick.
• Take Multiple Readings: Just like with other measurements, consistency is key. Take readings from various spots on the stone, especially if you’re dealing with a large surface area or a stone that has varying levels of wear. This way, you’ll get an average gloss level that’s more representative of the whole surface.
• Calibrate Your Meter: Gloss meters are precision instruments, so calibration is essential. Most devices come with a calibration standard – usually a black glass tile. Take a few moments to calibrate your gloss meter each day you use it to ensure you’re getting accurate readings.

5. How Gloss Measurements Can Boost Client Satisfaction

So, you’ve closed the job and done the polishing work. Now, how do you use the gloss meter to keep your clients happy and possibly turn them into repeat customers?

• Give Them Before-and-After Numbers: Show clients the transformation by comparing the initial gloss level with the post-polishing readings. Seeing a quantifiable improvement will reinforce the value of your work and may prompt them to recommend you to others.
• Offer a Follow-Up Check: This can be a great way to build ongoing relationships with clients. Offer to come back in a few months for a complimentary gloss check. It shows that you’re invested in maintaining the quality of their stone, and it’s a natural opportunity to talk about future maintenance or additional services.
• Educate on Maintenance Needs: Once you’ve hit that high-gloss reading, let your clients know how to maintain it. Talk to them about regular cleaning and resealing routines to keep their stone looking its best. This keeps you on their radar for future work and positions you as their go-to stone care expert.

Closing More Jobs with a Gloss Meter

Using a gloss meter is about more than just getting a reading – it’s about building trust, setting expectations, and providing measurable value. When clients see the before-and-after impact in terms of gloss units, it makes the benefits of your service clear and compelling. By investing in a gloss meter, you’re giving yourself a powerful tool to win new business, retain satisfied clients, and stand out in the competitive stone restoration industry. So, grab that gloss meter and start shining – both your work and your reputation!