Using a Gloss Meter to Win More Stone Polishing Jobs
By Fred Hueston
For stone restoration professionals, results matter—and not just visually. Being able to measure your results gives you a serious edge. That’s where the gloss meter comes in.
A gloss meter is more than just a diagnostic tool—it’s a powerful sales aid that can help you land more polishing jobs, set realistic client expectations, and show the value of your work in clear, quantifiable terms. If you’re not using one yet, it’s time to consider adding it to your toolkit.
What is a Gloss Meter?
A gloss meter is a handheld device that measures the reflectivity—or gloss—of a surface. It works by projecting a controlled beam of light onto the surface and measuring how much of that light is reflected back. The result is expressed in gloss units (GU).
The higher the number, the shinier the surface.
- Gloss Angles: Most gloss meters measure at angles of 20°, 60°, or 85°. For stone surfaces like marble and granite, a 60° measurement is most common and gives reliable mid-range readings suitable for polished finishes.
- Interpreting the Readings: For reference, a high-gloss polished marble might read between 80 and 90 gloss units, while a honed finish could fall between 20 and 40 GU.
How to Use a Gloss Meter During Job Assessment
A gloss meter can help you evaluate the current state of a stone surface and communicate your proposed results more effectively to the client. Here’s how:
- Set a Baseline: Take initial gloss readings before any work begins. This gives you a starting point and a way to track improvements. Clients appreciate seeing real numbers that describe the current condition of their stone.
- Demonstrate Value: Use the numbers to explain what your work will accomplish. For example, “Your granite is currently reading 55 gloss units. After polishing, I expect to bring that up to 85–90.”
- Highlight Problem Areas: Taking multiple readings across a surface helps you identify worn or dull zones—especially in high-traffic areas or places with UV exposure. This helps justify full-surface polishing rather than spot repairs.
Turning a Gloss Meter Into a Sales Tool
Quantifying results can be the key to closing a job. Here’s how to use a gloss meter as part of your sales pitch:
- Show Measurable Results: Most clients respond well to data. Being able to show a specific increase in gloss readings after polishing reinforces the quality of your service.
- Set Clear Expectations: Establish realistic targets. If you know the stone can reach 85 GU, communicate that to the client up front. This removes guesswork and aligns expectations.
- Provide Proof After Completion: Once the job is done, take a second set of readings and show the client the difference. It’s a strong before-and-after demonstration that builds trust and satisfaction.
Tips for Accurate Gloss Meter Use
To get consistent and reliable readings, keep the following best practices in mind:
- Clean the Surface: Dust, debris, or moisture can skew readings. Always wipe the stone with a soft, clean cloth before taking a measurement.
- Take Multiple Readings: Especially on large or uneven surfaces, don’t rely on a single data point. Record several readings and use the average to represent the area.
- Calibrate Daily: Gloss meters are precision instruments. Most units come with a calibration standard (usually a black glass tile). Calibrate each day before use to ensure accuracy.
Using Gloss Readings to Build Client Loyalty
Your work doesn’t end when the polish is done. Here’s how to use gloss readings to enhance your relationship with clients:
- Show the Improvement: Present before-and-after readings to clearly demonstrate how much gloss was restored. Clients love seeing that measurable change.
- Offer a Follow-Up: Consider scheduling a complimentary gloss check a few months later. This creates an opportunity to inspect the surface, offer maintenance advice, and keep your services top-of-mind.
- Educate on Maintenance: Once you’ve restored a high gloss, give the client simple guidance on how to maintain it—proper cleaning products, sealing recommendations, and the importance of avoiding abrasives. This positions you as the expert they’ll call next time.
A gloss meter is a small investment that can make a big impact. It helps you:
- Evaluate surfaces more precisely
- Set realistic expectations
- Back up your results with data
- Build trust with clients
- Increase client satisfaction and repeat business
Whether you’re working on marble, granite, or other polished stone, adding a gloss meter to your process enhances professionalism and helps you close more jobs with confidence.
