A simple but highly effective way to get more softwashing customers
When people have just moved into a new home they are emotionally and financially invested to their purchase and are pre-disposed to spend a little more money to look after it. We could say they are in the "honeymoon" stage of their relationship with their home.
Softwashing and window cleaning contractors can use this to their, and their customer's, advantage by offering their softwashing services when new owners have moved in and are full of the joys of their new property.
They have just spent thousands on their new home, so are acclimatised to spending large amounts of money and to have their property professionally cleaned is a relatively negligible additional expense.
How to get new softwashing customers
This system is so simple, anyone can do it:
1) Keep an eye out for For Sale signs
2) Make a note the address and the date you saw the signs – and carry it with you in your van on a clipboard or small notebook.
3) Then, when next in the area, check to see if the sign has gone down, or been replaced by a Sold sign
4) If so, knock on the door and introduce yourself and your services
Many softwashing contractors also clean windows and vice versa. The two services go together, as Forrest Gump said, "Like peas and carrots". So if you are in this position the chances of the potential customer going for either your window cleaning or softwashing service, or both, is very high.
Quick tip: It's never a good idea to try to sell two things at the same time. It forces the potential customer to think too much, and few of us like to do that. So they fall back on their default position of "If in doubt say No".
If you have both a window cleaning and softwashing business we suggest offering window cleaning first. It's the easiest sale and opens the door to building a trusting relationship with the customer. After a few months you can casually tell your new customer about your other services while cleaning their windows. Easy peasy!
If they say No to having their windows cleaned, use the "Columbo Close" (from the famous tv series) by, as you complete the window cleaning conversation and are about to walk away, turn around and say something like, "Oh, by the way, I also clean roofs, patios, walls from that black/yellow/red staining I can see on your home. Would you like me to quote you for cleaning all that dirty staining off? Would make your home look and feel so much better, and it would help protect the structure as well." Something like thatg ... in your own words of course.
Chances are they will at least be interested to know more, and that's your opening to explain the benefits of softwashing.
Leo achieved an 80% success rate using this simple but highly effective strategy to find new customers for his window cleaning business. And Ben has found similar success when building his window cleaning and softwashing business (www.performancecleaning.ie).
So we know beyond all doubt that the system works and is highly profitable.
How much to charge for repeat softwashing
This is the eternal "how long is a piece of string question". The rate you can charge depends on area mostly and varies dramatically. As a rule of thumb, softwashing pays approx twice the day rate of a competent window cleaner in any given area.
There's no need to try to undercut the competition. A "race to the bottom" serves no-one. If you do a good job, be polite, and clean up after you most customers will be happy to have you back at reasonable rates.
Trust is at a premium in today's world and many people, including us, prefer to choose a tradesman they can trust rather than a cut-price cowboy. The extra cost of having someone do a good job and look after a customer's property is well-worth paying for (btw: you may want to make a point of this in your marketing materials).
First softwash treatment
These usually take longer because the property has been neglected and the biological growths have rooted themselves into the surfaces. Using Benz Lightning Cleanze to get rid of the worst of the infestation on a first visit is often the best choice.
Repeat softwash treatments
This is how you can reduce the time a job takes and therefore reduce the price to your customer. It's this regular re-treatment with Bio Cleanze that enables you to lower your price and makes your business more profitable at the same time.
Win-win for you and your customers in other words.
We hope this information is helpful.
Ben, Leo & Fiona
Also in Benz Trade Tips
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