February 21, 2018 2 Comments
Leo's window cleaning mentor, a lovely man now sadly gone to that great window cleaning round in the sky, gave him this sage advice: "Window cleaners (and these days softwashing contractors) are the most highly paid tradespeople. You will be earning more than most of your customers, so tell yourself you are worth it, BELIEVE you are worth it, and keep your prices high".
Leo did just that during the 10 years he ran his window cleaning business and was the most expensive window cleaner in his area. He had only had one problem: too much work!
Quote a bit higher than you are actually willing to work for. Then, if your customer wants to haggle, you have leeway to come down. When customers get the price down they think they are doing well, makes them happy – and we all want happy customers, they give referrals. And if, after you have come down a bit in price, you are still earning as much or more than you need, you are happy too.
It's important when haggling to know your bottom line (the rate you will not, under ANY circumstances, go lower than) and stick to it. Let the cowboys try to undercut you - your market is not theirs.
Of course, quite often the customer does not haggle and you just got a job at a very nice price, so be sure to do an extra specially good job. This will help with referrals
An example from Leo's window cleaning days. He often had customers next door to houses that were being cleaned by other window cleaners who were changing one-third of his prices. His customers were well aware of this but chose Leo because they were willing to pay for quality.
Quality work and quality service spreads through word of mouth – and the price you can charge for referrals is generally higher than customers who come in through cold canvassing or advertising. That's because they trust the person who referred you, and therefore already trust you and your work, and so are willing to pay a bit extra. Trust, along with excellent service, is a saleable commodity in today's world.
Don't try to compete with the cowboys. Don't play the "cut price cowboy" game. Let those fools do their thing ... there is a market for poor quality just as there is for high quality.
Going in cheap is a mugs game and doing work that we don't get paid well for is always a miserable chore.
We hope you found this information helpful and inspires you to succeed in your softwashing business.
Ben, Leo & Fiona
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April 01, 2021
We recently tested – just out of curiosity – some old Tornado Cleanze that was nearly two months past it's best-by date. We wanted to find out how long it could be stored for and still produce effective results. And stored badly at that ...
Want to know what happened? (the results even surprised us)
Click the link on this page to find out ...
March 11, 2021
Cleaning caravans and mobile homes is an excellent soft washing market.
The process is simple and straight-forward. And cleaning several on the same day can be highly profitable.
Click the link on this page to learn more ...
March 04, 2021
Huge thanks to all our customers for your loyalty in making Benz your softwash product supplier of choice. We appreciate the fact that so many of our trade customers come back to us week after week, month after month, year after year.
And by way of practical appreciation, we've decided to no longer pro-actively seek domestic customers for our products and will not knowingly sell products to the customers of our trade customers, i.e. those who want to play around with d.i.y.
Click the link on this page to continue reading ...
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