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 soft washing contractors) are the most highly paid of all 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 feel that they are doing well. Negotiating a lower price makes them happy, and happy customers give referrals.
And when, after you have come down a bit in price, you are still earning good money, you will be happy too.
This is called "win-win" negotiating.
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.
Of course your customer may not haggle, which means you get a contract at a very nice price. When this happens be sure to do an extra specially good job.
Because doing a exceptional quality of work will also get you those precious 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 as little as one-third of his prices.
Leo's customers were well aware of this price difference but chose Leo because they were happy to pay for high quality. "I don't mind paying when I know I am getting a great service", were words Leo would frequently hear.
Quality work and quality service spreads through word of mouth. And the price you can charge for referrals is generally higher than you can charge customers who come in through cold canvassing or advertising.
That's because referred customers 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 and highly valuable commodity in today's world.
Going in cheap is a mugs game and doing work that we don't get paid well for is always a miserable chore. So don't play the "cut price cowboy" game. It's a futile and foolish race to the bottom. A race that real professionals do not need to enter.
We hope this information is helpful and sincerely wish you great success in your soft washing business,
Ben, Leo, Fiona, Stevie & Anthony
How to find answers to most soft washing questions: Simply enter a relevant "keyword" or short phrase – e.g. keyword for the above link = "how to" – into our in-site Search Engine (magnifying glass icon on the main menu).
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Phone: 0800 70 74 222
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Phone: 00353 214 622 978
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PS: Click here to set up your "Clean & Maintain" programme. After completing an initial soft wash treatment, put your customer on a "Clean & Maintain" ongoing maintenance programme. Your customers will enjoy a permanently clean property and you will enjoy a steady stream of repeat business.
This is clearly a win-win arrangement for you and your customers.
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After pressure washing (power, jet) algae spores rapidly recolonise, and properties return to square one in a very short time. So what's the alternative?
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How long can diluted Benz Bio Cleanze can be stored for, and still be ok to use on another job?
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It's a free resource for people wanting to learn about the soft washing industry, to expand an existing business, or build a new business.
Soft washing reduces, or even eliminates, the need to use high-pressure washing.
Instead, once the build up of algae, lichen, fungus, moss and mould – the root causes of properties looking "dirty" – has been treated, the natural "self-cleansing" of sun, rain and wind removes the surface residue through time.
By educating the cleaning trade and public about soft washing we are helping develop an industry that offers sustainable treatments to clean and maintain exterior hard surfaces.
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The free guide shows you – step by step – how to easily, quickly, and accurately create softwash business quotes.
This saves you time, is a highly professional approach, and increases your chances of winning new contracts.