How To Sell & Book Jobs
So you know how to get off the ground and get you first few leads.. Well now comes the hard part of pressure washing, no it’s not doing the actual work. The hardest part is convincing potential clients why they should go with you priced at a premium price vs the local smo Joe down the block for $50-99.
ANYONE can pressure wash. Anyone. It’s literally a $10-$12 per hour task. The difference between you and every other DIY homeowner, is you have put the time and money into getting the job done better and faster.
In order to stand above the crowded marketplace, you need to figure out what is your USP, unique selling proposition. This is what will set your pressure washing services apart from your competition. Think of companies that offer money back guarantees, 1 year clean guarantee, discounts, same-day cleaning, etc. Something that will give you the edge over someone that’s just cleans things. If you don’t, people have no motivation to do business with you instead of your competitors.
Another way to convert clients is by simply talking to them. Ask them what they do for work. Ask them why they called you to come out. Figure out what their problem is and how you can solve it. Let them do most of the talking if you can. Otherwise ask probing questions as stated above, talk about the local sports team, etc.
By doing this you leave a lasting impression on them as someone who actually cares about them and isn’t just trying to make a quick buck.
It’s important to note that you will also have to get past the “Gatekeepers”. These are the wives that don’t really have the power to say yes or no. If they tell you they have to speak with their husband first, don’t just say okay and go on. Get the husband outside with you two or if he’s not home ask if you can come back when he is home since he is the decision maker. You can even do a zoom call with both of them that evening if you can’t be on the property later. Whatever you do DO NOT give your price to the person that’s not going to make the decision if you have figured out they aren’t the decision maker by talking with them. Something they say to hint at this is,” Well my husband just doesn’t have time anymore and he seen your sign”. The husband is the one wanting the work done or vice-versa.
Think of every potential customer as someone you’re taking on a date to eventually marry. I know it sounds crazy but I’m telling you if you can show them that you care about their problems, they will buy from you. If you’re just like everyone else that comes out gives a price and then leaves, they aren’t going to pay premium prices. They’ll just go with Smo Joe down the road for $100.
It’s also very important that you understand, everyone is not your customer. You want to aim for a 30%-40% close rate. That means out of 10 leads you want to close 3-4 of them. If you land every single job, you’re taking time away from getting more high paying customers. It’s also important to note that you cannot compete on price. Someone will always be out there doing it for either drug money or just to stay busy. Don’t compete with those guys, you’re building a business, not another job.
The best book I’ve ever read that can help you more than any video, course, etc is Getting Everything You Can Out of All You've Got by Jay Abraham
This book has helped me put my pressure washing business above the rest. It’s a book to give businesses the upper hand on their competition.
