We have a different situation up here (North) that actually works to our advantage. As a group we're spread out enough where we have little competition, at least professional competition.
This works to our advantage because as long as you are honest, thorough with your details and confident then you WILL close sales. The sales you close will be people looking for a person that is efficient, knowledgable and insured. That being said for every one guy that has those traits, there are five guys on Craigslist running out of their car working against you. That in turn also works in your favor as the people with money and sense do not want them around their house. Those are the people you want as customers. Halfway through the last year I was no longer frustrated at people looking for the cheapest, that's the quest they were on and there was no way I was going to change that. People that are cheap want Red Roof prices with Four Seasons service and I really don't want them.
We have two things working against us though.
The one thing working against us is that most of the population up here is completely uninformed about how a property is supposed to be washed PROPERLY. That being said they don't understand our processes that involve doing things right. Once they know about the correct way and how you are going to do it, they'll forget about the guys that want to literally pressure wash their house/roof. To your advantage....you'll be one of the few and they won't get a stack of quotes to work against you.
The second thing is our properties don't mold over as quickly as they do down south, so our service isn't something that is seen on a regular basis. That means more money/time spent on marketing. We have to get them to notice the situation on their property and get them to call us.
I'm not a salesman at all. I go over them with what we are going to do, how it's going to be done, some minute details and then the price. Facts and honesty with no real sales pitch in relation to common sales tactics.
If you can approach without seeing yourself as trying to make a sale or being a salesman then that's a major burden off of you. If you concentrate strictly on the facts and honesty then your services sell themselves.
