We have our own pressure washer

A

Andy C

New member
I've gotten this response multiple times this week. How do you guys handle the conversation when you are told that they take care of pressure washing in house? I'm torn between trying to sell them that I can do a better job or accepting it and getting on to the next sale. I'd appreciate any input.
 
I've always believed that if you have to "sell" yourself or your services then you are nothing more than a scam artist or huckster looking for a mark and a quick buck. Are you looking for a quick buck or to help someone with a quality solution to a potential problem? I prefer to help people. I believe most here are of the same frame of mind - let's make money helping people.

Now, on the other side of the coin is "education". Educate the potential customer in the differences between their 'obvious' results (which I'm sure you've already taken time to document) and how you can improve on their in-house results. If their results meet or exceed yours - why bother (they obviously have it under control)? But if they aren't meeting an acceptable standard (such as in a commercial environment) then "educate" them to the possibilities of a 'slip and fall' scenario and how you can help them avoid that situation. For home-owners, educating them about the possibility of their insurance being cancelled due to a dirty roof or a HOA warning just may persuade them (don't use it as a scare tactic). A dirty pool deck could lead to a serious slip and fall situation too as could a slimy wood deck.

Salesmen are typically trained to figure out what matters most to a potential customer and hammer that point until they get the sale.

Educating them on how you can do it faster / less expensive / better / with less potential damage /... is not sales - it's marketing. Don't "sell" your services - market them.

Know their situation before you approach them, you'll be better prepared to "educate" them as to why they need your services more than they need to do it themselves.

I will never turn my hard earned cash over to a slick used car salesman - never. I have to be convinced (i.e. educated) why I should purchase products or services.
 
"Red" said:
I've always believed that if you have to "sell" yourself or your services then you are nothing more than a scam artist or huckster looking for a mark and a quick buck. Are you looking for a quick buck or to help someone with a quality solution to a potential problem? I prefer to help people. I believe most here are of the same frame of mind - let's make money helping people.

Now, on the other side of the coin is "education". Educate the potential customer in the differences between their 'obvious' results (which I'm sure you've already taken time to document) and how you can improve on their in-house results. If their results meet or exceed yours - why bother (they obviously have it under control)? But if they aren't meeting an acceptable standard (such as in a commercial environment) then "educate" them to the possibilities of a 'slip and fall' scenario and how you can help them avoid that situation. For home-owners, educating them about the possibility of their insurance being cancelled due to a dirty roof or a HOA warning just may persuade them (don't use it as a scare tactic). A dirty pool deck could lead to a serious slip and fall situation too as could a slimy wood deck.

Salesmen are typically trained to figure out what matters most to a potential customer and hammer that point until they get the sale.

Educating them on how you can do it faster / less expensive / better / with less potential damage /... is not sales - it's marketing. Don't "sell" your services - market them.

Know their situation before you approach them, you'll be better prepared to "educate" them as to why they need your services more than they need to do it themselves.

I will never turn my hard earned cash over to a slick used car salesman - never. I have to be convinced (i.e. educated) why I should purchase products or services.
Click to expand...
A+ on this reply.
 
"Red" said:
I've always believed that if you have to "sell" yourself or your services then you are nothing more than a scam artist or huckster looking for a mark and a quick buck. Are you looking for a quick buck or to help someone with a quality solution to a potential problem? I prefer to help people. I believe most here are of the same frame of mind - let's make money helping people.

Now, on the other side of the coin is "education". Educate the potential customer in the differences between their 'obvious' results (which I'm sure you've already taken time to document) and how you can improve on their in-house results. If their results meet or exceed yours - why bother (they obviously have it under control)? But if they aren't meeting an acceptable standard (such as in a commercial environment) then "educate" them to the possibilities of a 'slip and fall' scenario and how you can help them avoid that situation. For home-owners, educating them about the possibility of their insurance being cancelled due to a dirty roof or a HOA warning just may persuade them (don't use it as a scare tactic). A dirty pool deck could lead to a serious slip and fall situation too as could a slimy wood deck.

Salesmen are typically trained to figure out what matters most to a potential customer and hammer that point until they get the sale.

Educating them on how you can do it faster / less expensive / better / with less potential damage /... is not sales - it's marketing. Don't "sell" your services - market them.

Know their situation before you approach them, you'll be better prepared to "educate" them as to why they need your services more than they need to do it themselves.

I will never turn my hard earned cash over to a slick used car salesman - never. I have to be convinced (i.e. educated) why I should purchase products or services.
Click to expand...

Excellent Advice Red!!!!

Then show them a picture of the pressure washer a customer gave you.............Funny 002resz.jpg.......

Or the one with a note the Wife left on the one her Husband bought.................kids & Stuff 037resz.jpg

Works like a charm.....LOL!!!
 
Red my man, you're absolutely right.

However, I don't think Sales is dead. Marketing is fantastic! It gets a portion of the people already seeking the service and sometimes a portion of the people on the fence about it...

But sales (in my poor opinion) is the lifeline of persuasion, and ultimately a factor that plays into the difference between an average company and a great company. Obviously there are ethical and moral standards we should all uphold to as good businessmen... but sales and the art of persuasion is very much alive!

And like any business or any mechanism... all of the parts must work in unity to create the end-product... Sales and marketing is just a crank in the clock. Good post here though!
 
Tuesday morning I have a drill rig to wash in a companies wash bay that has a full time wash guy. I still use my truck, my chem's, but still charge them exactly the same if I went to a site.

They have tried to train, but in the end it was more cost/time effective to have me come in then allow there guy to spend 2+ days and it still look bad. Some managers get this, some don't and will never see the cost/hassle benefit of getting you to do the work. As employment picks up in an area in house wash guys typically move on or get too expensive to employ, this is when you be ready to grab the work.
 
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