Ryan,

Push the SoftWash Authorized and the Certifications. I have a powerpoint presentation you can use as well. I can add you to a drop box folder where I keep it. Send me a mail.

AC

It sounds like the homeowner had it done for 200.00 by the other contractor. I have found that the 55 and older communities are all about price. You can come in fully loaded but it all comes down to the bottom line. Definetly push the softwash authorized material along with facts and that have solutions to the problem. Remeber you have the plant wash and bleach wash as selling pionts as well. I have converted people that are affraid of chlorine with just the fact of that we use the bleach and plant wash.

You need to have a selling process and stick to the format whether it is for 1 homeowner or a group. If you do it the same everytime it will become more professional and contsantly be improved. Tell a story. Price is key but if you do a good job creating value you can increase profit dollars and every dollar helps.
1. Talk about yourself and why you started in the business
2. Talk about the associations you are a member of and explain why that is important
3. Talk about your insurance
4. Explain the process of cleaning roof.....we inspect the property and remove furniture, we cover hardware, we put gutter hook, if we are on roof we only work harnessed, while cleaning we have person on ground spraying plants/shrubs....Make a comment on how nice their plants are, ask how they take care of the plants, make them realize the investment they have in their plants. explain why we bleach wash and why most companies dont, explain plant wash and why most dont.
5. Explain 2 other types of competition roof renu -using a concrete surface cleaner on roof, spraying directly on roof closely, walking on roof with no harness and then explain how some guys use pressure washers on roof. Ask homewowner which method they seem as best.
6. Show photos of jobs - of all types not just roofs. Show photo of you with homeowner shaking hands and explain what you did for that homeowner to make it personal example.. they were trying to sell house and realtor suggested cleaning roof, we cleaned roof and within the week they had 6 home showings etc.
7. Try to get copy of estimates of competition to price condition
8. Calculate price you want to sell at and add 10%. Quote price and tell homeowner we have an initial visit discount if we can make a decsion now. why? just explain that people often want to think it over and they have the best intentions and that you spend a lot of time trying to contact them....We would rather reduce price now and schedule job....it makes sense for us in the long run
9. Pick up how to close every sale by Joe Girard