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idontknow · Guest

Name your price

Guest

Great post, Martin. How many times have we all had a customer look at the total price and say "Oh, really? That's all?" That closes the door on what could have been a much higher profit margin. This is definitely something to think about.

zjim · Guest

Two words that cut me like a knife "that's it"

LPWash · Guest

A better question would be to ask, what is your budget for this job? Ask it early. A lot of times they won't offer a number, but never walk away if it's too low. Simply explain in detail how you're a professional and what you can offer. You can also bid high if you are busy with lots of work. I used this method just this week. You can tell if a customer is leaning toward doing the job or not, just by asking the right questions and listening to what they have to say. I did work for this one gentlemen twice before. This past week, he called me for more work (not roof cleaning) once again. I was not sure what price to charge. I asked him what his budget was, and of course he said he did not know. I threw out what I call an auctioneer bid. You know, they always start high to see if anybody will bite on that first number. He agreed and we got the job. $ 3700.00 after 6 hours of work, I almost felt bad. Almost. But my point is, I would have done that job for wayyyy less. I felt confident the day of the estimate and decided to shoot high. The worst they can do is say no. This isn't something I use every day, but when you're busy and things are going good, try it. In a former job, I actually went through a week of sales school. I learned a lot during that week.

Roof Cleaning New Jersey · Jul 11, 2010

If I may, the busier you are absolutely determines your price. I know when I'm at my busiest, my competiters are also busy. When I perceive a customer has "sticker shock", I inform them that it's prime time and all roof cleaning/exterior cleaning co.'s are just as busy. Call an HVAC guy during a heat wave and see if you dont pay $650.00 for an hours worth of work. Even if he's merely putting in a few pounds of freon, you will pay. And if you shop around you will see that the market dictates.
Another major "buzz" word is people calling and asking for a "free estimate". I know there shopping and comparing quotes. As opposed to the guy that calls and says "I need my roof cleaned". He may be willing to pay more so your service better be on point.
When my price is high the customer does a double take, I explain how the job starts long before I get there. The special roof cleaning agent has no shelf life, it's made to order. It's not like I can make bulk supply and store it. It's expensive and is concocted the day of the job. That usually closes the deal.

idontknow · Guest

Now here is something else I have been thinking about. instead of sending out flyers etc. why not give out "GIFT CARDS" you could make them out to be worth say $50* (the conditions being that the job is worth over say$500) so in essence it's a 10% discount card. but if you give someone a gift card (for roof cleaning, power washing, window cleaning or what ever) worth $50 they would feel as if you have just given them $50 and they would be inclined to "claim" their $50 who would not want 50 bucks for free? of course they would have to book a job worth $500 or more to get there 50 bucks for free.

you could also say some thing like "if you can not use this free gift card please give it to someone who could benefit from it"

this would be as good as a referral.

personally I know that if someone gave me a gift card worth $50 I would try to claim my fifty dollars worth of value or give it to some one who could.
Idea???????

-- Edited by idontknow on Sunday 11th of July 2010 08:16:28 PM

Iannacchione · Guest

Great posts Martin,

I am thinking over here! Thank you very much. I like the gift card idea a real lot.

guest

Let me Know how that works out especially with referrals guys I anxious to know.

Cardinal Roof Cleaning Jackson TN · Guest

Another great "get you thinking" post. These are great ideas. It also works if you see a job you don't particularly want to do. Give a high enough bid that if they do take it, it is worth your while. When I take a trailer load of stuff to a flea market to sell it, and someone asks me about an item, I give them a high price. If they put it down and start to walk away, I either shoot them a little lower price, or ask them what it is worth to them. Being a salesman will usually get you a little more for whatever you are offering. I used to feel like I had to sell every item or get every job, but sometimes it is better to wait for the next customer.

guest

So please explain a little more to me. a friend of a friends call me and she wants her roof cleaned and she ask how much, so obviousely her friend already told her how much she payed, so I ask her, well "how much would it be worth to you" and she says Gee I never really thought of that all I know is my friend Paid 500.00. I think you will have to be an all time sells man to sell her higher than her friend?

guest

Walk wrote:

So please explain a little more to me. a friend of a friends call me and she wants her roof cleaned and she ask how much, so obviousely her friend already told her how much she payed, so I ask her, well "how much would it be worth to you" and she says Gee I never really thought of that all I know is my friend Paid 500.00. I think you will have to be an all time sells man to sell her higher than her friend?

and honestly what would you think if a service contractor came to your house and said " whats it worth to You " ? I personally would think this dude is shady? I would expect to pay what ever my neighbor paid or anyone else?

-- Edited by Walk on Monday 12th of July 2010 09:14:33 AM

Midtown · Guest

Overall, it sounds unethical and is a slippery slope. The no maximum is what I don't like.

-- Edited by Midtown on Monday 12th of July 2010 09:05:03 AM

RCIA Founder

I have enjoyed reading this thread very much. It is kind of like Priceline.com

idontknow · Guest

A very wise man once asked me what business I was in, I proceeded to explain to him about what I did and what my business was all about, after a while, while I was still talking he interrupted and asked again "what business are you in" I stopped and thought for a while then started to explain what my business was all about "again" He abruptly said STOP, NO. then he said you are in the same business as EVERY BUSINESS IS IN, AND THAT MY FRIEND IS THE BUSINESS OF MAKING MONEY! what you do to make that money is nothing but a tool that you use, it is the same as a builders hammer, a electricians screw driver of a cooks pot, what you do to make money with in your business is just a tool you use that allows your business to make money. I am, you are, we are in the money making business, as small business owners we do what we do to make money that allows us to live our lives. think about that.
WE ALL QUOTE THE LOWEST PRICE! when we quote a job the biggest question we keep asking ourselves is "how much will they pay" and our fear of rejection forces us to quote the lowest price, the fact is the client could have been willing to pay much, much more then what we quoted but our own fears and self doubts stopped us from asking for more money. you will never get top dollar if you don't ask for it.

I have heard of a story where a window cleaner did a glass restoration job and made $3,500 for half an hours work and the customer was ecstatic about the work done and the price paid and in fact referred him to other people he knew. WHY WAS THE CLIENT SO HAPPY? because the replacement cost of that glass was around $35,000 the cleaner only charged 10% of the replacement cost and in fact saved the customer $31,500 (PRECEIVED VALUE)

Overall, it sounds unethical and is a slippery slope. The no maximum is what I don't like.

what I should have said is the maximum price is what the customer is happy to pay in relation to the value it has to him/her.
I am not promoting ripping people off, in fact it is quite the opposite, I am a very ethical person, I would never rip any one off my conscious will not allow this, but I will maximise my earning potential and match my customers expectations, if those expectations means that they will pay more then the person next door then so be it, you have to remember that no customer will ever pay a price that they are not willing to pay! the only time you are ripping people off is when they are forced to pay more then they wanted to pay.

If you needed a new kidney to survive what price would you pay?
If you had no use for a new kidney, how much is a kidney worth to you?

One of the first rules of business is "find out what the customer wants and needs" then sell them that!

gutterdog · Jul 12, 2010

I scrolled down to the bottom. forgot what i was gonna say?

idontknow · Guest

Walk wrote:

So please explain a little more to me. a friend of a friends call me and she wants her roof cleaned and she ask how much, so obviously her friend already told her how much she payed, so I ask her, well "how much would it be worth to you" and she says Gee I never really thought of that all I know is my friend Paid 500.00. I think you will have to be an all time sells man to sell her higher than her friend?

Walk may be the trick is that if you had used this method on the first customer then you would also be making a nice profit on the second customer?????

Please do not get me wrong about all of this, it is just another sales method that is used by millions of businesses around the world (perceived value selling) if you are happy always quoting the lowest price then please don't let me stop you, but if you think that it would be nice to maybe have some more money in your pocket then here's an idea you could try, I'm just thinking out loud here guy's it is not one of the ten commandments.

guest

Martin. I know what your saying Brother. We need to add value to our service!

Martin it's always good hearing from you!

Roof Cleaning New Jersey · Jul 12, 2010

Aside from factoring time, materials, travel, and all other overhead, how much do we add for novelty? Cleaning roofs is fairly simple and straight forward when its done as much as we do. But there is novelty to it. It's like a magic trick. When I was a kid I would go to this flea market where this guy would do these stupid little magic tricks that amazed me and I could only wonder how it was done until I purchased it. He got me every time. 99% of the cost of the trick was for the novelty of it. Most of the time I was buying a little piece of string with 2 step directions on a card the size of a matchbook, virtually no material. I like to feel roof cleaning is related. Would customers pay your price if they new the actual simplicity of it? Maybe or maybe not. The value of the magic trick goes way down if the secret is revealed before the purchase.

RCIA Founder

Roof Cleaning New Jersey wrote:

Aside from factoring time, materials, travel, and all other overhead, how much do we add for novelty? Cleaning roofs is fairly simple and straight forward when its done as much as we do. But there is novelty to it. It's like a magic trick. When I was a kid I would go to this flea market where this guy would do these stupid little magic tricks that amazed me and I could only wonder how it was done until I purchased it. He got me every time. 99% of the cost of the trick was for the novelty of it. Most of the time I was buying a little piece of string with 2 step directions on a card the size of a matchbook, virtually no material. I like to feel roof cleaning is related. Would customers pay your price if they new the actual simplicity of it? Maybe or maybe not. The value of the magic trick goes way down if the secret is revealed before the purchase.

No Chit ! Thats why I hate videos showing the actual roof cleaning process

idontknow · Guest

NOVELTY?

my friend if that's the only other value you can see in what you do then I wish you the best and good luck.

for me, I see so many other high value virtues in the things I sell, in the case of roof cleaning lets start with PRIDE, the home owner is proud of their property, the property that they have worked and struggled for all there lives to get, the home where he spends time with his wife and family, the place when all other places seem dark and dangerous that this place (his home) is his one safe and secure place to come to, his sanctuary, Financial. by cleaning his roof he is investing in his financial future by A. prolonging the life of his roof, B. by maintaining the value of the biggest asset he will most likely ever own. your turn now.....

do you feel that what you do is simplistic and "not worth while?" dose a baker just bake bread? or dose he provide food to many? if you do not see value in what you do then, well, what can I say.

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The Roof Cleaning Institute Of America Training & Certification Forum "Find A Certified Roof Cleaner Directory"

Roof Cleaning Wake Forest NC 27587919-412-2432

Roof Cleaning Wake Forest, Raleigh, Knightdale, Rolesville, Youngsville NC

The Roof Cleaning Institute Of America Training & Certification Forum
"Find A Certified Roof Cleaner Directory"

Roof Cleaning Wake Forest NC 27587
919-412-2432