First Ever Call Today!

So i had my very first ever call today. I’ve been using google ad words for not even a day an a lady gave me a call an asked about having her house washed. Kind of caught me off guard. Needless to say i almost blacked out an was shacking with excitement. I was at work at the time an had to make the lady hold until I could walk away from my desk. She asked about a brick rancher 1200 sq ft. Just wanted house washed. I quoted here $275 which was way more than i should have. She said she would call back but i think i honestly blew it. Really going to have to sit down tonight an get my lines straight. Also i forgot all the quiestion a i was supposed to ask her. Smh :frowning:

BermudaOne Pressure Washing & Restorations

Richmond, VA
804-617-1488

Buck fever.
Don’t let it shake you.

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Another good reason to not quote over the phone. Go sell yourself in person

I’m sure many of the well established businesses don’t have to see each job now and can quote work over the phone but we aren’t established. Besides, going and meeting my clients is one of my favorite parts of the job. I like looking the project over, pointing out issues and Solutions and building a report with the client. Almost every client I have had so far has sent me work or a lead. You aren’t going to get that on the phone I don’t think

My initial fear was under quoting. I did the first few quotes in person so I knew in advance what I was getting myself into.

The downside of quoting in person is that you have to contend with price shoppers that already know what they want to spend and are not going to give you the sale anyway regardless of how well your sales pitch is. If you keep going out doing personal quotes the amount of time and costs associated add up.

With time you will get experience and find what works for you. I am sure others on here can give more insight to their preferred selling method. There are pros and cons to both methods.

Newbies should go quote in person so they can really get the feel of what the job entails. They can also get better dealing with the potential customers in person.

As time goes on you can pretty much do the sales in your sleep kind of thing where you can just pop on google or Bing and zap them over an estimate thru email and only talk to them by phone if need be. Today over 90% of our sales are done this way. Took me 10 yrs to get like this where you guys today keep doing your “Due Diligence” you should be able to do this within 2 yrs at most.

It’s no big thing Nick. Gets better with every phone call. You will get more.

I agree when you are first starting go look at every quote you get a chance to look at. It helps you get more familiar with things faster and make less mistakes.

Thanks! I’ll definitely go in person next time. Thing is, I think the lady saw call for s free estimate an assumed it was an over the phone one so I just rolled with it. Ill definitly not do that again.

Nick R.
Bermuda One Pressure Washing & Restorations
www.bermudaonerestorations.com
804-617-1488
Richmond, Va

Do you know what the rates are in your area? I found out the rates in my area by joining angies list. I poured through hundreds of reviews for dozens of pressure washers in the area. You can glean a lot of info. They post what the job is, sq footage(sometimes)price, and sometimes they tell you how long the job took. I don’t go out to do estimates unless it is close by. I often ask the homeowner for their address and I will look on google earth/maps or bing maps and give them a rough idea of cost. Most of the time the homeowner is thrilled. You just have to learn the variables and use things in the pic to gauge the actual size. Like if a car is in the driveway, you can determine a rough square footage. $275 for a 1200 square foot ranch wouldn’t fly around here. I don’t care what anybody tells you.

I did the same thing, found like 60 ads on Angies List. You would be lucky if you could get $150 at the most for 1200 sq feet here.

Don’t sweat it. You will get better with time. Remember – practice makes perfect.

Congrats on your first call! It can be nerve wracking at first but you’ll slowly start to get into a groove the more calls you take. Good luck!

I done both & still continue to do so ( over the phone & in person ). House washes are always over the phone, decks & roofs I go look at. I will admit my close ratio is higher when I meet the HO.

John Devine. allwashedupny.com

Your close rate ratio going up when you meet the client interests me. I do mostly phone sales except for jobs over $1,000.00.

I assume that the close rate would be higher in person but I get irritated (at myself) when I spend an hour of my life evaluating, explaining and “selling” a $400 or $500 job that is only going to take an hour to perform, just to hear, “Oh, I could never afford that”.

It does stand to reason that you would sell more jobs in person but at what point would it lead to enough additional work to make it worth while?

There are some really high volume guys that visit every caller. I do wonder if it’s time for me to get over being frustrated when chasing dead ends and just go chase every one.

Never mind, I just answered my own question. I will resolve to try harder to get an in person appointment if they don’t buy on the phone. Thanks for making me think John [MENTION=5210]Washed Up[/MENTION].

I always do in-person estimates if I can. I feel the face to face value adds to closing the deal big time. I just did an estimate the other day for a house and deck wash. After spending the 15 min with the client and explaining the process, he thanked me for actually taking the time and coming to his house. He said he wasn’t even going to call anyone else for an estimate and the job was mine.

I feel communication is a key element for success in this industry.

Think of it as putting the cherry on top of the sundae…

Like I said previously, I only go out for wood & roofs. I’d find it hard to price those services over the phone because they’re too Many variables. Size of deck, condition it’s in, any busted up wood that may need replacing. Roofs I can see doing over the phone but I’m still fairly new to them, so for now I’d like to see them. Hell, I’d love to do all estimates over the phone or on line. If any serious wood guys are reading this & strictly price your work over the phone, I’d love to know how you do it. Please share it with me. It would be greatly appreciated.

John Devine. allwashedupny.com

Sorry bermudaone, didn’t mean to hijack your thread.

John Devine. allwashedupny.com

If a client ask for a quote over the phone I pretty much lose interest because they are window shopping or tire kicking. Plus if I quote over the phone it severely limits my opportunity to upsell or problem solve for the customer. I enjoy educating and selling in person. It’s just part of who I am. Do I win every job, no but I would say my close percentage is very high in person. Plus I almost always sell more than was originally asked

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I literally just sold a $1291 house wash and roof cleaning that we’re doing next week. The gentleman is putting his home on the market and having an open house on Friday next week. I gave him a phone price (he called for roof cleaning) and I upsold him house washing. He was happy to have one more thing crossed off his to-do list.

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If a caller starts the conversation by asking for a price? Yeah, that usually goes nowhere and it is highly unlikely that I am going to their house.

When the caller, who more likely than not is a busy professional, asks me about getting their house washed, they are often relieved that I can price and get them on the “within the next two weeks” list right on the phone. They can then check that task off their list and get on to planning Susies birthday party.

Upsells will suck the life out of you (okay, me). I charge them enough to do it right and if I fail to explain well enough, or they just don’t see the value, then I guess we’ll have to go on to the next one.

If the caller was referred by a good customer, I’ll share pricing with them and if they are interested, I will happily schedule a meeting with them. But that usually is just for customer service sake in the interest of adding value and creating good will.

I do enjoy seeing the varieties of ways different people handle sales. Sales are fun.

And remember, no matter what the individuals sales style, nothing happens until a sale is made.