I am about to start up a window cleaning business. What would be a good way to get residential jobs. Does using advertising work well?
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That’s great! Since you’re just starting I’d get door hangers ! Our friends at @AtCostPrinting can help with that. Should see a very good return on them.
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Thanks. I will probably end up doing that.
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Hangers are great. If a person approaches you at the door you have about 30 seconds to capture their interest, but you have maybe 10 seconds or less to have them stay in the conversation with you. If you want to wear a window cleaning outfit, you can do that when you clean a house near by. However, go business casual at least if you can afford a suit or even a long sleeve shirt with a tie and some business slacks, and good shoes (NO SNEAKERS!) This will make you appear important and throw their thinking off for a few more seconds because they will take you more serious. They will be on guard. The objective for is to get in the house, and sit down with them. This is how I would pitch with a flyer. Don’t be discouraged if you get the door slammed in your face, are subject to screaming, threats of violence or etc.
“Hello Sir/Ma’am. I know you do not get many visitors that come to your door, so I will be brief. My name is Jacob, I am in your neighborhood today to give you this flyer. Where would be the best place to sit down for 5 minutes to discuss this, the living room or kitchen?”
If there is any reactionary defense responses anywhere in the pitch IE: “Don’t have time for this.” “I don’t have money.” “This sounds like a scam.” “Not interested.” “Let me think about it.” “I have to ask my husband/wife.” Immediately disarm the response with care.
A counter I use is “I understand you (insert their response here.), would that be the only reason that is preventing you from giving yourself the chance and opportunity to discuss how I can help you today?”
If they say yes, you could response with enthusiasm “Excellent! In just 5 minutes, I’m going to show you how to save time, money and get a tremendous amount of value for your home. If I cannot get you what you need in 5 minutes, it will not be a waste of your time I assure you, it will only be a waste of my time. Does that sound fair?”
Usually at that point they will let you in. If not, ask questions and disarm the other responses. Move them back into agreement (make them right even if they are not) and get into the house.
Once in the house and you start your estimate and they ask “How much will this cost?” if not finished with the estimate “I understand you want me to disclose the cost to you, until I can determine what needs to be done, you don’t need to worry about cost, as there won’t be any until I do the estimate.”
If they ask after you are done, ask them where the best place to sit is. If you are standing and they are standing, body language wise they may feel rushed and also they can walk away from you easier. When you sit down with them, they won’t feel rushed and they will have a harder time waking away.
Ask if they have any other questions before you disclose figures to them. Answer the questions and then write on the back of your contract (have muliple on you always) give them a special partial house cleaning (10 windows for 79 bucks works for me) a special today only whole house special in and out windows with screens (usually 129 to 249 first time is my average), then offer a price if they don’t want to commit now for outside only, inside and out. I also give them a discount for 2 or more cleanings per year, tell them the discounted rates and also they can mix and match an outside only with an inside and out if they do twice a year and still get the discounted rates.
Offer lots of options, if you only offer 1 or 2, and they say no, you are out of luck. If you have multiple, they will pick something, also if they do pick something they might want to add on gutter cleaning or power washing, or something similar for more value. After that, close the deal and have them sign the contract. It can be done, I do it often. I hope you will be able to or at least get an idea from the advice I listed above.