Mathew Johnson

Deleted Post

Hi Beth, Thanks for the reply and for the time on the phone to answer some chemical questions. I think I may have sent a mixed message regarding hearing "no" from the customer. The point I wanted to convey for the newbies (like myself) was dont lower your pricing based on the first or second bid rejection. It is easy to sell the service... You make an excellent point with your post. I do employ the therapeutic communication techniques that you have mentioned in your post (My nursing education has served me well) and I have a bid success rate in the mid 90th percentile and I agree with you. active listening is the starting point to selling a job. You can't even start to sell the service until you have identified thier needs and expectations Here is an excerpt from a post that is quite dynamic that can be found at the following link called "How much do I charge?" A must read article for all newbies. The author has some statistical background with an unbelievable business sense. http://www.powerwashnetwork.com/showthread.php?t=6352 Here's a little Selling breakdown for you to gnaw on. Say you can do 20 jobs a week. Say the jobs are $100 each with a closing ratio of 1 in 3. This means you need your phone to ring 60 times to get the 20 customers say at a marketing cost of $15 ($5 for the ring, $10 to do the estimate) per ring. It will gross you $2,000. Figure your actual job cost to be $50 a piece so you will net $1,000 after job cost less the $15 a ring for the 60 rings = $100 that week. Now increase your price %40 to $140, your closing ratio WILL drop, to say 1 in 5. Now you have to get your phone to ring 100 times for the 20 jobs, but now it will cost you more marketing dollars to get the phone to ring more times, but it is still just $15 a ring. Now, the same 20 jobs will gross you $2,800 at the same job cost of $50 each so you will now net $1,800 that week less the $15 a ring for 100 rings, which means you now made $300 that week. 200% more than with the 1 in 3 closing ratio. The Moral of the story here is, "It's pays to get no's!" Thanks Mathew Johnson Pressure Washing Services Leaving the World a Little Cleaner than We Found It! www.pwscleaning.com

I started our business late last summer with the suggestion from my son. I am a full time RN in an ICU. I started the bussiness as a part time hobby. I realized several things quite quickly; there was a huge need, there was minimal competition - a few Dime Store Lowballers and one commercial painting company and there was money to be made. This summer, my part time business generated more revenue than my nursing salary, but I could not survive on the pwing revenue all year. But we have worked to make this successful. Reading these boards, talking with experienced professionals like Henry, Beth and Doc have played an invaluable role in building our business. Overcoming the fear of bid rejection or hearing "No" was difficult. The first bid that a client rejected shocked me... I was ready to cut my prices by 1/2. Getting over that fear made me some money. I picked up 7 projects by walking in to a business and pointing out how dirty thier exterior was... I left a brochure and businss card. PS: Cody, thanks for the great post on "How much do I charge?" Sure, the actual dollar/hour made on the jobsite exceeded 50.00 per hour, It has increased steadily as I have gained experience and equipment. But I have found that It isn't just the onsite cleaning project results that create success or failure. Its the preparation, research, networking and follow up that create the framework and prepared me for the success on the jobsite and success with the business. It is an exciting profession. I have found that It's all about customer service and having the knowledge base and equipment to provide my cleints with excellent customer service. After all.... If I dont provide excellent service to my customers - my competition will. Mathew Johnson Pressure Washing Services Leaving the World a Little Cleaner Than We Found It WWW.PWSCLEANING.COM

I continue to read these boards and research the industry. It is true,,, As a newbie I had incorrect data on my website, made inaccurate statements to customers and used some pretty stupid techniques cleaning decks at 3500 PSI ect... Why I didnt get sued... I have no Idea. The advise that I would give to any new people starting out is this... Read the boards, the data you will read is remarkably accurate... If the data or technique is not totally accurate or not written in stone, you will see a a debate with a lot of veterans and the provide rationale to substantiate thier stance and opinions. Don't reinvent the wheel.. Take help and advise from those who offer. Henry and others on this board are a great resource. They have provided invaluable advise with marketing, advise with cleaning techniques and advise on chemical procurement. The bottom line is this... The advise has made me both money and a better powerwasher - It will do the same for you. These folks are willing to share their knowledge and experience, But WHY? The payoff as I see it is this... If we can collectively raise the standard of the industry and create an "Operating Standard" by which we operate we all stand to win. Well not all of us will win; The lowballer who doesn't spend the time doing his homework, researching the industry and creating stunning results will not survive. PS: Henry, I did start having my magnets printed and they are a success. Great Idea...