Including gutters with house wash, or upsell?

[gutterdog 14]

Just a simple question here. Should make it a poll. Dont know how to do that yet.

My question here. How do you sell a house wash? Do you include the gutters?

[big mike 14]

Do you include the gutters?

Always.

[gawashman 15]

I always include gutters. I let them know that second and third floor gutters would require hand washing to come out perfect, if they are willing to spend for the extra service. Otherwise, we will get them as clean as possible from the ground.

[gutterdog 14]

Starting to get this. Hope this helps others too.

Edited August 28, 2009 by gutterdog

[PressurePros 249]

Its part of the second tier pricing package if they want them scrubbed. When you go to a carwash you can get a wash and rinse or you can pay extra and get wheel cleaner, armor all for the tires, etc. People are used to that. I use multiple tier packages and let the customer choose. Empowering a cuistomer with decisions closes more sales. There is never a question if I am doing the job, only what package they choose.

[gutterdog 14]

Its part of the second tier pricing package if they want them scrubbed. When you go to a carwash you can get a wash and rinse or you can pay extra and get wheel cleaner, armor all for the tires, etc. People are used to that. I use multiple tier packages and let the customer choose. Empowering a cuistomer with decisions closes more sales. There is never a question if I am doing the job, only what package they choose.

BAM!!!! there it is!!!! Makes sense. .... Makes alot of sense. fair to customer and me.

[gutterdog 14]

Hey I can use that!!!! Even joke with customer bout armor allin the guttters!!!

[gutterdog 14]

awesome comparisson!!! verry good!!! cudos to you!!!

[bigchaz 157]

Mike keep in mind these people include gutters but they probably charge 3 times as much as you. Whether or not you include gutters is negligible information without a proper understanding of pricing

[gutterdog 14]

Now I gotta figure out a pricing tier. I like this!!! A way to upsell and I feel its fair to the consumer. versus me takin the short end.

[gutterdog 14]

Mike keep in mind these people include gutters but they probably charge 3 times as much as you. Whether or not you include gutters is negligible information without a proper understanding of pricing

Hey charlie! glad you still around!!!

[gutterdog 14]

Mike keep in mind these people include gutters but they probably charge 3 times as much as you. Whether or not you include gutters is negligible information without a proper understanding of pricing

the $219 guy... any house. what is my edge on him? How can I charge more? Should I shop him? I dont like doin that. See what he includes. Ive never shoped any one. gotta move my truck and all.. lotta work! Just for a price?

[gutterdog 14]

I'm starting to feel you guys are trying to help me. Sorry I was such a knuckle head.

[TNRoofCleaner 16]

Now you are starting to think. I read the comments about the 2004 posts and the same questions being asked. One reason is that these boards did not exist before that. Or very few of them did. The info in the archives is priceless.

To figure out your pricing first determine what you need to make per hour. Then determine how long it takes you to do the job and multiply the 2 numbers. One thing is that you will get faster as experience comes along.

Now if you are doing a house wash say for 200 and you think the gutters would be another 100 sell the house wash for 300 and throw the gutters in for free. Small house by the way. This is how you need to think about pricing. Perception on the part of the customer is what you need. They need to perceive a value in your services or they will not bite. You will learn to weed out price shoppers. Send post cards to higher value neighborhoods instead of a weekly shopper rag.

If I were you I would look at the marketing section. Lots of great information there.

On fumes, lung damage is permanent. Get a respirator when spraying with bleach. It also sounds like you are mixing it too strong for a house wash. I did a home with nasty mold and only used 7% of SH in the mix. I probably could have gone with less as I had other soaps there also.

[john@AEC 37]

G'day Mike

Always include everything from gutter to ground in a house wash - it's going to get wet anyway, so do it properly. The people in my area don't like surprises - "Oh no, the gutters are extra... sorry, the insect screens are extra... no, sorry the awning will be another $50..." so I am upfront about doing everything.

As Ken explained - you can have different ways of doing things for different results which take extra time so therefore cost extra - typical example is windows & screens; do you remove the screens? do you brush/mop the windows? and then rinse with 'pure/demin' water? or squeegee/towel dry?

When you are deciding what technique to use to wash the house you must always think of the result/quality of work and your standards. You don't want to lower your standards lest you get known for those standards. There are times when I explain to the owner that it needs to be done a certain way - usually brushing oxidised or heavily soiled painted boards - to get a decent result. You don't want the owner to not be happy and call you back or tell their friends about the poor job you did.

Cheers

[big mike 14]

Always include everything from gutter to ground in a house wash - it's going to get wet anyway, so do it properly. The people in my area don't like surprises - "Oh no, the gutters are extra... sorry, the insect screens are extra... no, sorry the awning will be another $50..." so I am upfront about doing everything.

John makes a good point here. I don't charge extra for this or that, I charge a premium price for a premium result. I'm up front about that, and people usually respect the honesty. If I run into the customer that is looking for the cheapest price, I tell them up front that I'm not that guy. And honestly, I would rather not have them as my customer. Some do it differently, and if you're new, or starving, take what you can get. A reputation for high quality takes time to build, but once you have it, it's priceless. Most of my residential work is from referrals from VERY satisfied customers. Remember, there's tons of guys running around with pressure washers who can wash down a house, so setting your company apart from the crowd is the ultimate goal. Keep asking questions Mike, you'll get it eventually.

[PressurePros 249]

When I reviewed my numbers for house washing my closing ratio was good, but I knew it could be better. I was coming across some guys that were selling for cheaper. (not lowballing but selling a little cheaper than my average house wash). In getting to the bottom of that, I found that nobody was offering gutter scrubbing, polymer treatments, etc. So I could either include all of that and tell the customer I am $200 more but I add all this stuff or I could compete on an apples to apples scale. That's where the three pricing plans came into play.

I can offer customers our minimum house wash for $450 that is no-frills and looks good. That allows people to directly compare me to my competition. Or I can lay out the available upgrades and let them choose the most popular plan which sells for a 30% upgrade in cost that includes the gutters, acid on the foundation, and a polymer shine and mold regrowth inhibitor. VALUE.

Not only did my closing ratio go through the roof, my average billing rose while my CODB on a house wash fell. I've heard all the arguments on including gutter scrubbing. I agree that a house looks best when gutters are scrubbed. Which is why 95% of my customers opt-in for the upgrade.

An Excellent Closer

Which would you think is a more effective close?

A) "Mrs Johnson, the cost for doing your house wash will be $595. How does that sound to you?" (keeping in mind the two other bidders were at $450)

or

B) "Mrs Johnson, here is your pricing for each level of service. Based on what we spoke about, which plan best fits your needs?

Choice B works on an effective multiple choice/ assumptive close . Also keep in mind people naturally gravitate towards ditching the high and low end and settling in the middle. Guess where you should create the most profit margin?

Edited August 28, 2009 by PressurePros

[gutterdog 14]

When I reviewed my numbers for house washing my closing ratio was good, but I knew it could be better. I was coming across some guys that were selling for cheaper. (not lowballing but selling a little cheaper than my average house wash). In getting to the bottom of that, I found that nobody was offering gutter scrubbing, polymer treatments, etc. So I could either include all of that and tell the customer I am $200 more but I add all this stuff or I could compete on an apples to apples scale. That's where the three pricing plans came into play.

I can offer customers our minimum house wash for $450 that is no-frills and looks good. That allows people to directly compare me to my competition. Or I can lay out the available upgrades and let them choose the most popular plan which sells for a 30% upgrade in cost that includes the gutters, acid on the foundation, and a polymer shine and mold regrowth inhibitor. VALUE.

Not only did my closing ratio go through the roof, my average billing rose while my CODB on a house wash fell. I've heard all the arguments on including gutter scrubbing. I agree that a house looks best when gutters are scrubbed. Which is why 95% of my customers opt-in for the upgrade.

An Excellent Closer

Which would you think is a more effective close?

A) "Mrs Johnson, the cost for doing your house wash will be $595. How does that sound to you?" (keeping in mind the two other bidders were at $450)

or

B) "Mrs Johnson, here is your pricing for each level of service. Based on what we spoke about, which plan best fits your needs?

Choice B works on an effective multiple choice/ assumptive close . Also keep in mind people naturally gravitate towards ditching the high and low end and settling in the middle. Guess where you should create the most profit margin?

This is alot of information all at one time. From everyone. Greatly appriciated. Very much so!!! Thank you for your time.

There is a big franchise here. that over the phone sells $219 house washes. Doesnt even look at the house. They even spend money on an answering service.(yea I called lol). They advertise everywhere. Sponsored links, google adware, newspapers... Everywhere. Spending alot of money. Same price all areas. all houses.

What would you do if this franchise came into your area? Sitting with the customer, you notice they have the ad out in front of you. You are trying to sell the job at a higher price? Up grades? You can't walk away. You want to find a way quickly to strategize and be prepared next time this happens... be smooth about it, and make the sale that day at a higher price.

The word of mouth house wash estimate had the $219 advertisement on the kitchen table where we were sitting at. as I explaind how I was different than him. (and I was guessing, from what I seen watching the 219 sub.) The wife insisted on the 219 guy. The husband watched me wash the house accross the street. He wanted to go with me. I sold the job for 400.

Couple months ago... The estimate I did at 350 (which I thought was cheap as to how I was selling before). The home owner slammed the door in my face like I was trying to rob her. She said she had a better price and closed the door! I just walked away, happy that I sold a gutter clean next door. Should I have asked the price, and seen if I could offer upgrades? This was a middle to upper class neighborhood in no. va.?

I need to find out more about the 219 guy because I need a strategy to be able to go against him and try to get a higher price. Maybe the tier thing? Try to match his splash and dash, offer upgrades...Gutter clean, Side walk, Mold inhibitor, extra work on the gutters? These are options I dont think he offers, and get more money and a pleased happy customer. I've come accros the 219 guy 2 times now. Maybe more and I dont know it? The car wash options come to mind! The 219 sub hits each side of the house 1 time. This I know. I watched! He is out of there in 1 hour. He has the same power washer I have, x-jet. All the same as me. Same chems everything.

Let the customer decide on upgrades! Like at the car wash! Wax, armor all the tires, the dash board, vacuum out the trunk...

Please dont but your head or throw your hands in the air. I'm going to come accross this guy again. What is a strategy you would use to win the sale every time against this guy? This is something I dont think I can turn my back on. Sorry for mentioning him again. The upgrades at the house I sold for 400 worked! Try to get as many upgrades as possable, let them decide, they feel empowered, A cleaner shinier house (car), glad to spend the extra money! What do you guys think?

[Celeste 341]

Michael - has it occurred to you that maybe you don't even want the price-shoppers as customers?

[PressurePros 249]

You: One man show, no advertising

Them: Multi crew, organized, tons of marketing.

Match their price and you will absolutely go out of business.

Find out where your customers are and direct market to them. Only 2 in 5 people buy based on price.

[gutterdog 14]

Michael - has it occurred to you that maybe you don't even want the price-shoppers as customers?

YES! A couple weeks ago I had a call. The picture of the big deck I washed on the website. She asked if I'd wash a deck that size for $99. I said no. She hung up. I didnt call her back.

Raining like cats and dogs here today. Jeff, my ninja, asked if I could loan him some money... On the way over there, I realized. You guys are priemier washers. With washing houses you offer more than a splash and dash. The wood restorations pictures Ive seen!!! AWesome!!! Everything top notch. The roofs!!! Everything!!!

You guys probably have more word of mouth and spend less in advertising than the 219 guy. All he has is price, and spending tons on advertising etc. (I tried to spend like him in sponsored links. It totally wiped out the bank. Wasnt the way to go. The advertising company kept saying hang in there, while they are getting all I had saved. An extremely expensive lesson learned.)My edge on him are upgrades I can offer. Like you guys! I Have to do more reseach on what other options I can sell to the customer. Find out how much it costs me and figure out what I should charge for the upgrades. Make a menu up. Like in a fancy restaurant!

Gutter cleaning is just gutter cleaning. Even though I have lowered my price as low as I can go. There are cheaper companies out there than me. Honestly, I dont care how they can charge less. I cant charge less than 79 and its hurting me being so low. I do more than just clean them. I include a tune up of the gutters and downspouts. That was my edge. How I was able to charge more. Not all gutters need a tune up, just a clean. I think Tune ups of gutters is going to become an up sell from now on. It's just not fair to me anymore including them for free. Thinking about offering another up sell, bagging the debri and taking it away!

At the supply store yesterday, I started to ask questions about the deckster, and questions about questions I didnt have before. A couple questions I asked, the girl there didnt know the answer. Before I was extremely impressed with her knowledge. What I'm leaning in here has gone past her knowledge.

What ARE all of the other options I could offer the customer in a house wash, other than mixing power house and 12.5bleach in a 5 gallon bucket and go around the house with the x-jet? Thats all the 219 guy does.

[big mike 14]

What ARE all of the other options I could offer the customer in a house wash,

Here's a couple to get you started.

Wax/polymer treatment for vinyl siding (makes the siding shine)

Acid wash foundations (removes irrigation rust stains)

Gutter cleaning (if it's not something you include already)

Window cleaning (by hand)

Screen cleaning (remove and soft wash)

I'm sure there's alot more, but these are the obvious ones. Plus remember to upsell driveway cleaning, roof cleaning, deck cleaning, etc...

[gutterdog 14]

Here's a couple to get you started.

Wax/polymer treatment for vinyl siding (makes the siding shine)

Acid wash foundations (removes irrigation rust stains)

Gutter cleaning (if it's not something you include already)

Window cleaning (by hand)

Screen cleaning (remove and soft wash)

I'm sure there's alot more, but these are the obvious ones. Plus remember to upsell driveway cleaning, roof cleaning, deck cleaning, etc...

Thanks Mike Writing them down now!!!

[CedarSam 16]

Mike,

I know you get alot of responses about your name, "Gutterdog", but doesn't that kind of make you look like a gutter man trying to be a pressure washing specialist?, just asking and are "Dogs" a good thing to be working around a persons life time' biggest investment?

I'm just curious because I'm kicking around some names myself and I can only think of positive ones to use. (I may be way off base)

Seems like you only do gutters now on the side.

I'm a "Gutter Dodger"..lol, but the house isn't complete if the gutters are dirty so it's all included.

the 219 guy reminds me of the car painters years ago, Earl Schribes, all cars 99 bucks. Were is he today and I seen his work, high speeds would make the paint pell, seriously.

I'm reading and learning, but was curious.

Good luck in the future, it is getting brighter in my area.

I hope you don't think I'm slamming you, it's not the case.

Edited August 28, 2009 by CedarSam

[gutterdog 14]

Mike,

I know you get alot of responses about your name, "Gutterdog", but doesn't that kind of make you look like a gutter man trying to be a pressure washing specialist?, just asking and are "Dogs" a good thing to be working around a persons life time' biggest investment?

I'm just curious because I'm kicking around some names myself and I can only think of positive ones to use. (I may be way off base)

Seems like you only do gutters now on the side.

I'm a "Gutter Dodger"..lol, but the house isn't complete if the gutters are dirty so it's all included.

the 219 guy reminds me of the car painters years ago, Earl Schribes, all cars 99 bucks. Were is he today and I seen his work, high speeds would make the paint pell, seriously.

I'm reading and learning, but was curious.

Good luck in the future, it is getting brighter in my area.

I hope you don't think I'm slamming you, it's not the case.

Hey Sam!!

Havent heard from you in a while. Hope all is well!

5 years ago, It was Mikes gutter service or Gutterdogs! Gutterdogs is kinda hard to forget! LOL! Got a call today from a customer I cleaned gutters for 2+ years ago! He searched gutterdogs and found me he said. My truck turns everyones head goin down the road. Stoplights etc. I see them looking! My idea for the graphics on the truck was to resemble NASCAR. On 95 one car took pictures of the truck! Had NY tags or something? Wasnt Maryland or Virginia tags. Had 3 young girls in it? Young meaning 20 -30. Whatever name you decide on make it catchy like roto rooter! Around here many companies have copied on that. Mr rooter and some others with rooter before, after, whatever. How bout "dont call us power washing" JOKE? Thats a name you wouldnt forget though? after over 2 years! Who was that company that washed my house couple years ago? Oh yea! dont call us!!! With a name like that you have to go and look!!!! LOL!!

Set up for gutter cleaning tomorow. Gonna take care of the guy in St. Mary's then. Always easy to squeeze in another gutter cleaning. He is down in Leonardtown. A hike but I'll get him!

Earl schibes!! Good one!! I'm going to use that! I heard stories about him! He painted ontop of dirt, wax, everything!!! He prob. upcharged to tape the car up before he applied the paint!!! LOL!!! I'm going to try to compare him to the franchise next time I'm confronted. I'm a pretty good sales man. I Sold beer for 16 years. It all does the same thing, whats is the diff about my product?

Cleaning gutters is still fast easy money for me! My SOP is down pat! Easy to net 600 a day if the work is there! I bought a stamper with acct # on it & "for deposit only" for depositing checks. 5-6 checks a day!!! kachunk cachunk cachunk cachunk....!!! Those are memories now. Got 3 gutter cleans tomorow, maybe 4. The last one is near capitol hill somewhere. $79 dolllars. Waiting to hear back from her still. I call it "phone tag" Leave a message, tag your it!!

Now washing houses I dont have down pat yet. Heck up till this year I was using purple power and no bleach. Set ladders used a ton of aggitation. Some houses took 2 days. I was getting 4-500 a house... I'm down, time wise, to 2 'n half hours, and night and day difference in quality! My quality was good... Not this good!!! Thank you Aspen contractors for pointing me in the direction you did friend!!! I always ask about you when at the supply store!

Let the customer make the decision if he wants his gutters and downspouts cleaned of debri also. This is what I've learned today! He may not want all the services you have to offer in the package you hope to sell. You would loose the job. Start with the splash and dash price. While you are there, (at a discount) offer the other services. If all done the same day. Maybe tell him what you would charge (regular price) If you had to come back to perform that job, and what he would save if done the same time as the splash n dash. up sell the wax, armor all on the gutters! hehehe Get it!!!

I havent tried this yet? I cant wait to try it out! Sounds real good!!!!

[CedarSam 16]

I agree, you make an impression and that's what counts.

I had a feeling you wouldn't take offense to the question, thank you.

I have cleaned gutters as well as hung them.

We are in this together, I feel. Not much competition down here in Dixie Land.

I can get covered up if I'm not careful.

I'm just starting out, so slow seems to work best but I have dreams.

Getting calls about chicken houses (every 8 weeks), bunches of them and Fleet washes, as many as 100 a month on a monthly basis and $100 apiece. Some have trailers some don't, some are flat beds. I'm careful about contracts but will grow in time.

Take care Gutter dawg, I'll be here reading and gaining wisedom and will send leads someones way.