Desperate and need your help

[REDHOT]

We finally opened our pressure washing business in January with very high expectations of what the company would do.

I don't even know where to begin, outside of our own network of business friends we haven't received any work and I need help figuring out what we're doing wrong. I have been going at this full time for two months handing out flyers to residential and commercial customers, cold calling, and have gotten about 15 estimates from doing so. The problem is out of 15 estimates, we have gotten 0 jobs from them.

We have a 3,000 PSI (7.8 gpm) pressure washer. We have a 2003 ford 250 w/ vinal lettering and an enclosed trailor that has been totally wrapped w/ our logo and info. So I don't see our rig being the problem and we actually insist that potential customers come see exactly what we have to offer...but still no jobs. I don't get it.

We just got on the preferred vendors list for two major property management companies and have not received any work at all from either.

Do we have too high expectations? Anyone in AZ that could lend some help? I go out there w/ an upbeat proffesional attitude, ready to do business and it's getting us no where. We spent double the money most do when starting a pressure washing business, and it's not gotten us ahead of anyone else.

How long did it take for you to be able to go at it full time? Is there any advice as to what we could do as far as marketing ourselves that we aren't doing already?

If I sound scattered and not very clear, it's because I am pretty scattered and quite frankly don't know what our next move will be. We have put so much heart and dedication into this company to just see it sink the way it is. If anyone has any words of wisdom coming from their own experience, I would very much appreciate it. Thankyou and I hope this post makes sence..it's been a rough couple weeks as things are getting down to either sinking or swimming if you know what I mean.

P.S. We are not over pricing our jobs; and we are not lowballing either.

 

[REDHOT]

After reading my post, I thought that I should elaborate more on what we have already been doing

*cold calling property managment companies trying to get meetings. Only been able to send brochures-no one has agreed to a meeting

*handing out brochures and business cards to: residential customers, restaurants, gas stations, grocery stores, etc.

*went to a couple builders and gave company info...no leads there either

I understand that in this business, when dealing with a customer your not supposed to give them the option of saying no...you don't leave that option available.

That aspect is hard because most of the companies we have spoke to are already happy with the company they have. My response to that is "well feel free to have us come out and pressure wash for ya and then compare our work with your current companies.."

Anyway, thanks again for ANY advice at all. At this point, we can use anything.

 

[Pabowhtr]

I can only imagin you difficulty. Try some restraunts dumpster areas side walks, lowes, homedepot. wallmarts, and such. Sidewalks always need degummed and concrete cleaned. Construction sites. new sidewalks need cleaned from the mud before openning, mud splash on the lowerside from rain. stucco or drivitt, cleaning. I would say go after the construction sites. I hope this helps alittle. If you need more help give a yell.

 

[PressurePros]

If the problem is not in your marketing, your equipment or your pricing it is in your sales close. Are you asking for the sale? I have heard countless self proclaimed "excellent salesman" give great presentations and then lack the courage or assertiveness to ask for the sale. Do you have a set presentation? Do you make use of feature/benefit statements? Do you have practiced answers to overcome objections? Do you have a multitude of closes? Are you planting seeds during your proposals and presentations? Do you educate and inform the customer during your presentation in a clear and concise manner? Leaving a card and saying "call us if you'd like to se what we can do" is not effective.

Do you point out the strong points of what your company offers over others? If I am semi-happy with my present vendor and you were to come along offering the same thing I get now at nearly the same price, what would would motivate me to hire you? If you got asked to perform 15 proposals and landed zero it is time to start refocusing on sales technique.

Things will come around, I have no doubt that you guys are coming acrossed as scattered and insecure in your presentation. That is to be expected as you are new. Once you start landing accounts and show what you can do, the confidence builds. Hang in there. In your first year you should expect a gross of about 8 times what you spend in advertising. It climbs exponentially from there each year.

PS: Try a postcard mailer as opposed to handing out flyers.

 

[grasshawg]

Red, I don't know what I can offer, except for moral support. I come from a rural area of East Texas, very small town. Mostly low income.
Sounds like you may be focusing on mainly flat surfaces. Are you in or near a metropolitan area of AZ? If so, you may think about refocusing on other things as well.
To echo Pabowhtr, go after the construction sites, but offer to clean equipment as well. It's not tidy work, but it pays well.
You said you were "handing out" business cards. Get permission from convenience stores and truck stops to leave a whole stack of 'em on the front counter. Every time I go to one of the places that has allowed me to do so, I have to refresh the stack.
It's gotten me a few calls, but the most important thing is my name is out there.
I hope this hasn't been a wate of your time, and I wish I could help more.
Hang in there. Persistance is the key! Take care, and Good luck!
Randy

 

[Scott Stone]

Give me a call sometime. I MIGHT be able to help.


Scott Stone
Cell 602-509-9741

 

[MPW]

Ken is dead right. Handing out flyers will get you nowhere fast. You need to mail out at least 5,000 post cards. B4 & after pics work great on post cards too.

Give me a call 248-961-0800

 

[drivewaysonly]

I know that feeling of being lost with a new business. I bet we all do. So far, you have gotten some really good advice. A ton of money can be made in this busines but it might take a little time figuring out you "niche". If you currently have more time than money, I can show you a way of doing postcards that helps deter some of the cost doing postcards.It takes way longer but will provide some good results.

Direct mail is very effective for our industry IF you have done your homework. If you need, lemmet know and I can share some methods I use...they work. I hope you can hang in there....it does get better. [hello]

 

[TRAVISJ]

Arizona Huh

I Moved From Tucson About 2 Years Ago Toooo Hotttt
Any Way I Now Live In Mobile Alabama And Within 2 Weeks Of Starting My Business I Was Booked Solid 2 Weeks In Advance.
Since I Was Raised In Az This Is My Opinion Not Enough Rain In Az To Make Drive Way Dirty On A Regular Basis. There Is Not A Mold And Mildew Problem There Like In The South. Flyers Worked Ok For Me Until I Got Some Work In Some Nice Comunities Then It Was Word Of Mouth.

Like Everyone Says You Need To Do More Than Driveways Tha Is The Simple Truth.

Good Luck. Ps Go Cats

 

[REDHOT]

Um, not sure where only driveways came along. We pretty much clean anything and everything. (sidewalks, drive thrus, dumpster areas, house exteriors, driveways, patios, we also clean heavy equipment such as cranes)

Thankyou for all the responses, Scott I may take you up on the phone call offer very soon. Thankyou for your generosity.

All the info you all have posted has been great, thankyou. I have come to the conclusion that it's my closing that needs working on. My selling technique has been "no pressure" and that has to stop, or we'll starve.

Thankyou again for all the replies and I'll give an update in the next week and let you know how my new sales "technique" is working out.

 

[PressurePros]

Redhot and anyone else having difficulty in the sales arena, check out this link. It may change your life. I know for a fact that if you listen, take notes and implement it will make you money.

Red, start by listening to Phil Rea's presentation about closing. It is about an hour long.

Sales and Marketing experts - free audio

 

[MPW]

Ken, thank you for sharing that with us!

 

[FCPWLLC]

Ken,

Have you purchased Phil Reas' 3 CD set? Would like to listen to them.

 

[Revive]

Referrals

First it was "what you know", then it was "It's not what you know but who you know". I'm a firm believer in "How many people who know who I am". The more the better. Up here we have groups called "BNI". A group of business people who get together on a Wednesday morning (7:00am) to network. There is only one person from any profession allowed in the group at any one time. There is 28 at this point ( a Lawyer, Realistate agent, Painter, Accountant,Graphic Designer....)in the one I'm in. I was pleasantly surprised at how much extra work we got out of a 90 min. per week breakfast meeting. We all know it is easier to close a referral than a cold call. Don't get me wrong, you'll need every tool you've got available,this might just be an extra tool in your bag. If you look for one, the bigger the group the better.

Keep swinging. Eventualy, something will go over the fence. Most businesses don't last the first two years. It does get easier, just keep going.

We all keep reading to keep learning.


Richard Clayson
Revive Powerwashing Inc.
Oakville,Ont. Canada

 

[PressurePros]

Ken,

Have you purchased Phil Reas' 3 CD set? Would like to listen to them.

I haven't purchased it, but from what I know of his presence in the remodeling industry and what I listened to on that link, it would probably be worth every penny.

 

[PressurePros]

First it was "what you know", then it was "It's not what you know but who you know". I'm a firm believer in "How many people who know who I am". The more the better. Up here we have groups called "BNI". A group of business people who get together on a Wednesday morning (7:00am) to network.

Our local BNI mets on Friday mornings here. Red, definitely worth looking into.

 

[FCPWLLC]

Bni

Did the BNI thing once. Went to about 4 or 5 meetings while they took my money and "processed" my application. The chapters "Handyman" protested allowing me in because he offered Power Washing as one of his services. So I wasted my time on that chapter. Looking into another chapter. It's smaller but meets for lunch. I think networking definitly works as long as the chapter is full of like minded people that really want to make each other money.

 

[BPW]

I have dealt with countless property managers in the 6 years I have been operating in the Washington DC area. I recently had a problem with one where a "low baller" was charging 2 cents a square foot for cleaning a center. He was lying about cleaning the center and getting paid for no work.. I offered to clean the center for free, If the manager liked the job we would work out a price for the cleaning of that center and 4 others in the area. If The manager didnt like it there would be no charge to the company. I performed the work and they loved it. Now under contract for twice a month cleanings at all centers.

Point Being: Put yourself out there, Be confident in your ability to perform the work, Do what you tell the Client, and follow up.
Call all of those property managers once a week and bother them about cleaning. When they dont want you to call anymore they will let you know. Show them that you are willing and Want to do the work better than the current guy for the same or less price.
Good luck and If I can be of any help dont hesitate to send me an email

 

[drivewaysonly]

Redhot and anyone else having difficulty in the sales arena, check out this link. It may change your life. I know for a fact that if you listen, take notes and implement it will make you money.

What a tremendous resource! Thank you for shraing that. I spent most of the day there yesterday.