I have a unique opportunity coming Thursday night to speak at an HOA with a couple hundred residents listening to the following companies:
1. The A-Team (us)
2. Roof Glo
3. NOVA Roof Cleaning (this guy recently converted from using a pitch witch to straight chem{I believe})
1800 homes are within the community, mostly single family, single story (age 55 community), but there are some T.H. as well.
I was called by a home owner a couple of weeks ago and spoke to him and his neighbor discussing our process andthat we would be speaking at the meeting in a couple of weeks. I reached out to both homeowners and said I'd like to clean their tops for $250, just so that other homeowners could visually see what we offer. He called back and left me a message saying they both decided to use another contractor. I hope that tomorrow I can get a hold of him so that he can explain why he chose the other contractor.
Anyway, I was out of town last week and really have only 2 days to prepare for this. I'm going with a handout that displays any and all technical information about OUR process.
If anyone has any useful info (at their fingertips) about roof glo, or the other products i would certainly appreciate it.
I've got a feeling the 2 other companies have been bleach bashing....AC I know you have some material on this.
Thanks in advance guys, and gals!!!
Danny Cronauer said
Aug 14, 2012
PICTURES! I did a little presentation that I didn't have much time to prepare for, and it didn't go over so well. If I had to do it again, I would let my pictures do my speaking. There is nothing more impressive than a dirty roof, or siding side by side a clean roof and siding.
AC Lockyer said
Aug 14, 2012
Ryan,
Push the SoftWash Authorized and the Certifications. I have a powerpoint presentation you can use as well. I can add you to a drop box folder where I keep it. Send me a mail.
AC
Ryan Freidline said
Aug 14, 2012
Excellent thanks guys
Michael Derose said
Aug 14, 2012
It sounds like the homeowner had it done for 200.00 by the other contractor. I have found that the 55 and older communities are all about price. You can come in fully loaded but it all comes down to the bottom line. Definetly push the softwash authorized material along with facts and that have solutions to the problem. Remeber you have the plant wash and bleach wash as selling pionts as well. I have converted people that are affraid of chlorine with just the fact of that we use the bleach and plant wash.
AC Lockyer said
Aug 14, 2012
Good points Mike.
AC
Tim Teed said
Aug 16, 2012
You need to have a selling process and stick to the format whether it is for 1 homeowner or a group. If you do it the same everytime it will become more professional and contsantly be improved. Tell a story. Price is key but if you do a good job creating value you can increase profit dollars and every dollar helps. 1. Talk about yourself and why you started in the business 2. Talk about the associations you are a member of and explain why that is important 3. Talk about your insurance 4. Explain the process of cleaning roof.....we inspect the property and remove furniture, we cover hardware, we put gutter hook, if we are on roof we only work harnessed, while cleaning we have person on ground spraying plants/shrubs....Make a comment on how nice their plants are, ask how they take care of the plants, make them realize the investment they have in their plants. explain why we bleach wash and why most companies dont, explain plant wash and why most dont. 5. Explain 2 other types of competition roof renu -using a concrete surface cleaner on roof, spraying directly on roof closely, walking on roof with no harness and then explain how some guys use pressure washers on roof. Ask homewowner which method they seem as best. 6. Show photos of jobs - of all types not just roofs. Show photo of you with homeowner shaking hands and explain what you did for that homeowner to make it personal example.. they were trying to sell house and realtor suggested cleaning roof, we cleaned roof and within the week they had 6 home showings etc. 7. Try to get copy of estimates of competition to price condition 8. Calculate price you want to sell at and add 10%. Quote price and tell homeowner we have an initial visit discount if we can make a decsion now. why? just explain that people often want to think it over and they have the best intentions and that you spend a lot of time trying to contact them....We would rather reduce price now and schedule job....it makes sense for us in the long run 9. Pick up how to close every sale by Joe Girard
Good afternoon ladies & gents:
I have a unique opportunity coming Thursday night to speak at an HOA with a couple hundred residents listening to the following companies:
1. The A-Team (us)
2. Roof Glo
3. NOVA Roof Cleaning (this guy recently converted from using a pitch witch to straight chem{I believe})
1800 homes are within the community, mostly single family, single story (age 55 community), but there are some T.H. as well.
I was called by a home owner a couple of weeks ago and spoke to him and his neighbor discussing our process andthat we would be speaking at the meeting in a couple of weeks. I reached out to both homeowners and said I'd like to clean their tops for $250, just so that other homeowners could visually see what we offer. He called back and left me a message saying they both decided to use another contractor. I hope that tomorrow I can get a hold of him so that he can explain why he chose the other contractor.
Anyway, I was out of town last week and really have only 2 days to prepare for this. I'm going with a handout that displays any and all technical information about OUR process.
If anyone has any useful info (at their fingertips) about roof glo, or the other products i would certainly appreciate it.
I've got a feeling the 2 other companies have been bleach bashing....AC I know you have some material on this.
Thanks in advance guys, and gals!!!
Push the SoftWash Authorized and the Certifications. I have a powerpoint presentation you can use as well. I can add you to a drop box folder where I keep it. Send me a mail.
AC
AC
1. Talk about yourself and why you started in the business
2. Talk about the associations you are a member of and explain why that is important
3. Talk about your insurance
4. Explain the process of cleaning roof.....we inspect the property and remove furniture, we cover hardware, we put gutter hook, if we are on roof we only work harnessed, while cleaning we have person on ground spraying plants/shrubs....Make a comment on how nice their plants are, ask how they take care of the plants, make them realize the investment they have in their plants. explain why we bleach wash and why most companies dont, explain plant wash and why most dont.
5. Explain 2 other types of competition roof renu -using a concrete surface cleaner on roof, spraying directly on roof closely, walking on roof with no harness and then explain how some guys use pressure washers on roof. Ask homewowner which method they seem as best.
6. Show photos of jobs - of all types not just roofs. Show photo of you with homeowner shaking hands and explain what you did for that homeowner to make it personal example.. they were trying to sell house and realtor suggested cleaning roof, we cleaned roof and within the week they had 6 home showings etc.
7. Try to get copy of estimates of competition to price condition
8. Calculate price you want to sell at and add 10%. Quote price and tell homeowner we have an initial visit discount if we can make a decsion now. why? just explain that people often want to think it over and they have the best intentions and that you spend a lot of time trying to contact them....We would rather reduce price now and schedule job....it makes sense for us in the long run
9. Pick up how to close every sale by Joe Girard
AC