I was thinking this might be an interesting thread, especially for the new(er) comers to roof cleaning. This year I really wanted to pursue roof cleaning hard, but my other services kind of slowed me down and found I could not put as much effort into roof cleaning as I wanted to. Planning on getting through this season and preparing through the winter to go hard when March rolls around.
It got me to thinking that every one on this forum that has become successful cleaning roofs started exactly where I, and a lot of others are right now...grinding away waiting for it all to come together.
So my question to all of the members who are having success cleaning roofs.....what was the most important thing you did to get over that hump, and turned your business into the money making machine we all want.
And be specific...was it advertising, if so, what type. What was it you did that finally made it all come together?
Hank Timmermann said
Aug 1, 2013
Jeff,
Late last year I decided to have my website developed by a professional (Many thanks to Zach of A to Z for his advice on this subject). My website went live on 3/22/13 while I was attending the South Jersey Business Extravaganza. This was the best move I made to draw in customers. We have handled over 80 different projects (roof and exterior soft washing) this year due largely in part to the website. Each month we also distribute over 1000 rock flyers in both PA and NJ. The phone rings every day and we continue to get internet inquiries every week. In the past majority of our roof and exterior cleaning work came through word of mouth, this unfortunately, was not enough to fulfill my own expectations and goals. We continue to run ads in the private gated community newspapers during the summer months as well. We have some permanent signage around town that helps as well(these don’t cost me a dime as they are on properties owned by family and friends). Presently we run one truck with just my son and I doing most of the work. We hire additional labor based on the projects we have scheduled. This will change soon as I’m looking to step away from being on every job and focus solely on growing the business.
Hank
Tim Teed said
Aug 1, 2013
The first year is for learning and working through mistakes. It comes together the 2nd year. Ask the Seal is a must have. I got my truck wrapped. Keep throwing flyers. I still get calls from flyers from last year. Get an ipad and give a presentation from that. Raise your prices and sell from strength. I doubled my average job price and I'm still closing at 55%. Use professional for designing flyers.
Eric Owen said
Aug 1, 2013
I added roof cleaning in 2009 and that year I was way to low!! no wonder almost every one said yes. I soon found out what time it was by another biz owner I met doing my other services he was a wealth of information and I still talk shop with him to day. Has far as advertising I have always been in two AT&T phone books with a focus on Internet placement on YP.com they still pay too. I invested 3k in a pro built website this past year it has already payed for it self. Angie's List I won their Super Service Award for Dryer Vent Cleaning in 2012. Fill out your biz profile on their site once you get 2- A grades you can chose to advertise with them. I'am at the top of their list in my area for the services I registered under. That member list is 9k and counting it more then pays for the coast witch is only 185 per month. Ask The Seal does pay once you learn how to sell it so sign up. I got a 780.00 roof cleaning job because I was the only one of the bidders that had a pro ID on when I came to give my bid. I'am getting my truck wrapped soon 2,300.00 installed can't wait.
I will be doing flyers every day while I'am getting payed to be their. I finely have a data base to keep track of all my jobs,bids, email marketing and every thing else. Hope some of this helps.
Matt Jennemann said
Aug 1, 2013
This is great advice guys keep it rolling!
Danny Cronauer said
Aug 1, 2013
Professionalism Professionalism Professionalism. I always told my guys, the customers should think that we are going to clean their roof in tuxedos. Tim really answered the question well. In the first year, your learning the ropes. By the second year you should be gaining confidence that you can kick some major roof cleaning butt. Opening up your doors to more than just roof cleaning is a big help. Make sure your washing houses, windows, concrete. (Screw gutters). If I had to sum it up in one line, it would be. "Always strive to work ON your business, not In." When I got off the wand things really picked up.
Danny
-- Edited by Danny Cronauer on Thursday 1st of August 2013 07:13:01 PM
Jeff Thompson said
Aug 1, 2013
Keep them coming. These replies are full of great information...thanks. I would love to hear from more of you guys. I'm taking notes and in the process of reinventing my image. Getting professional logo's made and will get a professional site up over the winter. Steps that I think will definitely help.
But don't stop with the replies. If everyone replied with what the best decision was that made their company turn the corner.....what a wealth of knowledge that would be for everyone.
Micheal Pumphrey said
Aug 1, 2013
Jeff Thompson wrote:
Keep them coming. These replies are full of great information...thanks. I would love to hear from more of you guys. I'm taking notes and in the process of reinventing my image. Getting professional logo's made and will get a professional site up over the winter. Steps that I think will definitely help.
But don't stop with the replies. If everyone replied with what the best decision was that made their company turn the corner.....what a wealth of knowledge that would be for everyone.
Once i stopped panicking and worrying so much, everything became much easier. I also started advertising for pressure washing.
Chris Wegner said
Aug 1, 2013
I'll quote it "1st year-learning, 2nd year-confidence, 3rd year-customers are rolling in". Jeff I believe that me and you are in the same boat that we are Owner/Operators with no employees. In ten years of running my own pressure washing company i have serviced over 1000 residential customers 40% of which use me every year, 20% every other year and never did any commercial work. It just takes time to build it. Converting everything over to soft washing has been pretty stressful and has made me feel like im back in my 1st year. But the good news is after two and a half months ....new name, new rig, wrapped truck and trailer, website, business cards, tri-fold mailers, yard signs, and shirts (most of which is did not do before) I feel like im back in my 10th year. Im confident with the new setup and how to use it...still learning new things every day. Last week booked my first commercial job which went well and today I booked an exterior cleaning of a community club house, shuffle board courts, tennis courts, pool area, all concrete walkways and 4 model homes. I was able to book this job because as Danny said "Professionalism"....my customer said that I was the most professional company that came out.
Just hit the pavement give it time and it will all come together....
As an added note only 10% of my customers are roof cleanings...that is one of the reasons why I have converted to soft washing. To get the work I never got!
-- Edited by Kristofer Wegner on Thursday 1st of August 2013 07:11:51 PM
Jeff Thompson said
Aug 2, 2013
Kristofer Wegner wrote:
I'll quote it "1st year-learning, 2nd year-confidence, 3rd year-customers are rolling in". Jeff I believe that me and you are in the same boat that we are Owner/Operators with no employees. In ten years of running my own pressure washing company i have serviced over 1000 residential customers 40% of which use me every year, 20% every other year and never did any commercial work. It just takes time to build it. Converting everything over to soft washing has been pretty stressful and has made me feel like im back in my 1st year. But the good news is after two and a half months ....new name, new rig, wrapped truck and trailer, website, business cards, tri-fold mailers, yard signs, and shirts (most of which is did not do before) I feel like im back in my 10th year. Im confident with the new setup and how to use it...still learning new things every day. Last week booked my first commercial job which went well and today I booked an exterior cleaning of a community club house, shuffle board courts, tennis courts, pool area, all concrete walkways and 4 model homes. I was able to book this job because as Danny said "Professionalism"....my customer said that I was the most professional company that came out.
Just hit the pavement give it time and it will all come together....
As an added note only 10% of my customers are roof cleanings...that is one of the reasons why I have converted to soft washing. To get the work I never got!
-- Edited by Kristofer Wegner on Thursday 1st of August 2013 07:11:51 PM
Thanks Kristopher. We are in the same boat. Owner/Operator no employee's. This is only my fourth year doing this, my first season converting to softwashing. I've got plenty of business in other areas except roof washing. So far using the softwash mixology tables and techniques was the best thing I have done for myself, and am happy that I made the change over to softwashing.
Just struggling in getting the roof cleaning end of it going. I would like roof washing to be up around 60% of my business with house washings taking up 30% and the remaining 10% going to other.
Just as Tim pointed out in his post about 1st year, 2nd year was the same for me...by the fourth year I have myself a nice customer base and am seeing repeat business.
So far what I am taking away from this post is advertising (whether it be rock flyers, or yellow pages), internet presence and professionalism. Those seem to be the common thread in the posts.
Maybe I'm just over anxious to get the roof end of the business going. I already advertise, have flyers, have uniforms, business cards, leave written estimates, have a website (but needs to be done professionally)....so I believe I am going about all this in a professional manner.
So in theory if I follow what Tim posted about 1st year, 2nd year.... which has already proven itself with me and my other services....I should expect my roof business to improve significantly in the next couple years.
But still, in the meantime, I would still like to see other posts....sometimes the littlest detail can have a huge impact.
-- Edited by Jeff Thompson on Friday 2nd of August 2013 06:59:20 AM
Ray Burke said
Aug 2, 2013
i Have found these are the two most important tools in growing our business, I would consider them "magic bullets"!!!!!
I'll explain more later!
-- Edited by Ray Burke on Friday 2nd of August 2013 09:40:06 AM
What you "think" is professional and what
"is" professional is two different things. Your website is dog crap. Txt, call, or PM and I will help. 570-417-9189 ( I didn't put it nicely on purpose, because I want you to change it.)
Michael Derose said
Aug 2, 2013
Always answer your phone. Always be on time. It will win over the customer every time. Also there is a correct time to send advertising material and a time when not to.
Jeff Thompson said
Aug 2, 2013
Danny Cronauer wrote:
What you "think" is professional and what "is" professional is two different things. Your website is dog crap. Txt, call, or PM and I will help. 570-417-9189 ( I didn't put it nicely on purpose, because I want you to change it.)
Hey Danny,
In defense of myself, barring my website, everything else I do is professional. I've been a manufacturer sales rep for multiple companies (at one time) for the last twenty years, so years of dealing with buyers have trained me to put my game face on and best foot forward at all times.
Admittedly, the site has been a thorn in my side since I have started, and dog crap is being polite. It is slated to be done right during the off season.
What I have learned over the years from my other business about websites is this: You can have the coolest, most high tech, user friendly site ever created....but if no one can find you it is useless. This is where I have dragged my feet. I have not taken the time to understand what it takes to keep you ranked high. I'm the type of guy who wants to understand how it works, rather than just letting someone do it for me and tell me everythings all right, only to find out later a lot of money was wasted.
Thanks for the input. I'll give you a call.
Jeff Thompson said
Aug 2, 2013
Michael Derose wrote:
Always answer your phone. Always be on time. It will win over the customer every time. Also there is a correct time to send advertising material and a time when not to.
Thanks Michael,
Could you elaborate on what times of the year you find advertising most beneficial.
Ray Burke said
Aug 2, 2013
Getting back to my earlier post, I placed a picture of a telephone and an alarm clock on the board. The alarm clock is there to remind us to get up every day and work on our business. A large part of success is "just showing up". I can to be what some people would classify as a workaholic, but this business is my child and in many ways my parent too! You just always need to be working, whether it promotion, maintenance,prospecting.... just work on something when its in afledgling state.
The second picture is of the phone, it is the most important tool in a business. A lot of the projects that we do come from customers who we have spent over a year developing a relationship with. This includes monthly follow-up calls, appointments, getting to know their needs and concerns. I think a lot of people in the industry approach an appointment with the idea of "hey do you need pressure washing? " Then when the customer says "no"they never follow up with that customer again. Persistence pays off in this industry!
There are dozens if not hundreds of gimmicks, advertising vehicles, and things to do to get customers in this business. However none of them will bring you long-term success as much as just following the basic fundamentals. Also remember, it's not an overnight meteoric shot to success. Get a long, slow process. However the lessons that we learn during this process help us ensure long-term success.
Plan your work and work your plan!
Jeff Thompson said
Aug 4, 2013
Ray Burke wrote:
Getting back to my earlier post, I placed a picture of a telephone and an alarm clock on the board. The alarm clock is there to remind us to get up every day and work on our business. A large part of success is "just showing up". I can to be what some people would classify as a workaholic, but this business is my child and in many ways my parent too! You just always need to be working, whether it promotion, maintenance,prospecting.... just work on something when its in afledgling state.
The second picture is of the phone, it is the most important tool in a business. A lot of the projects that we do come from customers who we have spent over a year developing a relationship with. This includes monthly follow-up calls, appointments, getting to know their needs and concerns. I think a lot of people in the industry approach an appointment with the idea of "hey do you need pressure washing? " Then when the customer says "no"they never follow up with that customer again. Persistence pays off in this industry!
There are dozens if not hundreds of gimmicks, advertising vehicles, and things to do to get customers in this business. However none of them will bring you long-term success as much as just following the basic fundamentals. Also remember, it's not an overnight meteoric shot to success. Get a long, slow process. However the lessons that we learn during this process help us ensure long-term success.
Plan your work and work your plan!
Thank you Ray, and thank you to everyone else who replied To this post. I found it extremely informative and interesting at the same time. It all boils down to professionalism, advertising, persistence, and patience. While I have already implemented many of these ideas over the years, there were are some things I have overlooked and/or neglected and once I correct them, it will only improve my business.
AC Lockyer said
Aug 6, 2013
#1 biggest lesson of all time!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!!
Don't think you cant live without a key employee and keep them after they have worn out their welcome. WOW that really hurt once. Never do that again!
I was thinking this might be an interesting thread, especially for the new(er) comers to roof cleaning. This year I really wanted to pursue roof cleaning hard, but my other services kind of slowed me down and found I could not put as much effort into roof cleaning as I wanted to. Planning on getting through this season and preparing through the winter to go hard when March rolls around.
It got me to thinking that every one on this forum that has become successful cleaning roofs started exactly where I, and a lot of others are right now...grinding away waiting for it all to come together.
So my question to all of the members who are having success cleaning roofs.....what was the most important thing you did to get over that hump, and turned your business into the money making machine we all want.
And be specific...was it advertising, if so, what type. What was it you did that finally made it all come together?
Jeff,
Late last year I decided to have my website developed by a professional (Many thanks to Zach of A to Z for his advice on this subject). My website went live on 3/22/13 while I was attending the South Jersey Business Extravaganza. This was the best move I made to draw in customers. We have handled over 80 different projects (roof and exterior soft washing) this year due largely in part to the website. Each month we also distribute over 1000 rock flyers in both PA and NJ. The phone rings every day and we continue to get internet inquiries every week. In the past majority of our roof and exterior cleaning work came through word of mouth, this unfortunately, was not enough to fulfill my own expectations and goals. We continue to run ads in the private gated community newspapers during the summer months as well. We have some permanent signage around town that helps as well(these don’t cost me a dime as they are on properties owned by family and friends). Presently we run one truck with just my son and I doing most of the work. We hire additional labor based on the projects we have scheduled. This will change soon as I’m looking to step away from being on every job and focus solely on growing the business.
Hank
The first year is for learning and working through mistakes. It comes together the 2nd year. Ask the Seal is a must have. I got my truck wrapped. Keep throwing flyers. I still get calls from flyers from last year. Get an ipad and give a presentation from that. Raise your prices and sell from strength. I doubled my average job price and I'm still closing at 55%. Use professional for designing flyers.
I will be doing flyers every day while I'am getting payed to be their. I finely have a data base to keep track of all my jobs,bids, email marketing and every thing else. Hope some of this helps.
Professionalism Professionalism Professionalism. I always told my guys, the customers should think that we are going to clean their roof in tuxedos. Tim really answered the question well. In the first year, your learning the ropes. By the second year you should be gaining confidence that you can kick some major roof cleaning butt. Opening up your doors to more than just roof cleaning is a big help. Make sure your washing houses, windows, concrete. (Screw gutters). If I had to sum it up in one line, it would be. "Always strive to work ON your business, not In." When I got off the wand things really picked up.
Danny
-- Edited by Danny Cronauer on Thursday 1st of August 2013 07:13:01 PM
But don't stop with the replies. If everyone replied with what the best decision was that made their company turn the corner.....what a wealth of knowledge that would be for everyone.
Once i stopped panicking and worrying so much, everything became much easier. I also started advertising for pressure washing.
I'll quote it "1st year-learning, 2nd year-confidence, 3rd year-customers are rolling in". Jeff I believe that me and you are in the same boat that we are Owner/Operators with no employees. In ten years of running my own pressure washing company i have serviced over 1000 residential customers 40% of which use me every year, 20% every other year and never did any commercial work. It just takes time to build it. Converting everything over to soft washing has been pretty stressful and has made me feel like im back in my 1st year. But the good news is after two and a half months ....new name, new rig, wrapped truck and trailer, website, business cards, tri-fold mailers, yard signs, and shirts (most of which is did not do before) I feel like im back in my 10th year. Im confident with the new setup and how to use it...still learning new things every day. Last week booked my first commercial job which went well and today I booked an exterior cleaning of a community club house, shuffle board courts, tennis courts, pool area, all concrete walkways and 4 model homes. I was able to book this job because as Danny said "Professionalism"....my customer said that I was the most professional company that came out.
Just hit the pavement give it time and it will all come together....
As an added note only 10% of my customers are roof cleanings...that is one of the reasons why I have converted to soft washing. To get the work I never got!
-- Edited by Kristofer Wegner on Thursday 1st of August 2013 07:11:51 PM
Thanks Kristopher. We are in the same boat. Owner/Operator no employee's. This is only my fourth year doing this, my first season converting to softwashing. I've got plenty of business in other areas except roof washing. So far using the softwash mixology tables and techniques was the best thing I have done for myself, and am happy that I made the change over to softwashing.
Just struggling in getting the roof cleaning end of it going. I would like roof washing to be up around 60% of my business with house washings taking up 30% and the remaining 10% going to other.
Just as Tim pointed out in his post about 1st year, 2nd year was the same for me...by the fourth year I have myself a nice customer base and am seeing repeat business.
So far what I am taking away from this post is advertising (whether it be rock flyers, or yellow pages), internet presence and professionalism. Those seem to be the common thread in the posts.
Maybe I'm just over anxious to get the roof end of the business going. I already advertise, have flyers, have uniforms, business cards, leave written estimates, have a website (but needs to be done professionally)....so I believe I am going about all this in a professional manner.
So in theory if I follow what Tim posted about 1st year, 2nd year.... which has already proven itself with me and my other services....I should expect my roof business to improve significantly in the next couple years.
But still, in the meantime, I would still like to see other posts....sometimes the littlest detail can have a huge impact.
-- Edited by Jeff Thompson on Friday 2nd of August 2013 06:59:20 AM
i Have found these are the two most important tools in growing our business, I would consider them "magic bullets"!!!!!
I'll explain more later!
-- Edited by Ray Burke on Friday 2nd of August 2013 09:40:06 AM
"is" professional is two different things. Your website is dog crap. Txt, call, or PM and I will help. 570-417-9189 ( I didn't put it nicely on purpose, because I want you to change it.)
Hey Danny,
In defense of myself, barring my website, everything else I do is professional. I've been a manufacturer sales rep for multiple companies (at one time) for the last twenty years, so years of dealing with buyers have trained me to put my game face on and best foot forward at all times.
Admittedly, the site has been a thorn in my side since I have started, and dog crap is being polite. It is slated to be done right during the off season.
What I have learned over the years from my other business about websites is this: You can have the coolest, most high tech, user friendly site ever created....but if no one can find you it is useless. This is where I have dragged my feet. I have not taken the time to understand what it takes to keep you ranked high. I'm the type of guy who wants to understand how it works, rather than just letting someone do it for me and tell me everythings all right, only to find out later a lot of money was wasted.
Thanks for the input. I'll give you a call.
Thanks Michael,
Could you elaborate on what times of the year you find advertising most beneficial.
The second picture is of the phone, it is the most important tool in a business. A lot of the projects that we do come from customers who we have spent over a year developing a relationship with. This includes monthly follow-up calls, appointments, getting to know their needs and concerns. I think a lot of people in the industry approach an appointment with the idea of "hey do you need pressure washing? " Then when the customer says "no"they never follow up with that customer again. Persistence pays off in this industry!
There are dozens if not hundreds of gimmicks, advertising vehicles, and things to do to get customers in this business. However none of them will bring you long-term success as much as just following the basic fundamentals. Also remember, it's not an overnight meteoric shot to success. Get a long, slow process. However the lessons that we learn during this process help us ensure long-term success.
Plan your work and work your plan!
Thank you Ray, and thank you to everyone else who replied To this post. I found it extremely informative and interesting at the same time. It all boils down to professionalism, advertising, persistence, and patience. While I have already implemented many of these ideas over the years, there were are some things I have overlooked and/or neglected and once I correct them, it will only improve my business.
Don't think you cant live without a key employee and keep them after they have worn out their welcome. WOW that really hurt once. Never do that again!
AC