Not really sure if I'm looking for an answer or im just looking to vent . . . .
FIRST: I take business very seriously, I am extremely professional and reliable. My quality is second to none- im very anal with our work and always do right by the client even if it comes out of my pocket.
Some of you know that I'm relatively new to roof cleaning, but i'm not new to running a business. After years working in the construction business doing everything from skyscrapers to the littlest residential repairs I started a remodeling business in 2007 (in the middle of a recession ). Business has been getting better every year but its not enough. Im constantly going on estimates to here later that they cant afford the service or there just kicking tires. My closing ratio is terrible. Thats when i started to look for something else to fill the downtime. Thats when i found roof cleaning. after toying with the idea of opening a new venture and stumbling on the softwash process I decided to give it a go. I figured that maybe people in this economy would be faster to spend a few hundred on their homes then tens of thousands.
Well I guess i was wrong.
Im having the same problem with the roof cleaning estimates. Ill give someone a number and They either tell me its alot or I never hear from them again. Ill follow up with them a few days later and they wont even take the call! Im not charging alot, from what i hear alot of you in different states are charging more than I am here in NY. Im pretty sure im competitively priced maybe just a hair under to build up a clientele. Im definitely not giving it away nor am i bending people over. I just cant seem to figure it out. How can business be this bad here? The wife and i constantly talk about moving south a few states and starting over. But I dont want to fall into the "grass is greener" trap.
Rant over - wheers the vodka?
-- Edited by DirtyRoofcom on Friday 22nd of November 2013 07:32:52 PM
Patrick G said
Nov 23, 2013
Erik I have ben roof cleaning for a ouple of years and I hear you. I am retired from a previous career so I am a little lucky, but with that being said I don't low ball....I am probably alot more expensive then you.I hope your price is not lower then those in the South. There is no way I would be able to live off roof cleaning, there is no way I could provide for a family off roof cleaning alone, Key word is alone. Nice home, nice area,decent price and you dont get the job. I just watched the news tonight and they said one out of seven homes are in forclosure, I don't think moving out of state is the answer. { unless you take Art with yoú} Look its expensive to live here, taxes and crap, but almost every home has a dirty roof...add to your service and keep plugging along. I got two kids in college and I'm paying their way, I expect roof cleaning to pay atleast one kids tuition a year and Im happy....but Im not going cheap to do it. Get a good price while you can before everyone is doing it. Once you build a clientele it will be hard to raise your prices you will be stuck there. What would you say your average price is for the front roof only? What would your average be for the entire house?
Liberty SoftWash said
Nov 23, 2013
I have learn to sell myself instead of my service.
DirtyRoofcom said
Nov 23, 2013
Patrick G wrote:
Erik I have ben roof cleaning for a ouple of years and I hear you. I am retired from a previous career so I am a little lucky, but with that being said I don't low ball....I am probably alot more expensive then you.I hope your price is not lower then those in the South. There is no way I would be able to live off roof cleaning, there is no way I could provide for a family off roof cleaning alone, Key word is alone. Nice home, nice area,decent price and you dont get the job. I just watched the news tonight and they said one out of seven homes are in forclosure, I don't think moving out of state is the answer. { unless you take Art with yoú} Look its expensive to live here, taxes and crap, but almost every home has a dirty roof...add to your service and keep plugging along. I got two kids in college and I'm paying their way, I expect roof cleaning to pay atleast one kids tuition a year and Im happy....but Im not going cheap to do it. Get a good price while you can before everyone is doing it. Once you build a clientele it will be hard to raise your prices you will be stuck there. What would you say your average price is for the front roof only? What would your average be for the entire house?
My minimum is $399. unless you live a few blocks away and are a senior or a veteran with a tiny house im not going lower then that. I also sell the point that just doing the front is not worth it. The whole roof for $399 or the front for$375. Im chargng some where around $25-$35 per square depending on roof details and gutter system. Got a call today- high ranch approx 13.5 square, no major landscaping and most if not all gutters go into drywell. Insurance told them they have 30 days to get it cleanied. I told them $475 little far away for me and its getting cold. They called a few powerwashers, then us, and they were waiting for a few more softwashers to call. Guy never called back - maybe Art got it!
Let me know where i stand i dont want to be undercutting anyone.
Ed Thompson said
Nov 23, 2013
Roof Cleaning PA wrote:
I have learn to sell myself instead of my service.
+1
Patrick G said
Nov 23, 2013
An entire col is $575. An entire ranch is $525 same with a cape.
DirtyRoofcom said
Nov 23, 2013
Patrick G wrote:
An entire col is $575. An entire ranch is $525 same with a cape.
uhoh Ill have to bring it up some. what is your closing ratio at those numbers?
Liberty SoftWash said
Nov 23, 2013
I just sold a slate today 1550.00. My roof cleaning are about 600 to 800.
DirtyRoofcom said
Nov 23, 2013
Roof Cleaning PA wrote:
I just sold a slate today 1550.00. My roof cleaning are about 600 to 800.
What size was that slate roof?
Liberty SoftWash said
Nov 23, 2013
Nice size rancher with a garage.
DirtyRoofcom said
Nov 23, 2013
So instead of talking numbers- what kind of closing ratios is everybody getting? Are you guys looking up the houses on google earth and giving estimates over the phone?
Patrick G said
Nov 23, 2013
my closing rate is probably at best 60% but I dont do double the work and get a good price. Next season I will raise a little more maybe 35 a home. Thats the funny thing Erik I have given low prices to try and get the job and it didnt work. I have my price I go in give it, if I get the job great...if not off to the next. Also so many people call and say they are getting the job for $400 why am I five somthing.....they full of **** weeks later the roof still dirty. You got a family,ins and expenses...pick your prices up some so its worth it.
Liberty SoftWash said
Nov 23, 2013
We are closing 80% and 100% on the internet.
DirtyRoofcom said
Nov 23, 2013
I think right now were at abou 60% too. Would love to be at 80-100 those are great numbers. Gonna bring our numbers up our closing ratio will most likely stay the same. Just have to weed out the tire kickers.
waxman18324 said
Nov 23, 2013
We look at a closing rate of 65%. Our quotes range from 25 to 35 cents a roof square foot. Having said this we have lowered these numbers slightly if we are doing a package, which might include house wash, gutter cleanout and brightening along with the roof cleaning. We offer discounts to former and present members of the armed forces, teachers, seniors and law enforcement. We even offer block party pricing.
Hank
Liberty SoftWash said
Nov 23, 2013
That's why we sell over the phone.
Eric Schnaible said
Nov 23, 2013
I'm starting to sell more over the phone. I'm at about about 60%. You need to sell yourself like Eric and Ed do. If your busy your confident and that sells.
Barry Landis said
Nov 23, 2013
waxman18324 wrote:
We look at a closing rate of 65%. Our quotes range from 25 to 35 cents a roof square foot. Having said this we have lowered these numbers slightly if we are doing a package, which might include house wash, gutter cleanout and brightening along with the roof cleaning. We offer discounts to former and present members of the armed forces, teachers, seniors and law enforcement. We even offer block party pricing.
Hank
My numbers are right around Hanks.
Doug Rucker said
Nov 23, 2013
Roof Cleaning PA wrote:
I have learn to sell myself instead of my service.
+100
DirtyRoofcom said
Nov 23, 2013
I dont think its about selling myself or the service (although I deff need to work on selling myself and not what we do like Eric said above) these clients are not getting the roof cleaned at all. They simply dont want to (or cant) pay the price. Drive by a few weeks later and its still dirty. They oooh and ahhhhh when given the price, complain its to much.
This is all fine but it seems to be alot of them is why im concerned. Its not just a small pecentage.
It assuring to hear that some of you are around 60% close also. What techniques are you guys using to close the deal? what have you found to be effective over the years? I educate the customer about what we do, i mention that we dont bring a power washer anywhere near there roof, and they should not let a company up their with one. If they ask Ill give some info about our mix without giving away the farm. I also tell them about the process and the instant results. and some other proprietary info.
Patrick G said
Nov 23, 2013
I'm off to the dentist for a cavity, I think your hitting on everything. I think it's still a little tough for folks money wise but its getting better. Just keep at it...my first year I only cleaned thirty roofs....But this stuff is all over the place and next year will be worse. Keep at it, it will happen.
DirtyRoofcom said
Nov 23, 2013
Patrick G wrote:
I'm off to the dentist for a cavity, I think your hitting on everything. I think it's still a little tough for folks money wise but its getting better. Just keep at it...my first year I only cleaned thirty roofs....But this stuff is all over the place and next year will be worse. Keep at it, it will happen.
I can hear the sounds of that drill when someone mentions the word dentist!
Zach Maynard said
Nov 23, 2013
If they complain about the prices then they are not the customer you want.
Our average job is around $900 and we close at around 65%.
We hardly ever sell just the roof, usually we also clean the house, gutters and Windows or whatever else I can find that's dirty.
We have a minimum of $500 for any job.
Just hang in there and market to the customers who want the best contractor and will pay a premium for piece of mind.
mistersqueegee said
Nov 23, 2013
In Milwaukee AC showed a Florida study on the heating costs for different color roofs. It had a great sales point on the extra expense of a dirty roof when cooling. It basically came down to the fact they saved enough the first year in cooling costs to pay for the roof clean. Since many of you won't re clean the roof for a couple years that means money in their pocket for a free roof cleaning. Maybe AC can post that info for us.
Steve Salley said
Nov 26, 2013
Order the book "The Pressure Cleaning Bible, Marketing by Steve Stephens. It will readjust your mind on where to price and the value of investing in education. You have to develop a genuine passion or belief that this is a real value to your neighbors, and you are honored to help them restore their home's beauty.
Make it fun to get to know your customers. We always tell our customers when we get done that we love to give away free dinners at the local restaurant for their generous referrals to their contacts
As Doug says. He who listens wins...
Doug Rucker said
Nov 26, 2013
Erik I have a copy of the book Steve is speaking of. If you want a copy email me your address and I'll get it to you.
AC Lockyer said
Nov 27, 2013
DirtyRoofcom wrote:
Not really sure if I'm looking for an answer or im just looking to vent . . . .
FIRST: I take business very seriously, I am extremely professional and reliable. My quality is second to none- im very anal with our work and always do right by the client even if it comes out of my pocket.
Some of you know that I'm relatively new to roof cleaning, but i'm not new to running a business. After years working in the construction business doing everything from skyscrapers to the littlest residential repairs I started a remodeling business in 2007 (in the middle of a recession ). Business has been getting better every year but its not enough. Im constantly going on estimates to here later that they cant afford the service or there just kicking tires. My closing ratio is terrible. Thats when i started to look for something else to fill the downtime. Thats when i found roof cleaning. after toying with the idea of opening a new venture and stumbling on the softwash process I decided to give it a go. I figured that maybe people in this economy would be faster to spend a few hundred on their homes then tens of thousands.
Well I guess i was wrong.
Im having the same problem with the roof cleaning estimates. Ill give someone a number and They either tell me its alot or I never hear from them again. Ill follow up with them a few days later and they wont even take the call! Im not charging alot, from what i hear alot of you in different states are charging more than I am here in NY. Im pretty sure im competitively priced maybe just a hair under to build up a clientele. Im definitely not giving it away nor am i bending people over. I just cant seem to figure it out. How can business be this bad here? The wife and i constantly talk about moving south a few states and starting over. But I dont want to fall into the "grass is greener" trap.
Rant over - wheers the vodka?
-- Edited by DirtyRoofcom on Friday 22nd of November 2013 07:32:52 PM
Eric,
Did a roof (ranch 2200) in your area (Westchesterfield Co.) last month for $1,800.00 with some "extras" walks, decks, chiminys. I think the area you are in will garnish a much higher price than you expect.
AC
Accuwash said
Nov 27, 2013
If your close ratio is 50% your good. You need more leads and a larger sale on the closes. This is not a high demand service, like HVAC or landscaping so you have to go a little above and beyond the marketing of those types services to get the leads. But the prices your getting up there and the homes around you are good to go. The most important thing is that it is not the economy or any of that, it's you. We can only blame ourselves for our business. So if you keep your head high, keep moving toward the goal, you will get there.
So these are the tough questions.
Are you qualifying your leads?
each lead has a value to you and should be treated appropriately. The nice old lady in the trailer should not even be on your radar.
Are you spending enough time with each client?
Morgan will spend an hour at a clients house if they are qualified enough
Are you wasting time on bad leads?
We will not do certain projects and will spend less time trying to close unqualified leads
Are you following up at least 5 times?
maybe more than 5, every lead that hasn't clearly said yes or no gets hit at least 2x a year some are 3 years old.
Is your marketing producing enough leads to sustain a full time wash crew at 50% close ratio?
If not new methods or increases in current marketing may fix this.
Are you marketing in the correct ares?
the leads you get are coming from a geographical location. Use Google earth to map them for a year or more and see where the money is. As you see areas that have more of your qualified potential leads market there.
AC Lockyer said
Nov 29, 2013
Accuwash wrote:
If your close ratio is 50% your good. You need more leads and a larger sale on the closes. This is not a high demand service, like HVAC or landscaping so you have to go a little above and beyond the marketing of those types services to get the leads. But the prices your getting up there and the homes around you are good to go. The most important thing is that it is not the economy or any of that, it's you. We can only blame ourselves for our business. So if you keep your head high, keep moving toward the goal, you will get there. So these are the tough questions. Are you qualifying your leads? each lead has a value to you and should be treated appropriately. The nice old lady in the trailer should not even be on your radar. Are you spending enough time with each client? Morgan will spend an hour at a clients house if they are qualified enough Are you wasting time on bad leads? We will not do certain projects and will spend less time trying to close unqualified leads Are you following up at least 5 times? maybe more than 5, every lead that hasn't clearly said yes or no gets hit at least 2x a year some are 3 years old. Is your marketing producing enough leads to sustain a full time wash crew at 50% close ratio? If not new methods or increases in current marketing may fix this. Are you marketing in the correct ares? the leads you get are coming from a geographical location. Use Google earth to map them for a year or more and see where the money is. As you see areas that have more of your qualified potential leads market there.
LOVE IT!
SprayWash said
Nov 30, 2013
We close 60% of our QUALIFIED RESIDENTIAL leads. We close 90% of our commercial leads. We still give estimates ( written, with a brochure and sealed in printed envelope) to what we consider non-qualified leads. Amazing how many of those we wind up cleaning 4-8 months after the initial estimate. We're finding so many price shoppers get screwed with the initial company they pick ( changing price, not responding, never showing up to complete the job) and they Wind up falling back on our estimate months later.
One area where were extremely lax is following up on residential estimates. If they're not closed on site or within 48 hours, we just don't follow up with them. We just don't have enough time in the day.... I would like to rectify this situation. We still keep every estimate on file that we do, so when the people call in eventually we have their information at our fingertips.
Much like Bill and Morgan, we spend upwards of an an hour at qualified leads houses. Usually when we leave and appointment with a customer , there's little question that we won't get that job.
As far as the original rant is concerned, Erik, what types of customers are you attracting or going after? One of the lessons I learned the hard way is that I though I could break into my market by offering a value priced service to low-mid priced customers. At a particularly hungry point in my existence, I door hung a neighborhood offering 99 buck basic washes...400 fliers. Figured I would load the boat, maybe get 50 or 75 washes from that marketing. Got one whole job from that experience!!! But it did teach me a lesson that I've held sacred to this day....seek out customers who can afford your service. It's easier to sell a $600 job than it is to sell a $200 job.
Not really sure if I'm looking for an answer or im just looking to vent . . . .
FIRST: I take business very seriously, I am extremely professional and reliable. My quality is second to none- im very anal with our work and always do right by the client even if it comes out of my pocket.
Some of you know that I'm relatively new to roof cleaning, but i'm not new to running a business. After years working in the construction business doing everything from skyscrapers to the littlest residential repairs I started a remodeling business in 2007 (in the middle of a recession
). Business has been getting better every year but its not enough. Im constantly going on estimates to here later that they cant afford the service or there just kicking tires. My closing ratio is terrible. Thats when i started to look for something else to fill the downtime. Thats when i found roof cleaning. after toying with the idea of opening a new venture and stumbling on the softwash process I decided to give it a go. I figured that maybe people in this economy would be faster to spend a few hundred on their homes then tens of thousands.
Well I guess i was wrong.
Im having the same problem with the roof cleaning estimates. Ill give someone a number and They either tell me its alot or I never hear from them again. Ill follow up with them a few days later and they wont even take the call! Im not charging alot, from what i hear alot of you in different states are charging more than I am here in NY. Im pretty sure im competitively priced maybe just a hair under to build up a clientele. Im definitely not giving it away nor am i bending people over. I just cant seem to figure it out. How can business be this bad here? The wife and i constantly talk about moving south a few states and starting over. But I dont want to fall into the "grass is greener" trap.
Rant over - wheers the vodka?
-- Edited by DirtyRoofcom on Friday 22nd of November 2013 07:32:52 PM
My minimum is $399. unless you live a few blocks away and are a senior or a veteran with a tiny house im not going lower then that. I also sell the point that just doing the front is not worth it. The whole roof for $399 or the front for$375. Im chargng some where around $25-$35 per square depending on roof details and gutter system. Got a call today- high ranch approx 13.5 square, no major landscaping and most if not all gutters go into drywell. Insurance told them they have 30 days to get it cleanied. I told them $475 little far away for me and its getting cold. They called a few powerwashers, then us, and they were waiting for a few more softwashers to call. Guy never called back - maybe Art got it!
Let me know where i stand i dont want to be undercutting anyone.
+1
uhoh Ill have to bring it up some. what is your closing ratio at those numbers?
What size was that slate roof?
We look at a closing rate of 65%. Our quotes range from 25 to 35 cents a roof square foot. Having said this we have lowered these numbers slightly if we are doing a package, which might include house wash, gutter cleanout and brightening along with the roof cleaning. We offer discounts to former and present members of the armed forces, teachers, seniors and law enforcement. We even offer block party pricing.
Hank
My numbers are right around Hanks.
+100
This is all fine but it seems to be alot of them is why im concerned. Its not just a small pecentage.
It assuring to hear that some of you are around 60% close also. What techniques are you guys using to close the deal? what have you found to be effective over the years? I educate the customer about what we do, i mention that we dont bring a power washer anywhere near there roof, and they should not let a company up their with one. If they ask Ill give some info about our mix without giving away the farm. I also tell them about the process and the instant results. and some other proprietary info.
I can hear the sounds of that drill when someone mentions the word dentist!
Order the book "The Pressure Cleaning Bible, Marketing by Steve Stephens. It will readjust your mind on where to price and the value of investing in education. You have to develop a genuine passion or belief that this is a real value to your neighbors, and you are honored to help them restore their home's beauty.
Make it fun to get to know your customers. We always tell our customers when we get done that we love to give away free dinners at the local restaurant for their generous referrals to their contacts
As Doug says. He who listens wins...
Eric,
Did a roof (ranch 2200) in your area (Westchesterfield Co.) last month for $1,800.00 with some "extras" walks, decks, chiminys. I think the area you are in will garnish a much higher price than you expect.
AC
So these are the tough questions.
Are you qualifying your leads?
each lead has a value to you and should be treated appropriately. The nice old lady in the trailer should not even be on your radar.
Are you spending enough time with each client?
Morgan will spend an hour at a clients house if they are qualified enough
Are you wasting time on bad leads?
We will not do certain projects and will spend less time trying to close unqualified leads
Are you following up at least 5 times?
maybe more than 5, every lead that hasn't clearly said yes or no gets hit at least 2x a year some are 3 years old.
Is your marketing producing enough leads to sustain a full time wash crew at 50% close ratio?
If not new methods or increases in current marketing may fix this.
Are you marketing in the correct ares?
the leads you get are coming from a geographical location. Use Google earth to map them for a year or more and see where the money is. As you see areas that have more of your qualified potential leads market there.
LOVE IT!
One area where were extremely lax is following up on residential estimates. If they're not closed on site or within 48 hours, we just don't follow up with them. We just don't have enough time in the day.... I would like to rectify this situation. We still keep every estimate on file that we do, so when the people call in eventually we have their information at our fingertips.
Much like Bill and Morgan, we spend upwards of an an hour at qualified leads houses. Usually when we leave and appointment with a customer , there's little question that we won't get that job.
As far as the original rant is concerned, Erik, what types of customers are you attracting or going after? One of the lessons I learned the hard way is that I though I could break into my market by offering a value priced service to low-mid priced customers. At a particularly hungry point in my existence, I door hung a neighborhood offering 99 buck basic washes...400 fliers. Figured I would load the boat, maybe get 50 or 75 washes from that marketing. Got one whole job from that experience!!! But it did teach me a lesson that I've held sacred to this day....seek out customers who can afford your service. It's easier to sell a $600 job than it is to sell a $200 job.