Yabba Dabba Doo…the numbers work!

An email recently received about the numbers working, closing the estimate, what to say, etc. So read the post and then check out my response. Hope it helps in your business. 

Hi Steve

Well finally got off the rear end and started handing out flyers.   I use the flyer/bag/stone method and it works great.  Dropped approx 300 and got 3 calls in about 2 days.  Did 4 estimates and now waiting to hear back.

Questions how to you close the deal while your with the customer, after you gave them the estimate.  I feel like I lost out on an opportunity there by not sealing the deal.  Any suggestions?

Also now that I gave them the estimates how do I follow up with a call.  How do I present this?

My current rates are for a standard window 5.00 inside and out and 3.50 for outside only.  French doors and sliders at 6.00 a door inside and out.  Sound in the ballpark for this area?

Any help would be appreciated.

Ted

My Response:

Hi Ted:

That's great.  It really is.  See?  It's an easy business.  :o) 

The numbers/return calls from prospects will definitely work for you for sure as you have seen.  3 calls in 2 days from 300 flyers distributed is right on the money as far as a 1% return.  So we're good to go.  Being as how it's a proactive marketing method, you should "close" around 80% of the prospects you present estimates to.  I would wait 2 to 3 days and call them back.   

It can be a bit nerve racking after presenting an estimate so what I did to take the pressure off of myself is to immediately get the price right out of the way up front. Reread chapter 8 and you'll see exactly what I say.  But I believe in getting the price out first.  Then it's just a matter of repeating what the cover letter says.  Did you present the estimates as I describe in chapter 8 (letterhead, 3 pages, business card paper clipped, etc)?  If so, then all you're doing is simply repeating to the prospect exactly how you clean their windows.  The cover letter is something you should memorize so you can sound supremely confident in the service you provide.  This confidence will also breed confidence in your prospect thereby making them easier to close either at the door or during your follow up call.  Ah…human pyschology is a wonderful thing.  :o)   

Anyway…I understand what you mean about "lost out on an opportunity", but I wouldn't think of it that way.  They called because they were interested, right?  So they very well may just have to talk it over with their significant other.  Once this is done, they may call you or when you call them, you can close the deal then.  Go back over chapter 8 and you'll see what I say during the follow up call.  Very low key. But it all starts at the door when you presented the estimate. 

I think your rates are definitely in the ballpark.  For outside only pricing, I usually did the full estimate just like I was doing inside/outside and then multiplied by 60%.  So if we want to get technical about it, my outside pricing for a window was $3.00.  But we're nickel and diming it, so stay with what you have and test it to see how it goes.

I would say though that I wouldn't focus on offering the outside service.  I've found over the years in any business that prospects will buy what you're offering if it's a quality service and presented right. So with this said, if you focus on offering only the outside, that's very well what they might buy.  It'll cut your profits down dramatically. So go for the whole job.  And don't forget to ask for ceiling fan cleaning once the job is complete.  This is easy money.  Especially in florida.  What to say about asking for addon business is in my bonus section in manual.  

Now if you were to get out 300 to 500 flyers per week, that's a good 3 to 5 calls.  It doesn't take much to build a pretty solid window cleaning business.  Just regular action every week.  So what I did was forget about prospects I presented estimates to.  Sounds strange I know, but I always focused on the next batch of phone calls I could generate from my marketing efforts. 

So yes…follow up with prospects assuming they didn't say "yes" at the door after your presentation.  If they're not ready at that time, then follow up again a few days later.  But don't delay your marketing because of these prospects.  You have to really forget about them and move on to secure more calls and more estimates.  Just keep it going.  What'll happen over time is you'll then never feel like you lost an opportunity because you'll have another half dozen estimates to do that day. 

See what I mean?  It also takes a lot of pressure off you knowing that you don't have to close each and every prospect you talk to because again..you've got another bunch of estimates to do.  Hope this helps.  Take care for now. And please keep me posted on the prospects you secured for jobs in this first batch of calls. But put 'em in the back of your mind for now and pump out another 300 flyers.  Have a profitable day today!

Regards,

Steve