AZ PowerWash Pros
New member
Lately, I have been getting involved a lot more in sales with my company. I go back and forth diving into different areas of my business, but wanted to gain more control over my sales division so I stepped into it a bit more than usual. Anyway, I have been showing my sales guys how they can bid higher on their jobs and still land the work. All sales employees are always a little worried about bidding too high and not getting the work because then they obviously don't receive any commission so their thoughts are to sell the job for what they think they can get it for and don't step too far outside the box on pricing. But its funny because at the end of the day, the client does not know what the services cost. And the client is relying on you as the professional to give them the cost of the service. Granted this isn't always the case, but a lot of the time it is. So as the professional you are the one setting the bar for the price of the service.
What I have found is that the sales employees that view things from the perspective of "what would I pay for this work to be completed?" are bidding far too low!! Who cares what you would pay for the work. At the end of the day, I would never pay $200 to get my personal driveway cleaned but that doesn't mean that someone else won't pay double that. What seems like a lot of money to you may not be a lot of money to someone else. On top of that, what you may never want to spend money on does not mean someone else doesn't want to spend money on that same thing. As an example, I never pay for extended warranties but many people do.
I have been going around with my sales guys and showing them that they can get 2 or 3 times more the amount of money for the job then they were thinking just by being confident when you approach the customer and eliminating their feelings on what is a lot of money. If you tell a customer, "well maybe we can do it for around $250, does that sound good to you?" Then obviously you are leaving it up to the client to say, "uh no that is actually a little high" because the way you stated it made it seem like it was a lot to you, and gave them that it was a lot to them as well.
Not trying to be a sales coach here and not claiming I am the best salesman or anything like that. But just thought I would bring this up here because I have found that if you remove your personal perspective from the sales pitch entirely and approach the customer with confidence you can land jobs for much higher than you think.
$50 is a lot of money to someone, $500 dollars is a lot of money to the next man, $5000 dollars is a lot of money to the next man after that. Don't ever let your personal perspective on money and value of money get in the way of your bidding and value of your service. You would be surprised what people are willing to pay when approached correctly.
Hope this helps someone and thanks for listening to my rant! haha
What I have found is that the sales employees that view things from the perspective of "what would I pay for this work to be completed?" are bidding far too low!! Who cares what you would pay for the work. At the end of the day, I would never pay $200 to get my personal driveway cleaned but that doesn't mean that someone else won't pay double that. What seems like a lot of money to you may not be a lot of money to someone else. On top of that, what you may never want to spend money on does not mean someone else doesn't want to spend money on that same thing. As an example, I never pay for extended warranties but many people do.
I have been going around with my sales guys and showing them that they can get 2 or 3 times more the amount of money for the job then they were thinking just by being confident when you approach the customer and eliminating their feelings on what is a lot of money. If you tell a customer, "well maybe we can do it for around $250, does that sound good to you?" Then obviously you are leaving it up to the client to say, "uh no that is actually a little high" because the way you stated it made it seem like it was a lot to you, and gave them that it was a lot to them as well.
Not trying to be a sales coach here and not claiming I am the best salesman or anything like that. But just thought I would bring this up here because I have found that if you remove your personal perspective from the sales pitch entirely and approach the customer with confidence you can land jobs for much higher than you think.
$50 is a lot of money to someone, $500 dollars is a lot of money to the next man, $5000 dollars is a lot of money to the next man after that. Don't ever let your personal perspective on money and value of money get in the way of your bidding and value of your service. You would be surprised what people are willing to pay when approached correctly.
Hope this helps someone and thanks for listening to my rant! haha