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Response To: "You're The Most Expensive"

 
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Old 04-30-2012, 05:25 PM   #1
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Response To: "You're The Most Expensive"


I have recieved 3 responses to estimates today that I was the most expensive(a little higher than normal lately), but not out of the ordinary. I decided that this year it was time for me to repond to these emails. I came up with a template that I adjust a little for each individual.

I would like your feedback on it.

Quote:
Hello ________

Thank you so much for the opportunity to bid for your business. I am sorry that we were out of the price range that you are looking in. Your home is located in an area where we do not have any homes to wash in the next couple of weeks, and with the price of gas and the time it takes to drive to and from I can not offer a better price. Our prices are a bit higher than some and lower than others. But, if you have a neighbor that would like to wash their home at the same time we give discounts to both for that.

I can not speak for other pressure washers, but, at Charleston Pro Wash we use a high quality house washing detergent that our supplier has been perfecting for many years. It contains surfactants, foamers, water soteners, UV protectors, and chlorine. The surfactants and foamers help with cling and agitating the surface, the water softeners help rinsing much like a rinse aid does in the dishwasher keeping windows and surfaces from spotting and streaking, the chlorine kills all the mold and mildew coupled with the sufactants allow us to rinse it away, the UV protectant helps to form a clear surface that keeps the surface cleaner for longer.

Our process is to water any plants before, during, and after that come in contact with the house wash... Allow the house wash to dwell for 5-10 minutes... Rinse all the mold, mildew, cobwebs, dirt, particulates, etc. away with clean water. We pay extra attention to rinsing the windows (most companies do not) leaving your windows and glass streak free and clean. Almost all the houses we wash stay clean for atleast 2 years (and some even longer).

With all of the extra steps we take while cleaning your home, and the quality of house wash we use, I am sure that most would agree that the price must reflect the level of service we provide. We take pride in the work we do and use only the best and safest methods to clean your home.

If we can be of any service to you in the future please give us a call.

Thank you
Chris
Charleston Pro Wash
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Old 04-30-2012, 05:26 PM   #2
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Re: Response To: "You're The Most Expensive"


I think it looks good. what does dwell mean?

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Old 04-30-2012, 05:29 PM   #3
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Re: Response To: "You're The Most Expensive"


I think that you should be telling them what you just said BEFORE they say "no, you're too expensive"
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Old 04-30-2012, 05:37 PM   #4
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Re: Response To: "You're The Most Expensive"


Quote:
Originally Posted by Kent Whitten View Post
I think that you should be telling them what you just said BEFORE they say "no, you're too expensive"
You tore the words right out of my mouth.
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Old 04-30-2012, 05:53 PM   #5
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Re: Response To: "You're The Most Expensive"


i just move on
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Old 04-30-2012, 05:58 PM   #6
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Re: Response To: "You're The Most Expensive"


perhaps that should be in your sales packet. seems like they could be great selling features.
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Old 04-30-2012, 06:00 PM   #7
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Re: Response To: "You're The Most Expensive"


"There's a reason Lambourghini's cost more than Kia's."
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Old 04-30-2012, 06:03 PM   #8
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Re: Response To: "You're The Most Expensive"


Quote:
Originally Posted by Kent Whitten View Post
I think that you should be telling them what you just said BEFORE they say "no, you're too expensive"
What a great idea!!!

Some of my estimates I have never meet or talked to the homeowner. Usually these come from my website estimate form.

I will put something similiar to this on the estimate form and have a watered down version on my emailed estimates.
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Old 04-30-2012, 06:03 PM   #9
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Re: Response To: "You're The Most Expensive"


Did you send your "bid" (as you called it) by email or make a personal presentation? if you are bidding, then you should not expect to gain any business unless you are the lowest price.

I don't know, is the dollar amount too low to justify a sales call?


What is your goal for this letter? Do you want to accomplish something or just feel better?

Do you want to create an opportunity for them to change their mind?
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Old 04-30-2012, 06:13 PM   #10
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Re: Response To: "You're The Most Expensive"


Quote:
Originally Posted by Tom Struble View Post
i just move on
I have always "just moved on" in the past, but I really do appreciate that some customers take time to respond to me and explain why I did not get the job, even if it is just because of price.
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Old 04-30-2012, 06:16 PM   #11
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Re: Response To: "You're The Most Expensive"


Quote:
Originally Posted by Gary H View Post
I think it looks good. what does dwell mean?
think moodily about something..like ''don't dwell on the past''
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Old 04-30-2012, 06:23 PM   #12
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Re: Response To: "You're The Most Expensive"


Quote:
Originally Posted by Bill Z View Post
Did you send your "bid" (as you called it) by email or make a personal presentation? if you are bidding, then you should not expect to gain any business unless you are the lowest price.

I don't know, is the dollar amount too low to justify a sales call?


What is your goal for this letter? Do you want to accomplish something or just feel better?

Do you want to create an opportunity for them to change their mind?
- Almost all the "your too expensive" responses come from website/email only contact.

- With the volume of work this time of the year I can not call all the smaller amount jobs... So yes all the no's lately have been to low of a dollar amount to justify a sales call... that is why I came up with the response.

- My goal for the letter is to explain why we are more expensive to the customer that takes the time to respond to my estimate even though they do not want to pay our price.

- Yes, of course I would like them to change their mind
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Old 04-30-2012, 06:31 PM   #13
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Re: Response To: "You're The Most Expensive"


Also... can one of you "engrish" majors help me out with that first line.

I really do not like the word "bid", as Bill pointed out.
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Old 04-30-2012, 06:32 PM   #14
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Re: Response To: "You're The Most Expensive"


Quote:
Originally Posted by PowerWash View Post
What a great idea!!!

Some of my estimates I have never meet or talked to the homeowner. Usually these come from my website estimate form.

I will put something similiar to this on the estimate form and have a watered down version on my emailed estimates.
I'd do away with estimate form on the website, it is hurting, not helping your business.
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Old 04-30-2012, 06:41 PM   #15
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Re: Response To: "You're The Most Expensive"


Your response is more of a justification to yourself.

You need to sell the sizzle to customer or not bother with the letter. The only purpose of the letter should be to close the sale.

There are three main motivators for pressure washing (and most home improvements) - greed, fear and vanity.

I would have a paragraph in your letter for each of these motivations.

Greed - your house will appraise for more money and increase in value. Your house will sell faster etc

Fear - your house will rot, your paint will fail, you could have a slip fall accident that gets you sued if you don't pressure wash. Our employees are highly trained and considerate - not an excon with a pawnshop pressurewasher running around your home.

Vanity - your house will be beautiful. better than your neighbors. your home will have more light from sparkling windows. your garden will thrive. etc...
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Old 04-30-2012, 06:43 PM   #16
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Re: Response To: "You're The Most Expensive"


If you're getting all the jobs you bid on, you're bids are too low.
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Old 04-30-2012, 06:46 PM   #17
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Re: Response To: "You're The Most Expensive"


Quote:
Originally Posted by KillerToiletSpider View Post
I'd do away with estimate form on the website, it is hurting, not helping your business.
How would it hurt my business?

It takes almost zero effort to recieve a request... It emails me the information then I either swing by the address or look it up online... then email the customer an estimate.

I will admit my closing rates are lower on that form:

closing rates by % (educated estimates)

- In person <80%+
- Phone Sales -60%
- Email only >50%
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Old 04-30-2012, 06:49 PM   #18
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Re: Response To: "You're The Most Expensive"


Tell them compared to what.
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Old 04-30-2012, 06:51 PM   #19
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Re: Response To: "You're The Most Expensive"


Quote:
Originally Posted by Metro M & L View Post
Your response is more of a justification to yourself.

You need to sell the sizzle to customer or not bother with the letter. The only purpose of the letter should be to close the sale.

There are three main motivators for pressure washing (and most home improvements) - greed, fear and vanity.

I would have a paragraph in your letter for each of these motivations.

Greed - your house will appraise for more money and increase in value. Your house will sell faster etc

Fear - your house will rot, your paint will fail, you could have a slip fall accident that gets you sued if you don't pressure wash. Our employees are highly trained and considerate - not an excon with a pawnshop pressurewasher running around your home.

Vanity - your house will be beautiful. better than your neighbors. your home will have more light from sparkling windows. your garden will thrive. etc...
It will only let me thank you one time

The only motivator I do not want my company to be related with is fear. I do not like this sales tactic and will not use it. The others are top notch though. I like the idea of "sizzle"... awesome way to look at it!
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Old 04-30-2012, 07:00 PM   #20
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Re: Response To: "You're The Most Expensive"


i dont know the value of others work only mine, we were in buissness last week last year and we will be here next week and next year, we are a professional company doing proffessional work.

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