Selling Decks and Cleaning Maintenance

One of the biggest mistakes a deck cleaning contractor can make is to sell on price. Selling deck restoration services on price not only fills your customer base with cheap, price oriented, picky customers but it also leaves a wake of other repercussions.

Decks are not cheap to build or maintain so remember that. Customers that are sold on price alone are not loyal customers (not loyal to you anyway) they are loyal to the price. This amounts to the next time they need service, you are obligated to work for cheap again or they will just go else where. Selling on price can also result in you not getting what you should for a particular project and can lead to cutting corners and poor quality. This can reduce the amount and quality of referrals you get. Referrals you may get will be family, friends, or neighbors that are anticipating the same low price. This is definitely a recipe for disaster!

As a deck cleaning and maintenance company, your long term goal should be to build up a loyal customer base. Doing so will allow you to lower your advertising costs because you won’t have to chase new customers. It will also increase your profit margins by doing lots of repeat and referral work. It has been proven that most of the time a customer will spend more money with you the second and third time around, also your closing rate on referral customers is normally pretty high if you do quality work.

The way to build this loyalty is easy. Don’t sell on price but rather sell benefits, sell value, give a high quality service, and always go above and beyond the call of duty on each job. By committing to this principle, you will be allowed to charge more for a quality service and you will build a loyal customer base that you can depend on for years to come.