I just started my business last spring so this is my first winter. I recently received a few job leads but I got under bid on one which would have been a nice $423 and I’m thinking the same might happen on the other which is a bit smaller.
The guys that got the bigger job came in at $340 giving a discount for a first time customer and I had to bid the smaller job with a 25% discount for the same reason just to compete with another bidder. I think my mistake might have been though that I told her what the normal price is and that I would like to get them onto a regular cleaning schedule. Perhaps that’s best left until after they see their beautiful, clean windows. She hasn’t said no yet but she hasn’t responded to lock down a cleaning yet either.
I’m assuming this is normal for this time of year. Any suggestions for me in bidding in winter as I move forward or for the best way to navigate the first time customer discount idea?
You mentioned that this is your first winter.
This isn’t a knock on tenure. Only advice…
Take each situation, objection, obstacle internally…
Bring it home with at night, and come up with a ‘rehearsed’ answer.
(by ‘rehearsed’ I mean, just KNOW it’s coming and be ready for it)
Eventually you will get to a point where it becomes old hat. and you will be expecting it… waiting for it.
For your example, I would find out ‘who,’ ‘what they liked about them’
and most important…‘why they DIDN’T hire them on the spot.’
Let them blab, giving you your “in.”
Does this make sense?
I’ll try to clarify, if not.
Only because it seems like that’s what might work this time of year but maybe I’m panicking a bit. I don’t find it to be as much of an issue in summer. Also, I’m getting these leads from a referral service so they might be more competitive.
I’ll give you the “New Moon on Monday”/DuranDuran Discount" if I think it will sell you.
Say what you gotta say to get the account.
I was curious about the line of thinking…
would first time deserve a discount
should repeat/referral get palms greased.
Meaning, do you quote whatever kind of discount, to make the cust feel better, after listening to them?
Or do you really have this thought in your head, and just offer it out of habit?
That’s all. No harm, no foul… just talkin.
I would probably word it as a winter special , ONLY if I knew the client was getting multiple bids .
I would word it something like this:
Mr customer , it normally 300 but I’ll give you a winter special for 225 and it’s only good thru March 21.
Also vise versa , you a get a client in the summer that wants you to do a 300 job for 225 , till him You’ll do that price in the winter .
This hasn’t really been too much of an issue before now. I’m thinking that things are just extra competitive at the moment with guys trying pick up winter work. Plus, as I had said, these leads came from a website I’m using so I think it creates instant competition anyway. Before this, I’ve never had to give any sort of discount. At the moment, I just need to get whatever work I can so I’m trying to figure out a way to land these jobs.
Ive done first time customer discounts before in the hope they become regular.
I thought id take a first hit to claw it back later down the line… this works fine if they take you on regularly, but if they dont then wack… your doing jobs for little money…
I realised that most jobs I did where first cleans on places that had not been cleaned for a while and it took even longer and more effort to clean.
Well… now I charge more for the first clean, and advise I discount on regular cleaning after that first clean. Sure, i miss out on work, but I also still get a lot of work as true, realistic people realise the first job is going to take more work
My winter discounts exist for those that want a good deal, whilst things are slow for me, so i appreciate the work - but come the spring/summer the full price kicks in when it comes silly season and im working long hours…
OK, so your going to lose some work, playing pass the parcel “haggling” with price hunters, I stay well clear from that… and stick to my guns… You know good customers when you see them, and you know bad ones also, and how to keep clear of them.
Oh, most of my leads are now from referrals by existing customers, rather than referral leads from online sources, coupon deals etc. But i guess it depends on the type of clientele your targeting also.
I agree with @ChrisG
When I started up I made the mistake of taking on an initial clean at a knock down price at the hope of it becoming a bi weekly job, Thank God it did because it was a nightmare! The first clean turned out to be a full construction clean and I was there for most of the day! A bad experience but I good lesson for me.
When it comes to first time customers I don’t offer a discount as I believe it devalues your service and starts the relationship off on a bad footing.
However in winter I will offer them a winter special as its a slower time of year and I would rather be earning than sat at home. It is important to make it clear that it is a winter special only and that the price will increase come spring due to the volume of work and you don’t want to be working for a marked down price when there is lots of money to be had else where.
