I’ve heard some buzz that some out there may have some questions about pricing rain flow jobs and thought I’d put this out there. If you have any questions at all related to pricing and doing estimates for rain flow please just send it my way and I will do my best to provide you with the answers you are looking for. For starters, I’ve attached the quote form we use at All County as a reference. Hope I can be of help to some of you!
I have only pitched rain flow once so far for $8 a foot and the guy nearly had a stroke. I tried to add value by mentioning I would come out for the first 5 years for free if there were any problems, also mentioned the 20 year warranty, but no sale. What tips do you have to make $8-$12 sound like a great deal?
I recently stopped pricing it up at $12 per foot. My typical range now is $8 - $10 and we’ve had success in booking within that price range and we are still making a decent profit on the jobs. As far as making a hefty price seem like a great deal, well that depends on the circumstances. Most of the customers I provide rain flow quotes for are already gutter cleaning customers of ours. I don’t know if this is the case for you. If it is, tell him to think of it in terms of no longer paying for a gutter cleaning for the next five years (as you graciously offered. BTW: We offer one year). And after that, if you do have to come out and check the gutters, you’ll only be charging a minimal service charge. It’s like Sears coming to check something at your home. If there’s no problem, here’s your bill for the service call. If there is we’ll discuss that after the assessment. In the long run, rain flow will end up paying for itself with the savings on gutter cleaning. With the state of the economy people are obviously watching every dollar they spend and one large lump sum can be intimidating. Tell them to add up the cost of gutter cleaning over the next five+ years and depending on what you might be charging, it’ll probably come pretty close if not more then the installation.
If they aren’t already gutter cleaning customers, just give them the same spiel. Tell them with the installation the gutters will be cleaned at no extra charge (some people don’t believe me but that’s the God’s honest truth. I don’t tack any extra on for the gutter cleaning while installing) and show them how over time this product will pay for itself by making it unnecessary to have you out cleaning their gutters twice a year, or however often you would be doing so.
Add in the protective factor. A home is the largest investment most people will make in their lives. Wouldn’t they want to protect that investment? Rain Flow can save them from some severe home damage. Also, with no hardware needed to install it, like some other gutter guards, there’s no alteration to their roof or gutters.
Go back to the 20 year warranty. Unlike metal and plastic, rain flow will not deteriorate or become brittle over time. It’s virtually, as long as all goes well, maintenance free. How many times have you seen a home and the plastic/metal gutter guards are out of place or have fallen off on the ground? I’ve seen quite a few. Seeing how rain flow is packed in the gutter from end to end, that scenario is virtually impossible. It will not move or shift from the wind or heavy rain. Just another point that makes it a superior gutter protection product.
Don’t give up because one guy nearly had a heart attack. I’d be nowhere with this product if I had. Be confident with your pricing and be knowledgeable about the product. Keep at it, as you provide more and more quotes you’ll become more comfortable with yourself and the product and with offering high prices, especially when you finally land that first big one. I pretty much have the rain flow brochure memorized and include it in my spiel to all customers. Over time I add and take out certain points, depending on the situation.
Add in every cliche you can think of:
“As a professional, Rain Flow is the only gutter protection system I would trust in my own home.”
Going back to the home investment. “Your home is the biggest investment you’ll ever make. Wouldn’t you want to protect that investment?”
If need be write them up a service plan, guaranteeing they will never have to pay over a certain amount per year for any problems that may occur. People like guarantee’s. Make sure it’s reasonable for you but low enough to entice them into purchasing.
When I started selling this product I knew virtually nothing about it or any gutter protection system. So keep at it. Trial and error is the best way to learn.
Best of luck!!
Note: No joke as I was finishing this response, a customer just called about a rain flow estimate I did just before this past Thanksgiving. He booked for August 18th at a charge of $1,616.00 So, never give up. Just when you least expect it one might come through.
Awesome! I hope my words were helpful and I wish you the best of luck with Rain Flow from here on out.
I’d keep pitching it if I were you. Trust me eventually it pays off.
It’s funny, the customer who called and booked at the end of the day today received his estimate when I was still pricing between $10-12. He asked if the estimate was still good, which of course it is. If he had obtained that same quote today it would probably have been substantially less. So trust me, don’t give up and keep at it. This is a great product and sometimes worth the wait for customers to make up their minds.