The Local Pressure Washer Guy. How To KIll A Sale
My wife and I just decided to get our home pressure washed along with the deck, all the concrete, and maybe the roof.
We called three people that advertised such a service...because one person never called us back, and the second one never showed up. Third time's a charm.
On the phone, I said "Please take a look at our home, stop by my store, and we can arrange for you to do the job". You couldn't get a more done deal, if you tried.
The guy came to our store, and asked if we had been to his website to see his testimonials.
I said "No. I believe you'll do a fine job. How much will it cost?"
And he proceeds to add it up...."$1,300 for everything". I said "Agreed. When can you do it?"
He says "Well, my equipment is in the shop right now. It should be out by Friday".
Me "Great. Whenever you can do it. Can you take a credit card?"
Him "Sure. I charge 3% more if you use a credit card"
Me "No. I'm not trying to negotiate price, because I want it done...but you can absorb the fee"
Him "But I have to pay it out of my own pocket."
Me "As do we all. No business charges for using a credit card. And we all pay the fee"
Him "OK, but I have to charge you sales tax."
Me "No you don't. There is no sales tax on services".
Him "Well, I have to make money somewhere" (I'm not joking, he said that)
Me "Sales tax isn't income. Your making about $1,200, after all expenses. And I'm willing to pay that. But not more.
Him "I have the cost of chemicals"
Me "And you knew about that when you quoted my price. As soon as you do the job, stop by the store, with a few photos of what you did, And we'll pay you right then".
And...he fiddled with his calculator for a few...dead...minutes. I knew what was coming...
Him "Can you pay me now? If you go to my website, you'll see I have lots of testimonials".
Me "Nobody pays in advance for this kind of work. They pay on completion." I looked at my wife, and she knew I was ready to change my mind. She said "When can you do this?"
And he agreed to call when he was ready to do it.
Amazingly, what angered me wasn't the $1,300....a premium price...hundreds more than another quote I got. (although he never showed up to do the work).
It was the nickel and diming me....trying to add small fees that no contracting business would add.
And why did I not want to pay him up front? Because he said earlier that his equipment was in the shop. I didn't want to be the guy that pays him, and then waits for the job to be done.
And....he was terrible. A few times he told me that people tell him he's a great salesman...something only an idiot would say. And he kept giving me clues that...he needed the money, right now. Always a bad vibe to give off.
Truthfully, he had one thing going for him. I saw the job he did for our neighbor, and it looked just fine.
I know, deep down in his guy's heart, he thinks he "closed the deal". But I called him ready to buy, and he almost talked me out of it.
We called three people that advertised such a service...because one person never called us back, and the second one never showed up. Third time's a charm.
On the phone, I said "Please take a look at our home, stop by my store, and we can arrange for you to do the job". You couldn't get a more done deal, if you tried.
The guy came to our store, and asked if we had been to his website to see his testimonials.
I said "No. I believe you'll do a fine job. How much will it cost?"
And he proceeds to add it up...."$1,300 for everything". I said "Agreed. When can you do it?"
He says "Well, my equipment is in the shop right now. It should be out by Friday".
Me "Great. Whenever you can do it. Can you take a credit card?"
Him "Sure. I charge 3% more if you use a credit card"
Me "No. I'm not trying to negotiate price, because I want it done...but you can absorb the fee"
Him "But I have to pay it out of my own pocket."
Me "As do we all. No business charges for using a credit card. And we all pay the fee"
Him "OK, but I have to charge you sales tax."
Me "No you don't. There is no sales tax on services".
Him "Well, I have to make money somewhere" (I'm not joking, he said that)
Me "Sales tax isn't income. Your making about $1,200, after all expenses. And I'm willing to pay that. But not more.
Him "I have the cost of chemicals"
Me "And you knew about that when you quoted my price. As soon as you do the job, stop by the store, with a few photos of what you did, And we'll pay you right then".
And...he fiddled with his calculator for a few...dead...minutes. I knew what was coming...
Him "Can you pay me now? If you go to my website, you'll see I have lots of testimonials".
Me "Nobody pays in advance for this kind of work. They pay on completion." I looked at my wife, and she knew I was ready to change my mind. She said "When can you do this?"
And he agreed to call when he was ready to do it.
Amazingly, what angered me wasn't the $1,300....a premium price...hundreds more than another quote I got. (although he never showed up to do the work).
It was the nickel and diming me....trying to add small fees that no contracting business would add.
And why did I not want to pay him up front? Because he said earlier that his equipment was in the shop. I didn't want to be the guy that pays him, and then waits for the job to be done.
And....he was terrible. A few times he told me that people tell him he's a great salesman...something only an idiot would say. And he kept giving me clues that...he needed the money, right now. Always a bad vibe to give off.
Truthfully, he had one thing going for him. I saw the job he did for our neighbor, and it looked just fine.
I know, deep down in his guy's heart, he thinks he "closed the deal". But I called him ready to buy, and he almost talked me out of it.
"He not busy being born, is busy dying." - Bob Dylan • "I vibe with the light-dark point. Heavy." - Words that Bob Dylan wishes he had written.
Terence Fletcher: "There are no two words in the English language more harmful than Good Job." Whiplash.