How To Get Higher Priced Pressure Washing Jobs

The day, I am going to talk about something that I've been hearing a lot, and I love the, that haters that think they can't get money for the houses that they are cleaning. And guess what? That's what I'm on. Talk about today. How do we get these higher price jobs? Yes, you can get higher price jobs. Yes. It might take a little bit of work. Might take a little bit of things up here, but before I get into it, I just got back literally a couple hours ago from Florida, Florida when I left was like 70 degrees, 70, 75 degrees. It was actually 80, a couple of days. And when I got back, it's 35 degrees outside so much, rather than like the Florida weather. Then I do the weather here. So with that said, I did, did a ride along with Mr. Jason down in Florida.

You'll see some videos coming out about that. My ride, along with him, it was an awesome ride along. We got three jobs, the $1,200 in one day in Florida. Again, talking about higher prices. You're getting that in a day. Yes, you can do it. And then we had an awesome class with pressure washing learning, how to pressure wash on Sunday. It went from eight 30 till about five. It was a little bit long. I had Mr. Bobby Walker in the house with me and Kyle had asked, do you think I'll learn anything? And he, I asked him at the end of the course, I said, did you learn anything? And Kyle's like, well, that was a five fire hydrant hose because there was just a ton of information. I mean a ton of information. So it wasn't just Jason giving my normal class. I gave all my normal class, but then Bobby gave about, it was supposed to be about an hour and a half, two hours.

And he went about two and a half, three hours of Bobby giving his information to learn how to close jobs, give higher tickets, do the little things. And that is what makes our business grow. And that is what makes you successful at the end of the day. And so we didn't get to do as much as much on the hands-on side of things, we got all the basics down, everybody got to do it. But Bobby was having equipment failure problems, and guess what? His life of a pressure washer having equipment problems. So people got to kind of learn some troubleshooting and stuff like that. And that is what you got to do. And so superior

Pressure washing says, I learned a lot. Bobby gave a lot of valuable information. She gave the nuts and bolts of his business, which a lot of times you don't get to see that. And that is the awesome thing about it. And that is the awesome thing about my training. I will have another in-person training coming up in Raleigh. It is it will be with Mr. Donovan, Mr. Donovan has done he did a million dollars in 2020. And so that is where we will be doing that again with him with the Donovan class, I've made it into a two day class. So it's going to be a little bit more because you're going to get a lot more, we're going to be a lot more of the safety side on that class, how to deal with roofs, all of that kind of thing.

So let's get, start it with, how do I get higher prices? So I posted the video a couple of days ago that was talking about a job that DJ did that was $700. And it was just a little bitty roof clean not big at all. And people on my comments is like, there's no way you hate get that in my area. There's no way you can get that. I can, I've been doing this business for five years and I can't get that. And you know, it just can't be done. Yes, it can be done. I promise you, it can be done. So we're going to talk about how do we get those higher prices? How do we get those prices? So that way we can grow a successful pressure washing business. How do we get those prices so that we can do those $10,000 a month, $20,000 a month?

Because at the end of the day, that's what it comes down to. It doesn't come down to, I'm doing $99 jobs, $200 jobs. You got to get your average ticket up five, six, $700. And how you do that is, is by raising your prices and by finding the right customers. So I've got some information here that I want to share. So I'll be doing a little bit of screen-sharing and I'll be doing some talking here because I have a lot, I got fired up by that question. That was three days ago. And I put on my schedule for tonight. I'm like, I'm going to hit this topic and I'm going to hit it head on because this drives me nuts. The first thing I always hear is you can't get that in my area, or I have too much competition or just keep giving me excuses.

That's what it is at the end of the day. It's excuses. And I'm going to talk about how do we find these customers? So first off my wife this Christmas, one of the purse, and I'm like, all right, person, Walmart, we can go to Walmart, right? Walmart has purses. You know, persons' Walmart. Walmart has good price on purses. I can get a purse for $20. Oh, I hope you all can still hear me. I can get a good price. $20 for purse, right? Oh no, no. That's right. Walmart sells purses, but that's not the kind of purse she wanted. She wanted a coach purse and that's right. You know, coach purses, we can talk up here. We can get into the really high dollar bags, $4,000 hanging bags. We can get into that. You know, the five, $600 bags, real easy. I mean, I went to the outlet mall and paid over a hundred dollars for it.

And that was at the outlet mall. And then we got this other company that sells purses, you know, six, $700. That's right. For purse. And you might say, Jason, what does that have to do with pressure washing? Well, I'm going to talk about what that has to do with pressure washing. So the types of persons here that I'm showing is two different types of customers. You have the Walmart brand and you have the main brand and there's customers out there that are the same thing for pressure washing. You have the Walmart customer and you have the high end customer. Now, where do these high-end customers live at pretty close to where they shop at? Is that my, my house, Nope, them are an hour away. I'm driving an hour to go to the outlet mall and go to the real mall is about 45 minutes the

Other way. So, you know,

If not by my house, my house don't have the, my house got the Walmart closer to it, but my house, isn't my customer. I want customers that live in that zip code. You know, me and my wife always make fun of one thing. When you're driving around in a town and you see these three things, you see these three things, one of these three stores, most of the time, you'll see them,

All three of these stores in the same location. It is the number one thing to say. You might as well, not even put a sign out there because those customers are not your customers in that area period. And those three stores are, if you have a dollar store, if you have a pawn shop and you have a checking goes place, if you see those three, usually you'll see all three of them within a very short time period of driving. If you see those three things, my guess is that's not your customer. That's not your customer at all. You don't want that customer no matter what, because that's not your customer. Your customer don't live nowhere near that area, probably within a five to 10 20 mile range from that area. We want to go find places that where these people shop from the Michael Kors of the higher end stuff, because those are our customers.

And so I w I went and I was doing a little bit more digging here. And I found on entrepreneur.com, entrepreneur.com. And it talks here about prices. You know, it doesn't matter what anyone charges base your prices on value you provide. If you feel like you're not there, you learn more expertise, but no matter what charge more, because you can get it charging higher prices will weed out those who aren't ready for what you offer. It's a good and have products services at different price points. So you can do that. So I seen somebody talking about packages. So this is why we do packages. We do packages. So that way we can get lower price points and higher price points. Another thing we can do to get this is talking all about five simple adjustments that bring in high end clients. And so w this is what we're wanting to do with your today.

We want to bring in high end clients, and this is how we can do it. And another thing we want to do here is where did I, you see that at price, your products? And then the next one was have video testimonials referrals of the type of customer that we want. You know, I was talking to somebody, I forget who I was talking to, but, you know, we want to, if I want to say, I always get this one, we'll just do a free house wash. Well, I'm going to tell you something. If you're going to do a free house wash, go into the neighborhood that you want to go into and do a free house wash there, don't go into the neighborhood with the cash and go the dollar store, the pawn, shop the Walmart, right next door to it. Cause that's not your customer.

You want to go to the high end places. So then you can be like, look at these amazing pictures that I have here. I can do the same thing for your house. That is what you want to do. Don't go to the little, I mean, I did it. My first picture was up a trailer. It was my grandma's trailer. I went and did my grandma's trailer. Well, you, what? That's not my customer. I don't want that customer. That's not my customer. So this is how we get those seven, $800 roof cleanings on a little thousand, 2000 square foot house. And you say people will pay that. Yep. Because you know why my minimum is that my minimum $600, because every time I get on a roof, there's a lot of risks that I take. You could kill stuff, you can break stuff, you can damage stuff like that in a heartbeat.

And so these are some things that you have to do to make sure that you are not doing it. And so here are a couple of other things that we need to do to make sure that we can attract high paying customers. You know, if you go down the neighborhood and nobody is mowing and everybody is mowing their own grass, do you think they're going to pay you to pressure wash their house? I'm going to say, probably not. Now, if you go in a neighborhood and they got Scott's Mo or I'm Scott up here from million dollar landscaper, and they're mowing grass doing landscaping, they're probably willing to pay people to do it. And that's what we want. So the very first thing is we need to understand who is your idea, client, who is the clients that you want, that will pay you the money that you want.

That is the first question. Who do you want, do you want the customers that live next to the cash and go and pawn shop? Or do you want the ones that live next to the coach? The high end area mall? You know, we went Christmas shopping with my wife and I, and it was the day that we did our two day thing of planning, budget planning. And we went to the high end mall. They have the Apple store, they have names of places that I didn't even know that were high in until you look at the prices. And you're like, Oh my gosh, you know, they had the Ugg store. They had all the high end stores there. They didn't have the, the Sears is gone, but you know, the lower end stores, they had all the high end stores. You know, then we went to a mall that's probably less than 10 miles from there. And it was dead. There's no high-end stores in there. And that, and the mall was half empty. So it kind of goes back to pricing. You can be at the high end mall, you'll stay in business, or you can be the low end mall and go out of business. Who do you want to be at the end of the day? You want to be finding these high-end clients. So I'm going to talk little bit about

That. So know who you're dealing with. Know, you know, you got these people talk different than a lot of other people. They put their pants on the same as us, and they put all their clothes on the same of us. But some of these people talk a little different than us. They understand money. I lifetimes, if we bet never made more than $20 an hour, we don't understand money. At the end of the day, these people understand, you know, they probably, they, their house payment is probably more than what you're bringing in for your living. Think about that. Some of these people are paying two, three, $4,000 in house payment. Some of them are paying 10, $20,000 in house payment. When we get really high, you know, that's what we got to think. Do you make, do you make 5,000, $10,000 a month? If you, before you started pressure washing and doing that?

No, probably not. You're exactly right. Find the customer avatar and market research 100%. So the next thing now who we're dealing with the next thing we want to do is, is we want to get testimonials from these people. We want testimonials from these people. We want pictures of us doing these houses because, you know, we, I seen somebody was asking for pictures on the website. I have pictures at pressure, wash, help.com/free. If you go there and you can get 30 days free, that is going away before long. But right now you can get 30 days free and prices are going up here shortly. So, but before that, I have a couple hundred pictures of houses that are in the nicer area, bigger houses. Some of them aren't, some of them are in not so big, but I do have pictures in there. So they, where you can get those pictures.

So we want to get reviews from them type to people. And we want to get pictures of those types of people. These are the type of people that we want. We want, we want, we don't want to go do a free house in the hood and think that, then we're going to get us the high end price we want. We want the house that has the yard. That has the pretty stripes in it that had the $30,000 landscaping job done. That the house looks immaculate. And it just amazing. Those are the pictures we want. That's the house I want to push. I want to say, I cleaned them houses. You want to hire me? Because I clean those houses. That's what you gotta do. That's what you have to do. So then the next thing you want to do is is you, one thing you can do is hanging out with them.

So I have a guy that works in down in Indiana. He is in Evansville, Indiana, and there's two companies down there that are pretty large. Blame Lynch is one. And the other dude can't think of his name. I had him on a couple of weeks ago, and guess what he did before he started pressure washing about eight, 10 years ago, he worked at the bar. He worked at the bar that all the hot or all the hot, all the rich moms came in and drank and all that kind of stuff. And they needed to windows cleaned. That's who his customer is. Now. His customers, all the high-end customers, guests, blame Lynch, his customers, all the welling customers. They never see each other. Why? Because this guy is going after these high dollar customers, this guy is going after the two and $300 customers. Which one do you want to be? Do you want to do $300 and do four of those a day? Or do you want to do one or two, six, seven, $8,000 jobs? You pick, you tell me, I know what I want to do. I'm going to focus on this high end customer. And once I can start getting one high-end customer, they'll just start, you'll get more. And we can talk to about and find out about their friends and they all talk together and all of that kind of thing. And that is what we want to do.

He was about to say hot moms. You're right. I was

So,

You know, we want to hang out with these people. And then again, we want to display your expertise. So we want to take pictures. We want to make sure that we are showing our faces in here, because that is what gets our high prices up. And then the other thing we want to do is present ourselves professionally in person and online. So, you know, if we can get a better website, if we can put the higher end pictures on there versus the low end pictures it's easy. You know, the whole process is easy. It's not some, you know, screwed up process. When we show up, we don't look like a bum and we don't. You know, we show up that we look and nice. Our equipment looks nice and clean because we are a cleaning business. You know, I hate when I see trucks that are filthy because it's like, you're trying to clean this client's house and you can't even clean your own truck.

Come on now, get with the gang guys. You got to present yourself, you know, make sure that you are in uniform, if you can. And I always did the polo. I liked the polos. I've never did. You got a big, huge looking water spot. I'm not saying it does or doesn't work. I'm just saying, just try to dress nicely. That goes a long way. They want you to look professional. They need, you know, it, have I showed up on jobs, I looked like crap. Yeah, I've done it. But that's not. When I went and knocked on the door, I feel bad. I don't look good in that. Isn't a good

Thing. So, you know, this is something that that I just want to make sure that you understand that these are some things that you can do to get higher prices. So there was one other thing on this one page here that kinda got me a chuckle, but it, it is a good, I think you all like it too. So three lessons, three lessons it's on entrepreneur.com. Also three lessons about setting your price learned from a Vegas prostitute. So it talks about pricing, lesson, number one, pricing, lesson, number one, for many businesses, for many business owners, this is often the toughest lesson to learn, but it's also one of the most important values. So he was talking to her. Do you ever charge more? So she asked the price. Absolutely. She said, if some guys walk up in a fancy suit and good shoes, I'm starting at five or $800 price and segment your market.

You know, if you've got some high end areas we're going to do that, we've got some low end areas. We might do it talking about asking with the friend, you know, no. Or he was talking about having a job with somebody else and he couldn't do it. So he was so $2,000, you know, we, she said to dad, Oh, that starts at $2,000. You know, have a portfolio. What did I say? Have pictures of high-end homes. That's what we want. We don't want the crap pumps. We want the high-end homes. So, you know, this is the same thing, guys. This is what we got to do. This is how we got to get our prices up, get our money so we can bring it in, you know, get rid of the poor mentality of, I would never pay that because if you have that mentality, you will never get the higher prices.

Well, that's just, that's just Jason. That's just ripping people off. If I provide a service and I do an excellent job, how's that ripping somebody off and they willing to pay him. I'm not holding the gun to their head saying, you gotta pay that or I'm bored. No, they, I told them in the beginning and they did it. Guess what? That's what they get. They asked for the services. I answered my phone. I did all the little things. I went the extra mile and they're willing. And then they're happy. They'll give me a five star review. You're the idiot that thinks that, that then I overpriced. You just lost that in your business. I mean, you know what? I usually see you in with these people that will say that they go out of business. You know why they go out of business because your business can't run without this.

You can make money, but if you're not making profit at the end of the day, it don't matter what you did. You're going to be fighting an uphill battle. Your equipment is going to break your, all that crap is going to happen. It's just going to happen. So make sure you sell your expertise, make sure you know your job, make sure if you don't know it, make it till you make it. I've done it many times, many, many times. So you just have to do it, you know, get good with your elevator speech because that's how you're going to sell this stuff. Get good with your elevator speech. Make sure you know what to say, how to say it and get it down. You know, don't

Be like 

You're not in this phone and call somebody and say, Hey, ma act like your customer. And let's talk this through that way. You can sit there and say, you can just sit there and flow with it. It just flows out of you and get it in no matter what question. And it comes at you, it just flows out of you. You know? It's what do you use bleach? I don't want no bleed come my house. Well, man, we use a sodium hyperchloremic blah, blah, blah, blah. It's a super blah, blah, whatever your little spiel is going to be. That is what you got to be able to do, make that flow. Because if you don't, can't answer this phone and you can't sound like a don't sound like an idiot. I'm a moron. That's what's going to make you indifferent between the other thing.

First thing is is if you answer this phone, that's going to separate you. The first thing there's a Ted. Talk about faking it until you make it. It really does work. You know, I just hear it over and over of. Well, I don't know if I can do that, Jason. Well, you can, you just gotta go out and do it. You gotta learn it and do it. That's how you become good. That's how you can grow your business. That's how you can get time. Freedom. That's how you can get financial freedom. That's how you can grow a business and be successful. Because the last thing you want to do is, is not grow a business and not be successful. Number two things I don't want. I want you to grow a business and be successful, and this is how you do it. You have to do it. And you know what? You gotta remember. It's one step at a time, one step at a time. Don't think that you can just do all this stuff right from the beginning, go, and you're going to be amazing at it. You might be an excellent salesman and you might be able to do it. But you know, a lot of us you're going to have to, you know, this brick wall here, they get built by

Just throwing a bunch of bricks up in the air. And they all just set in the right spot. This brick wall was built by brick, by brick, by brick, by brick. And that's what you want to do with your built business. You want to grow a brick by brick, by brick, you know? And are we going to get cracks on our walls sometimes? Yup. We're going to get cracks in there. We're going to have to figure out what that crack is because I'm going to tell you something. When you got cracks in your biz business, when it's little, when it gets big, those those cracks don't go away. They just get bigger and they get uglier because you didn't put systems in place. You didn't make sure that you had a system in place to take care of those little cracks. You didn't have a systems extreme ownership. You didn't make sure that you had stuff set up and ready to go.

So that's a green screen. That's right. That is a green screen, but it's still brick wall. See, I can show you that it's a green screen much is I can do all kinds of stuff. So, but I just get tired guys of hearing. I can't make money. You don't understand. Let's see what some other ones are. I don't know you, you can, you can put them out there. You know, Jason put up there about upselling. Absolutely. You know, we want to upsell because if we're not upselling, we're leaving money on the table. You know, you're leaving money on the table. I don't want you to leave money on the table. I want you all to be successful. At the end of the day, I want you to have a pressure washing business. That's making whatever your goal is. Whatever makes you happy, whatever you need to be to be successful.

And so that way it might be $10,000. It might be 50,000. It might be a hundred thousand. It might be two 50. It might be Donovan. It's trying to hit 2 million this year. That's right. $2 million in a pressure washing gutter, cleaning Christmas light business. It can be done. I know it can be done. I've seen it done. And you can do it to point up-sale. Yeah, you got to upsale, man. Upselling is definitely, and rather you're knowing it through packages. Packages is the easiest way to upsell. Hey, this is package J is going to be this much. Hey, package B is this. And it offers everything in package K with package B, you get your exterior windows and then package C is, you know, we can do your exterior windows, your house, and we can do your concrete driveway. There's three packages. We just went from a $300 house wash to a $900, you know, $900 house wash, gutter, or house wash, window cleaning, and a big long driveway. And that's how we do it. That's what we do to make our higher tickets average. Because at the end of the day, we want our average ticket up the higher. We can get our average ticket up, the better off we're going to be.

What's the biggest

Lesson you learned throughout all of these years, growing your business.

About the small things. It really is about the small things. Don't worry about competition. I never worried about competition. And it's about the small things. The things that will make you grow or the things that will hold you back, we'll end up being a small thing. It'll be something that we overlook in. Something that we will try to make. The worst thing of it is I've seen the thing where you see the lines of going this way, what an entrepreneur we'll do. We'll, you know, we'll try to make a system over system over another system. And sometimes we can just make it too complicated to make it grow. You know, the biggest thing that I learned probably is marketing. You gotta invest in yourself. Don't look at it as an expense. If you look in as an expense, it will hurt your feelings. It'll make you, but pucker it'll do everything you don't want it to do.

You've got to look at it as an investment. I learned that from a class I went to and San Francisco or San Diego of you got to think of marketing as investing in your business, because if you're not willing to invest in your business, nobody else is willing to invest in your business. So you have to invest in your business to make it grow. You know, you can get so far with the lower end marketing, but a lot of times you're going to have to put the money behind it to make it grow. And just because you got this big glom or business million, $2 million business, it doesn't mean it's very profitable. So you want to make sure it's profitable at the end of the day. And the way that we make things profitable is, is making sure our average ticket is high. So that way we can make sure that all our expenses are paid because you know, if we make a million dollars and send out 970,000 of it, then that don't do us. No good.