Pressure Washer Free Commercial Sales Class from The Pressure Washing Institute with Instructor Ron at Pro Power Wash

[Kris Meyer]

The Art of Pricing in Commercial Sales!
Embracing the Principle - "The Price is the Price"!

In the realm of commercial sales, where precision and profitability intertwine. The concept of pricing stands as a cornerstone. In this blog, is the philosophy that sets the tone for successful transactions. "The Price is the Price." In the commercial sector, discounts are not just discouraged! They are a deviation from a strategic pricing approach that ensures sustained success.​

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The Myth of Discounts

In an industry where precision matters.Then providing discounts may seem like a shortcut to securing a deal. However, we challenge this notion! That discounts often undervalue the quality and expertise of commercial services. Ron is a seasoned professional and echoes this sentiment. The true value of your service should be reflected in your pricing.

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Strategic Pricing

Commercial sales thrive on strategic pricing that aligns with the actual worth of the service. Ron's success story is a testament to the effectiveness of this approach. By setting a non-negotiable price based on production rates, expenses, and desired margins. Then you establish the integrity and value of your services.

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Understanding the Commercial Landscape

In the commercial world, consistency is key. Property managers and clients have a keen understanding of the costs associated with services like pressure washing, window cleaning, and carpet cleaning. By presenting a fixed price, you convey professionalism and reliability. While instilling confidence in your clients.

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Tailoring Your Approach

One size does not fit all in commercial sales. Ron's refusal to provide fixed prices for services speaks to the need for customization. Your pricing should be a reflection of your unique production rates, expenses, and desired profit margins. This tailored approach ensures that each client receives a quote that accurately represents the value of your services.

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The Price is the Contract

In commercial sales, the agreed-upon price is not just a number. It's a contract. By adhering to this principle, you foster trust and transparency. Clients appreciate clarity in pricing. Especially knowing that there are no hidden costs or unexpected fluctuations.

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As we navigate the intricate landscape of commercial sales. Let's embrace the philosophy that defines success. "The Price is the Price." By rejecting the allure of discounts and adopting a strategic pricing approach. You not only elevate the perceived value of your services but also lay the foundation for enduring success in the competitive commercial sector.

 

[Kris Meyer]

Revolutionize Your Cleaning Business With
PWI's Exclusive Commercial Sales Skills
for Pressure Washers & Commercial Cleaners!

Uncover the insider strategies that will propel your pressure
cleaning & commercial cleaning business to new
heights. From decoding CAM fees & crafting unbeatable
proposals. Over to mastering the art of efficient cleaning
& building lasting client relationships. This blog is your
ultimate guide to success in the property maintenance industry.

This is roadmap to mastering commercial sales skills.
We'd like to help to empower you to thrive in the
competitive pressure washing & commercial
cleaning industry. Elevate your business by building
strong relationships, understanding pricing dynamics,
& committing to continuous improvement.​

1. Understanding CAM Fees & Profitability
   • Common Area Maintenance (C.A.M.) fees and how property owners strategically allocate them into a 5-year Reserve Account.
   • Learn how these fees impact tenants and the intricate calculations based on Square Footage, Gross Leasable Area (GLA), and Gross Leasable Space (GLS).
2. Building a Formula for Pricing
   • Develop a powerful pricing formula that integrates Square Footage, C.A.M. Fees, GLA, and GLS to accurately calculate costs for cleaning storefront sidewalks.
   • Navigate local zoning ordinances and maintain pricing competitiveness within a 20% tolerance range.
3. The Role of Equipment & Efficiency
   • Evaluate the efficiency, speed, and equipment of your cleaning team, crucial factors affecting your business's success.
   • Understand how variations in equipment and efficiency impact cleaning rates among different contractors.
4. Triple Net Leases (NNN) & Hidden Costs
   • Uncover the nuances of Triple Net Leases (NNN) and how hidden fees like CAM play a significant role in commercial real estate.
   • Gain insights into tenants' awareness of additional costs, contributing to property owner profits.
5. Crafting Unsolicited Proposals
   • Discover effective strategies for finding properties under C.A.M. and approaching property managers with compelling unsolicited cleaning proposals.
   • Emphasize the importance of detailing measurements and pricing exclusively for storefront sidewalks.
6. Adapting to Different Client Types
   • Explore dynamic pricing based on location factors, such as proximity to water bodies, and learn to charge premium rates for high-end restaurants.
7. Building Relationships with Property Managers
   • Recognize the pivotal role of building strong relationships with property managers.
   • Understand the balance between pricing, quality, and trust to create lasting partnerships.
8. The Role of Trust and Auditioning
   • Emphasize the significance of trust in the client-contractor relationship.
   • View every proposal as an audition, showcasing your capabilities and reliability to win over clients.
9. Organizational Tools & Documentation
   • Utilize advanced tools like CRM systems and OneDrive for efficient organization of client information and proposals.
   • Stress the importance of maintaining detailed documentation for each client, including budgets and communication history.
10. Continuous Improvement & Demos
    • Encourage ongoing skill enhancement through the recording and analysis of demo videos.
    • Share both successful and unsuccessful demo videos to facilitate team improvement.
11. Scaling Your Business
    • Consider the strategic move of hiring personnel to manage proposal writing and client communication.
    • Highlight the benefits of scaling your business to handle larger contracts and expand your portfolio.

 

[Kris Meyer]

Commercial Sales Class​

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Elevate Your Pressure Washing Business with ​

Instructor Ron Musgraves with Pressure Washing Institute (PWI)​

​

30 Day Unsolicited Maintenance Proposals​

Success in this industry isn't just about wielding a pressure washer. Focus on
understanding your client needs and presenting your services effectively.

Start Crafting Maintenance Proposals
that'll Impress even the Most Skeptical Managers.​

Proposal Best Practices​

1. 30-Day Maintenance Proposals for Storefront Sidewalks Start strong by sending focused proposals for these crucial areas. Keep it separate. Avoid combining various jobs into a single proposal.
2. Specialty Cleaning Requests Dumpster areas, and back of the store. These require specialized attention. Craft a dedicated proposal outlining these specific cleaning services. For newcomers, consider adding these services at the back of your maintenance proposal.

Understanding Client Perspectives​

1. The Cost vs. Service Perception Managers often understand the cost but not necessarily the technicalities of pressure washing. Tailor your proposals to highlight both the value and the cost-effectiveness of your services.
2. Check the Hot Areas Emphasize critical areas in your proposals. Some may not care about every inch, but they do care about spots prone to accidents or visible soiling.

Frequency & Importance of Maintenance​

1. Monthly Maintenance for Key Areas Storefront sidewalks, front doors, and especially the rear areas demand monthly attention. Address soil, oil spills, and other hazards promptly to avoid liabilities. Highly Recommend Using Front 9 Restoration F9 Groundskeeper.
2. Balancing Services Not every part of the property needs monthly attention. Strike a balance. Propose services for your clients every 60 days, or 90 days for other areas to maintain cleanliness without overwhelming the client or budget.

Compliance & Liability Awareness​

1. Understanding Zoning & Regulations Stay within the specified parameters outlined by building ordinances. Highlight compliance in your proposals to assure clients of your attention to detail.
2. Focusing on Liability Hotspots Handicap spots and high-traffic areas are potential liability zones. Address these concerns in your proposals, demonstrating your commitment to safety and risk reduction.

Words of Wisdom​

In commercial cleaning, it's not just about washing away dirt.
As a professional you should try preventing accidents, ensuring compliance,
and reducing liabilities. Be the professional who not only understands the
art of pressure washing. Plus show your clients you
comprehend the language of business and safety.

A Well-Crafted Maintenance Proposal Speaks Volumes about Your Professionalism. Client's look for pressure washers that pay attention to detail. Wow your potential clients with these insights, setting yourself apart in the competitive world of commercial cleaning!​

 

[Kris Meyer]

The Wilderness of Customer Diversity

Explanation through the untamed wilderness of customer diversity! Picture yourself as an intrepid explorer navigating vast landscapes. With each avenue that has a unique path in the hunt for prospects.

Established Circles
The Known Trails In this wilderness, we encounter familiar trails like the BOMA members. That is a community interconnected by shared interests & goals. They're the well-trodden paths, frequented by many. Some traverse these trails with enthusiasm, and finding value in the community. While others might simply tread along, and are obligated by circumstance.

Uncharted Territories
Expanding Horizons Beyond these familiar trails lie uncharted territories. The uncharted realms where myriad individuals wander. That sometimes are unaware of existing networks or organizations. These are the untapped prospects, and waiting to be introduced to the benefits they're missing out on.

Anti-BOMA Members
Navigating Resistance You will encounter Anti-BOMA Members. Akin to those who resist the known paths, & preferring independence. They may be skeptical of networks. Very common amongst those in our industry that are unaware of the opportunities these organizations offer.

️ Strategic Navigation
Finding Your Path The key isn't to blindly join every group but to strategically navigate. Just as an explorer masters one terrain before moving to the next. Then leverage existing connections to explore new regions. Here are a few of examples. The Developers' Associations, Hospitality Networks, All-Women's Branches, & More. Each new avenue extends your reach, creating connections within specific domains.

Engagement
Building Meaningful Connections Remember, it's not just about joining. Importantly more about engaging and networking within these groups. Plus fostering genuine relationships. Learn the language of each terrain. Confidently keep speaking directly to the needs and interests of those you encounter.

Opportunity Awaits
Embrace the Frontier In this vast landscape of potential customers. Although each new group is an opportunity. An untamed frontier waiting to be explored, understood, and integrated into your network.

#CustomerDiversity #Networking #ExploreAndEngage​

 

[Kris Meyer]

DEMO$ - Demonstrating Your Dedication

Clients Value Your Commitment to
Continuous Learning & Improvement

Improve Your Skills
By investing in your personal and business development, you increase your
chances of sealing the deal and securing maintenance agreements.

Win Over Clients
A demo video reflects your dedication to the industry. Clients who see your
commitment are more likely to choose your services over competitors.

Demonstrate Environmental Responsibility
It's not just about cleaning; it's about contributing to a cleaner environment.
Even if your proposal has a higher price, a compelling demo can get your foot in the door.​

Mastering Demo Skills​

Creating impactful demo videos is a journey that takes time, effort,
and practice. Mastering demo videos is a powerful tool to use. It showcases
your dedication, skills, and quality of work, ultimately leading to better client
relationships and business growth. Commit to practice, utilize available
resources, and continue improving your demo videos. Your dedication and
well-executed demos can set you apart in a competitive market.​

Demo Instructions​

Short & Focused Demos
Keep your demo video short, ideally between 11 to 19 seconds.
Allocate 8 seconds for the surface cleaner and 4 seconds for the pan.
Maintain a clear focus on the task at hand.

Steady Camera
Avoid moving the camera while recording the demo. Ensure a stable
shot to showcase your work effectively.

Diverse Angles
Capture different angles to provide a comprehensive view of your cleaning
process. An overhead view can be particularly valuable.

Avoid Expansion Joints
Stay away from expansion joints on sidewalks. Focus on the middle for a
more visually appealing contrast.

Leveraging Resources
To enhance your demo video skills, utilize available resources

Real-Life Examples
Learning from actual examples can be incredibly beneficial to understand
what makes a good demo.

Guidance & Instruction's
For Creating Effective Demo Videos.

How to Properly Illustrate a Demo For Your Sales Process Video
- https://youtu.be/yatFFXTHQx8

Example Video
- https://www.facebook.com/messenger_media/?attachment_id=754864842899495&message_id=mid.%24gAB-Gv-nqQSaNVIKfUWHIzt0QkzFD&thread_id=8873883099349286

Ron's Instructions to Properly Perform a Demo Video.
*Watch 30 to 40 Seconds
- https://youtu.be/VOrUbI_5fl8

Reminder of Right & Wrong Demos
- https://www.facebook.com/messenger_media?attachment_id=1240211453247231&message_id=mid.%24gAB-Gv-nqQSaNSsbLJWHGYFDOrxo3&thread_id=8873883099349286​

 

[Kris Meyer]

Commercial Sales
Customer Organizations



Building Owners and Managers Association International Website​

About BOMA​

Founded in 1907, the Building Owners and Managers Association (BOMA) International
is a federation of U.S. local associations and global affiliates. The leading trade
association for commercial real estate professionals for more than 100 years, it
represents the owners, managers, service providers and other property professionals
of all commercial building types, including office, industrial, medical, corporate and
mixed-use. BOMA International is the partner individuals in the commercial real estate
industry choose to maximize value for their careers, organizations and assets. Its mission
is to advance a vibrant commercial real estate industry through advocacy, influence and knowledge.​

View attachment 8062​

Innovating Commerce Serving Communities Website​

ICSC Mission
The member organization for industry advancement, ICSC promotes and elevates
the marketplaces and spaces where people shop, dine, work, play, and gather as
foundational and vital ingredients of communities and economies.

Value Proposition
ICSC produces experiences that create connections and catalyze deals; aggressively
advocates to shape public policy; develops high impact marketing and public relations
that influence opinions; provides an enduring platform for professional success; and
creates forward-thinking content with actionable insights — all of which drive industry
innovation and growth.


View attachment 8063

Community Associations Institute Website​

ABOUT CAI​

CAI is an international membership organization dedicated to building better communities.
With over 45,000 members, CAI has 63 chapters worldwide, including Canada,
the Middle East and South Africa, and relationships with housing leaders in a number
of other countries, including Australia and the United Kingdom. CAI provides information,
education and resources to the homeowner volunteers who govern communities and
the professionals who support them. CAI members include association board members
and other homeowner leaders, community managers, association management firms
and other professionals who provide products and services to associations.​

CAI Serves Community Associations & Homeowners By

• Advancing excellence through seminars, workshops, conferences and education programs, most of which lead to professional designations for community managers and other industry professionals.
• Publishing the largest collection of resources available on community association management and governance, including website content, books, guides, Common Ground magazine and specialized newsletters.
• Advocating on behalf of common-interest communities and industry professionals before legislatures, regulatory bodies and the courts.
• Conducting research and serving as an international clearinghouse for information, innovations and best practices in community association development, governance and management.

They believe homeowner and condominium associations should strive to exceed
the expectations of their residents. Working toward a goal by identifying and
meeting the evolving needs of the professionals and volunteers who serve
associations, by being a trusted forum for the collaborative exchange of knowledge
and information, and by helping members learn, achieve and excel. CAI mission
is to inspire professionalism, effective leadership and responsible citizenship—
ideals reflected in associations that are preferred places to call home.​

 

[Kris Meyer]

Commercial Sales​

Customer Organizations

NATIONAL RESTAURANT ASSOCIATION WEBSITE​

NRA Vision​

A thriving restaurant & foodservice community, providing America with nourishment,
opportunity & joy, working to enhance quality of life for all. ​

Mission​

To serve the industry and impact its success, THEY...
Strengthen operations, mitigate risk and develop talent; Advance and protect
business vitality through national, state and local advocacy; and Drive knowledge & collaboration.​

IFMA Website​

What is Facility Management?​

Who manages one of your organization’s largest assets
with one of the largest operating budgets?
Your Facility Manager.

ABOUT IFMA
Founded in 1980, we are the world's largest and most widely recognized
association for facility management professionals, supporting over 24,000
members in more than 100 countries.
Vision
Lead the future of the built environment to make the world a better place.
IFMA Mission
We advance our collective knowledge, value and growth for Facility Management
professionals to perform at the highest level.

National Grocers Association Website

About NGA
For nearly 40 years, the National Grocers Association (NGA) has represented
independent community grocers located in every congressional district across
the country, and the wholesalers that service them. Also represented are affiliated
associations, manufacturers, and service suppliers as well as other entrepreneurial
companies that support NGA’s Mission and Philosophy. NGA works to ensure ongoing
economic advancement and prosperity for America’s independent community and
remains the only trade association exclusively focused on representing the
independent sector of the food industry.

Independent Grocers Alliance Website

About IGA
For nearly 100 years, family-owned IGA stores have been giving back and
supporting worthy causes. They do it because they want to support and nurture our
communities and the people who live in them. They do it because it’s the right thing
to do. Most of all, they do it because they care.

As stewards of the IGA brand and the proud members of the Independent
Grocers Alliance, we felt it was our responsibility to ensure that when a store faced
an unimaginable crisis, we could support them in the same way they so often and
so selflessly support others. So in 1993 we created the Hometown Proud Foundation,
a 501(c)(3) dedicated to supporting IGA stores and the communities they serve when
the need arises. 100% of the funds raised go to ensuring these family owned
businesses survive and thrive. ​

 

[Kris Meyer]

Ron Musgraves Has Done More Demos ​

Than Any Man Alive !!!!​

Check OutView attachment 8074"pressurecleaning"View attachment 8073Channel ​

Master Epic Demo Skills & Win Bids

Are you ready to take your demo game from good to absolutely epic?
Get ready to learn the secrets to crafting powerful, winning bids that leave
your competition in awe! Unleash Your Sales Superpowers!

Precision Targeting
Identify the specific needs and pain points of your audience. Tailor your demo to address these directly, showcasing how your solution is the perfect fit for their requirements.

Show, Don't Just Tell
Don't just talk about your product or service—show it in action! Use captivating visuals, interactive demonstrations, and real-world examples to make your offering come alive before their eyes.

Innovative Solutions
Highlight the unique features and innovations that set your solution apart from the rest. Demonstrate how your offering goes above and beyond to solve their problems in ways they never imagined possible.

‍ Engage & Educate
Engage your audience in an immersive learning experience. Break down complex concepts into digestible nuggets of information, empowering them to understand the value of what you're offering on a deeper level.

Create Wow Moments
Leave a lasting impression with jaw-dropping moments that showcase the full potential of your solution. Whether it's a game-changing feature or a seamless integration, make sure they walk away thinking, "Wow, I need that!"

Quantifiable Results
Back up your claims with hard data and quantifiable results. Demonstrate how your solution has delivered tangible benefits to similar clients, building trust and confidence in your ability to deliver.

Winning the Bid
Tie it all together with a compelling closing that reinforces the value proposition and invites them to take action. Leave no doubt in their minds that choosing your solution is the best decision they can make.

#DemoSkills #WinningBids #EpicSuccess​

 

[Kris Meyer]

The Ultimate Sales Hack with Ron Musgraves' (PWI) Sales Tips!

Skyrocket your Sales Game with the Golden Rule Straight from the
Pressure Washing Institute (PWI) Founder, Ron Musgraves. Don't waste time
hunting for dirty places to clean. Start focusing on finding Clean Places to Sell!

Instead of chasing after grimy spots in hopes of scoring a cleaning job, shift
your perspective. Seek out pristine spaces where the need for your services isn't
obvious. Think about it: clean environments still require maintenance and
enhancement, making them ripe opportunities for your sales pitch!

By targeting already clean areas, you position yourself as a proactive solution
provider, not just a reactive cleaner. Plus, businesses and homeowners alike
appreciate foresight and preventative measures, making your sales
pitch all the more enticing!

The next time you're strategizing your sales approach please remember
Ron Musgraves' invaluable advice. ALWAYS Look for the Gleaming Opportunities
Hiding in Plain Sight! Then Watch your Sales Soar!

#SalesTips #ProactiveSelling #WinningStrategies

https://www.facebook.com/video.php?v=10209828189740068

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[Kris Meyer]

The Pressure Washing Institute's Commercial Sales Class
Homework & Resources!​

Crush Your Weekly Homework Goals with Demos & Unsolicited Proposals. DOMINATE YOUR BUSINESS WITH PWI Weekly Homework.

1. Perform 2 Demos to Showcase Your Skills & Win Clients Over
2. Please Record Your Demos & Post Them in The Class Facebook Messenger Group
3. Email & Send 2 Unsolicited Proposals Weekly through USPS
4. Targeting 30-Day Storefront Sidewalks Only

Mastering Client Interactions with Building Trust, One Relationship at a Time!

Your Initial Client Encounter Sets the Tone for Success. Cultivating Lasting Relationships is the Cornerstone of Business Success!

How To Excel in Sales & Customer Service In the Industry

• Be Coy, Observant, & Pleasant
• Set the Stage for Positive Rapport.
• Prioritize Relationship Building & Trust.
• First Impressions Matter!
• Persistence & Respect are Key.
• Treat Clients as You'd Wish to be Treated
• Avoid Unprofessionalism, Pushiness, or Flamboyance
• Keep Interactions Genuine & Respectful

 

[Kris Meyer]

PWI's Commercial Sales Class ​

Proposal Terms & Maintenance Agreements
Transparency is Key When Presenting Proposals to Clients
Ensure clarity & professionalism in every proposal.​

Proposal Templates Tiers 1-4
Access exclusive proposal templates in PWI's Commercial Sales Class.

• Proposal Template Tier 1
• Proposal Template Tier 2
• Proposal Template Tier 3
• Proposal Template Tier 4
• Ron's Pro - Power Wash Website Proposals

Terms & Conditions
Disclose all terms during proposal discussions. Clients shouldn't have to ask.

Terms Duration
Proposal terms are indefinite but subject to increase with a 30-day notice.

Cancellation Policy & Clear Terms
A 30-day prior written notice via certified mail is required. Ron Musgraves agreements outline this clearly. Ensure clarity & professionalism in every proposal.

 

[Kris Meyer]

Suggested Price List For Pressure Washing
Storefront Sidewalks For The Following "Categories"​

Business Type	Weekly Service Price	Bi-Monthly Service Price	Monthly Service Price
Family Dining	$225.00	$245.00	$425.00
Fine Dining	$275.00	$355.00	$475.00
Fast Food	$245.00	$285.00	$445.00
Department Store	$275.00	$325.00	$525.00
Grocery Store	$245.00	$275.00	$375.00
Pet Store	$215.00	$245.00	$375.00
Coffee Shop	$195.00	$225.00	$345.00
Drug Store	$225.00	$245.00	$395.00

Note
*Prices Above are for Store Front Sidewalk Cleaning.
*All Prices Reflect the Cost of Weekly, Bi-Monthly, & Monthly Maintenance Programs.
*This is Only a Suggested Price List.

 

[Kris Meyer]

Understanding C.A.M. Fees

Here are the Key Insights for Commercial Account Management

In our Commercial Sales Class it's important to understand the the critical realm of C.A.M. (Common Area Maintenance) Fees for Commercial Accounts. CAM has a function similarly to HOA fees in Residential settings.

The Breakdown of Why CAM Fees are Essential

1. Tenant Contribution C.A.M. Fees are additional charges paid by tenants. This is separate from their rent. In order to cover expenses related to maintaining shared spaces within a commercial property.
2. Full Tenant Responsibility In a fully occupied center the tenants essentially bear the entire burden of CAM Fees.That relieves the property owners from these maintenance costs.
3. Financial Reserves Many CAM & HOA Agreements include provisions for building up a 5-Year Reserve. This financial buffer ensures that property maintenance can continue uninterrupted. Even during economic downturns.
4. Gatekeepers & Property Managers The existence of Purveyors, Gatekeepers, & Property Managers is intricately linked to CAM fees. These entities oversee the maintenance & upkeep of shared areas within the property. While ensuring that CAM funds are allocated effectively.
5. Third-Party Management In many cases, third-party management companies are tasked with managing CAM funds. Ensuring that necessary maintenance tasks, such as pressure washing, landscaping, & lighting maintenance, are carried out promptly.
6. Difference from Triple Net Leases While CAM fees are a common feature of commercial leases, They differ from Triple Net Leases. Understanding these distinctions is crucial for navigating commercial property management effectively.
7. Challenges for Apartment Complex Owners Unlike commercial property owners who rely on CAM fees for maintenance funding. The apartment complex owners must manage expenses directly from rent collections. Can pose unique challenges in budgeting for cleaning &maintenance services.

In PWI Commercial Sales Class Blog, you'll find further insights into the nuances of CAM fees. Including their significance in commercial property management. Understanding these dynamics is essential for successfully navigating the world of commercial sales & property management.

 

[Kris Meyer]

The Power of C.A.M. Accounts

A Game-Changer in Commercial Property Management

C.A.M. (Common Area Maintenance) Accounts are often Misunderstood. They actually hold tremendous potential for those who grasp their significance. In our latest blog post was the transformative impact of C.A.M. Accounts. This insightful discussion that could potentially change the way you view and approach your commercial property endeavors.

Revolutionize your approach to Commercial Property Management.

• The concept of C.A.M. Accounts & their importance in property management
• Real-life examples of individuals experiencing the "Aha Moment" with C.A.M. Accounts
• Understanding the distinction between low-hanging and high-hanging fruit in the industry
• The profound effect a few C.A.M. Accounts can have on changing one's financial trajectory
• Testimonials from individuals whose lives have been transformed through Ron's Mentorship & Guidance

 

[Kris Meyer]

Building Relationships & Knowing When to Follow Up
With commercial sales the art of follow-up is often underestimated. Just because a client doesn't respond immediately doesn't mean your bid was rejected. So, remember, sincerity and timing are your best allies. Build trust, ask the right questions, and watch your client base grow organically.

Key Tips
Timing is Key Knowing when to follow up is crucial. Understanding your client's annual budget cycle can give you valuable insight into the best times to reach out.
Questions to Ask Instead of relying on a script, focus on asking the right questions. Understand your client's needs and preferences to tailor your approach effectively.
Analogies for Understanding Ron Musgraves, our expert instructor, compares the sales process to dating. Just like cheesy punchlines won't win you a date, they won't win you a client. Building genuine relationships is the key to long-term success.
Honesty Wins Building a lasting customer base requires honesty and authenticity. Cheesy sales tactics may yield quick results, but they won't foster meaningful relationships.

 

[Kris Meyer]

Mastering the Art of 'Washing for Free' in Commercial Sales

Ron's Top Strategies Unveiled!
Ron Musgraves, a seasoned expert in the industry, shares his invaluable insights on the power of strategic sales approaches. By incorporating these strategies into your sales approach. You can effectively navigate the complexities of commercial sales. Start to achieve sustainable growth in your business.

Glimpse into Ron's Top Strategies:

Washing for Free: Offering a complimentary service, such as a sidewalk cleaning. This can be a game-changer. By showcasing your expertise upfront, you eliminate the need for multiple visits and instill confidence in your potential clients.

The Demo Effect: Demonstrations are a powerful tool in sales. Providing a live demo allows clients to witness the quality of your work firsthand. In return making it easier for them to envision the results.

Unsolicited Proposals: Sending Unsolicited Proposals via Email & USPS demonstrates proactive engagement. While it may take time to perfect this strategy. Just know it can lead to valuable opportunities for business growth.

The Mastery of Sales: Ron emphasizes the importance of mastering the sales process. Each interaction with a client is unique, requiring adaptability and strategic thinking.

30-Day Price Strategy: Instead of offering One-Time Cleaning Options. Ron Recommends sending a 30-day price. This approach allows clients to evaluate the Cost-Effectiveness of Regular Maintenance Programs. Plus it encourages Long-Term Partnerships.

 

[Kris Meyer]

Mastering Commercial Cleaning

Efficiency and Budget Optimization
In the realm of commercial cleaning, efficiency is key. By mastering the art of efficient cleaning and budget optimization, you'll not only meet but exceed your clients' expectations while maximizing your profitability.

Deliver Top-Notch Service

Understanding Timeframes: Different establishments require different cleaning durations. Whether it's a family-style restaurant, a fast-food joint, or a high-end eatery, each has its own cleaning requirements. Familiarize yourself with these timelines to accurately estimate the time needed for each job.

Time vs. Cost: Demonstrating the efficiency of your services is crucial. Highlight how your monthly agreement not only saves time but also reduces costs compared to one-time cleanings. Show potential clients how investing in regular maintenance translates to significant savings in the long run.

Initial vs. Ongoing Cleaning: The initial cleaning may require more time and effort to tackle accumulated grime. However, subsequent cleanings become more streamlined, taking significantly less time while maintaining the same level of cleanliness. Educate your clients on this process to set realistic expectations.

Math & Science: Base your estimates on solid data and experience. Draw from your past projects to provide accurate assessments of cleaning durations and costs. Clients appreciate transparency and reliability when it comes to budgeting for cleaning services.

 

[Kris Meyer]

The Evolution of Drugstore Sidewalks

Journey through the hidden world of drugstore sidewalks, where brands converge, identities shift, and maintenance programs keep sidewalks pristine across multiple transformations.

The intriguing world of drugstore sidewalks. The invisible transformations they undergo...

Evolutionary Journey: Explore how drugstore locations seamlessly transition from one brand to another, Leaving no trace of their previous identities. Witness the fascinating evolution of these storefronts & the sidewalks that connect them.

Brand Fluidity: Discover how drugstore locations transform from Rite-Aid to CVS to Walgreens & beyond. While they maintain a consistent appearance. Explore the subtle nuances that differentiate each brand while preserving the essence of the establishment.

️ Sidewalk Symmetry: The intricacies of sidewalk maintenance programs and how they ensure consistency across drugstore locations. Learn how a few hundred feet in a maintenance program equates to mere minutes, & highlighting the efficiency of systematic upkeep.

 

[Kris Meyer]

March 13, 2024 Pressure Washing Institute Commercial Sales Class Highlights

️ Importance of Sidewalk Cleaning in Urban Environments

Discussion Points

• Urban Challenges

Exploring the issues faced in cities like Chicago and New York. Where slush and salt accumulation pose aesthetic. Including Safety Concerns.

• Client Demand

Understanding why Property Owners Prioritize Sidewalk Cleaning to Maintain a Clean and Safe Environment for Pedestrians. In Order to Prevent Tracking of Debris into Buildings.

• Safety vs. Perception

Debunking the Misconception that Cleaning Sidewalks in Freezing Temperatures is Dangerous. Highlighting the importance of proactive maintenance.

• New Perspectives

Reflecting on Differences in Cleaning Needs Between Urban and Suburban Areas. While Pondering Solutions for Keeping Buildings Clean in Harsh Weather Conditions.

Insights

• Tyler's Journey

Tyler, a new participant. He shares his experience starting with basic equipment to prove profitability before fully investing in his business.

• John's Perspective

John, who emphasizes the significance of adapting services to meet the unique needs of urban clients and leveraging affordable solutions to enter the market.

Navigating the Residential Market

Insights from Tyler & John
Starting out in the pressure washing business can be challenging. Especially when targeting residential clients. Tyler found that despite offering high-volume services, That residential customers were hesitant unless they had significant stains or damage. It's a common hurdle for newcomers dealing with differing attitudes towards driveway cleaning.

Ron, ever the sage advisor, questioned the need for software systems in Arizona. His advice? Skip them altogether. With the experience shared by Tyler and John, it's clear that success in this industry often comes down to understanding local dynamics and adapting accordingly. Feel Free Share Your Experiences Here. While We Navigate These Challenges Together.

 

[Kris Meyer]

Lessons Learned from Pandemic Times
During the challenging times of the pandemic, Ron navigated through uncertainty and emerged victorious. With a successful meeting in late 2022, Ron and his team discovered invaluable insights that propelled their business forward. Amidst the chaos, they found that keeping doors open, checking windows, and adapting to changing circumstances were key.

Interestingly, while many industries faced downturns, the pressure washing business experienced a surge in demand. Residential projects doubled in volume, while commercial contracts remained stable and even saw growth. Movie theaters, gyms, and other establishments faced closures, leading to a halt in cleaning services for a period.

As we reflect on these experiences, one thing remains clear. That adaptability and perseverance are the cornerstones of success, even in the face of adversity. Let Ron's journey inspire you to navigate uncertain times with resilience and determination.

Unlocking Arizona's Story

From Lockdowns to Reopenings!
Arizona's journey through the pandemic was a rollercoaster ride and mirroring the national landscape. While our state didn't impose strict lockdowns like others. The closures still hit hard.

Theaters Darkened for 18 Months
Kris reveals the dramatic closure of theaters for a year and a half, leaving movie buffs in suspense.

Gyms Pump the Brakes
Fitness fanatics felt the burn as gyms shuttered their doors for a full year. But resilience prevailed!

️‍ Defying the Odds
Meet the Brave Hearts! Amidst closures, a lone entrepreneur defied the odds, challenging government mandates to keep his gym open.!

Don't Forget Those Driveways
Ron's reminder sparks curiosity. Stay tuned for more insights into the world of pressure washing and cleaning!

Ron's Top Tip to Transform Your Driveway Cleaning Game
Ron here with a game-changing tip on driveway cleaning that you won't want to miss! But first, let's give a warm welcome to Michelle. Glad to have you on board!

Onto the Main Event
Ever heard of CAM fees? Common Area Maintenance fees are a critical aspect of cleaning commercial properties. It's crucial you understand that's the key to success in this industry. Whether it's residential, office, or condos, CAM Fees are Ubiquitous. Typically managed by third-party property management companies. These funds are vital for maintaining property exteriors.

Here's the Kicker
Did you know that CAM fees often cover sidewalk cleaning? That's right! When you're out there sprucing up those driveways. Always keep in mind that CAM fees can be a game-changer for your business. Kris has some insightful blogs and resources. In this thread You will learn more about TripleNet & Common Area Maintenance that you should definitely check out for a deeper understanding.

By leveraging CAM funds for sidewalk cleaning. Then you not only provide essential services but also ensure that properties remain pristine and inviting.

The Secrets of Common Area Maintenance (CAM) Fees

A Game-Changer for Contractors
Did you know that tenants, not property owners, foot the bill for CAM fees? Dive into this lucrative world where tenants contribute to a fund beyond their rents for essential property upkeep. It's like a homeowner's association fee but for commercial spaces!

What's Covered
Everything from sidewalk cleaning to roof repairs, HVAC maintenance, and more! These funds are a goldmine waiting to be tapped into by savvy contractors like you.

Five-Year Reserves
CAM funds often boast a hefty reserve, ensuring steady income for years to come. And guess what? Downturns in the economy typically don't last five years!

Capitalize on CAM
Don't miss out on this untapped resource. Position yourself to win lucrative contracts by understanding and leveraging CAM funds to your advantage.

Ready to Dominate the Market?
Learn how to navigate CAM funds and elevate your contracting business to new heights. The time to seize opportunities is now! Unlock the potential of CAM funds and watch your business soar!