Exactly! Value is also percieved. Not that you have to perform smoke and mirrors but most guys are, in my opinion, way too low on housewashes. Many houses we do people think need to be repainted. When we are done, not only do they not need repainting, the windows are sparkling, the gutters look brand new and all of those rust stains are gone from the foundation. The painter would have charged $3500 to repaint the house. Is it hard to show the customer the value of my $650 housewash that usually lasts two years?
A good salesman will never sell a product. The product is irrelevant. When you sell value, you become successful.
Housewashes don't last two years here, not in most cases! People DO wait 2 or more years, but their house is beginning to turn green again in 6 months. So the value comes down a bit.
I AM on board with getting prices up and all that, but on the other hand, for guys like me who aren't natural born salesmen, it is hard. Some people have a gift, or a practiced talent, for selling, and it is easy for them to sell a $650.00 housewash to some folks. Some of us don't have that ability, so we struggle, and tend to lower prices to compensate.
I will say, though, that no matter how good a salesman you are, you'll never convince me to pay $650.00 to wash my house. But that's just me.
What suggestions would you have for someone like me who struggles with the ability to sell well? Books? Tapes? Seminars? Classes?
See, the problem is, if you and I are competing in the same area for the same jobs, you'll get them every time, because you can much easier sway the customer to your side. We both may be offering the same product, and even the same price, but you have an ability to make the customer trust and believe you that YOU are the best man for the job. Where do the rest of us go to learn that!?!?