Upselling Your $125 Cleaning Job To $250 Before Leaving The Job
We’ve taken our $59.95 customer drain clearing call to $125.00 and now want to move that to the next level. Timing is everything and now is the time to present a show and tell. A good show and tell is to show your customer samples. Showing them a sample of pipe that is full of scale is a good starting point. The sample can be any old piece of cast iron pipe that has been removed from service but not cleaned. The sample can be any size as long as it shows the scale and matches the type of pipe being used in the building you are working in. Show a galvanized sample if that’s the type of pipe they are using and cast if that’s what they are using. Next, show them the cleaned pipe sample, again, the same type of pipe used in the building. You can also show them your post video of the cleaned pipe you just completed.
Your next step is to talk about the cleaned pipe and adding a protective coating to ensure that the corrosion doesn’t return. Additionally, you may point out areas needing special attention due to holes in the pipe you observed or any other defects. As you discuss this aspect of the project, bring out your sample of coated pipe and discuss the value of returning the pipe to “better than new” condition that will last another 50 years into the future. When they sound like they have an interest, explain what you are going to do to protect the pipe in detail. Outline which pipes or all the piping you plan to rehabilitate. Be sure you have an accurate distance of pipe you plan to rehabilitate so that you aren’t fumbling with calculators and pricing. Have your pricing calculated before you make this presentation to the building owner. Categorize which piping should be done first and set up a plan to perform the work in phases if the building owner doesn’t have funds to complete the entire length of pipe. You can then offer to perform the work on the worst areas as the first phase. Have your pricing levels broken down for these different phases so you won’t fumble with pricing as they ask for options to perform the work in these phases. An alternative to this proposal would be to finance the work for all of it over time. This can be accomplished “in house” or through 3rd party lenders. Pricing for this should average around $125.00 per foot for the coating work. A little less for 1 ?” and 2” pipe, and a little more for 4” & 6” piping as you apply more materials and time to perform that work.
Performing this work can be accomplished with a single operator. We train your people on this type of work. We find technicians with a steady hand that and a history of being able to operate a paint brush efficiently make the best applicators. For more information contact us at 888-354-6464 by phone or email to [email protected].