The Six Figure Gutter Cleaner

EPISODE 047 ASCENDING THE CUSTOMER FROM GUTTER CLEANING TO GUTTER GUARDS

Good morning, good afternoon, good evening, everyone and welcome to The Six Figure Gutter Cleaner podcast. I am your host, Don Sewing. The mission of The Six Figure Gutter Cleaner podcast is to help you, the entrepreneur, to become a six figure gutter cleaner. That is to give you the tools to build a business that will net you six figures with gutter cleaning as your primary service. The Six Figure Gutter Cleaner podcast is beneficial not just to professional gutter cleaners, but to home service professionals of all kinds. Whether you are a window cleaner, a pressure washer, a landscaper, HVAC tech, whatever the case may be, you can benefit from the principles that are taught in The Six Figure Gutter Cleaner podcast.

Today I'm going to be talking about customer ascension from gutter cleaning to gutter guards. Customer ascension from gutter cleaning to gutter guards. Now, when I say customer ascension, what I mean is I am ascending the customer. I'm bringing the customer higher on the value ladder that I spoke of in an earlier episode. They're already a gutter cleaning customer of mine and now I am presenting an offer to them where I provide more value and of course I will get paid more money for providing more value. And so what I'm going to talk about, I'm going to talk about the questions that I ask to qualify the customer. I'm going to demonstrate how I present the bulldog gutter guard, which is the only gutter guard I install. And also I'm going to explain the one-time offer that I use if I need to.

So as far as the questions that I ask, the first question that I ask when I speak to a customer and this is just about all of my customers, I will ask, "when was the last time you had your gutters cleaned?" Now, the reason why I ask this is that sometimes they haven't had their gutters cleaned in a long time. Now, most of the time they'll say sometime within a year, but every now and then they'll say two years, three years. And so what that does, that reminds them of their need to take care of their gutters. Now, I also ask if they need gutter cleaning more than once a year. And so I ask that question because if they do need gutter cleaning more than once a year, then what I'm having them do, I'm having them acknowledge that yes, they do need gutter cleaning more than once a year. They need it twice a year, maybe three times, and needing it two or three times a year there's an expense involved with that.

And so lastly, I ask, "have you considered gutter guards?" Now an interesting thing, most people who I ask that question to, say yes. So what I do at this point is I give them a sample of the bulldog gutter guard. Now, as I've said before, bulldog gutter guard is the only gutter guard that I install. I sincerely believe it is the best value on the gutter guard market. It is the best bang for the buck. It carries a 25 year no clock guarantee from the manufacturer. It is low maintenance, it is versatile. It could perform well in different types of situations, and it gives a great return on investment, especially if a customer has to get their gutters cleaned twice a year. Generally, someone can get a return on investment within four years if they get the bulldog gutter guard installed.

So I give them a sample of the bulldog gutter guard. Now, bulldog gutter guard is distributed by a company called Lansing Building Products. You could look them up online. The last time I knew they were in about 40 states. And so they operate primarily in the Southeastern United States, but there are other places as well. And so they're the ones who distribute the bulldog gutter guard. And if you go to their locations, then they will give you samples to hand out. And so I give them a sample and I demonstrate to them while I hand them this sample, just the key feature on the bulldog gutter guard, because it's a flat laying metal guard, but it has a ripple design to it. And so I show them the ripple design, and I explain to the customer that when leaves and debris get on top of the bulldog gutter guard and they dry out, the wind gets underneath the ripples and it blows the leaves and debris off and so it makes it a very low-maintenance product.

I then go on to share my favorite gutter guard story. I did an episode on this, but just to put it in a nutshell, I tell them of another customer I had that I installed the bulldog gutter guard for, and they ended up getting those helicopters, those whirly birds all over their system, and they called, told me about it. I just told them, just wait, let the wind do its work and the wind did its work. We talked a couple months later and all of those whirly birds were gone. And so I've told that story over and over to prospects for the bulldog gutter guard, and it's been very effective because they see that, wow, it worked that well for somebody else and maybe it could work that well for me. And so what I do at that point, if they accept the offer at that point, then I go ahead and either do the install on the spot if we're able to, or schedule the install, and I'll do it for the price that we agreed upon.

And that's even on top of doing the gutter cleaning for them. Now, if I see that they are hesitant on the price that I offer, then I give them what's called a one-time offer. What I say to them is that the amount that they spent with me on gutter cleaning, I say that with the installation of the bulldog gutter guard, it generally includes the cleaning of the gutters. That's a part of the gutter guard installation process. It includes the cleaning of the gutters. And so what I explained to the customer is that because you have already got your gutters cleaned, what I can do is I can deduct the price of your gutter cleaning from the gutter guard installation if you get this done within, let's say, three weeks or a month. And so that's what's called a one-time offer, because it's a limited time.

They can't just call three, four months later for that same price because if they call three, four months later, then they get the actual price that I quoted them without the discount. And so I found that to be effective as well, with people that are kind of sitting on the fence, they don't want to make a decision right away. And so I'll give them that one time offer. I'll offer to knock off the price of the cleaning. And I found that to be effective as well as far as ascending my customers from gutter cleaning to gutter guard installation.

Well, that wraps it up. Thank you for tuning in to The Six Figure Gutter Cleaner podcast. My hope is that I have said something within this episode that will move you one step closer to becoming a six figure gutter cleaner. Also, please know that your feedback is valuable to me. So look me up on Twitter, look up The Six Figure Gutter Cleaner. Look up this episode and leave me a comment. Tell me what you like. Tell me what you don't like, and ask any questions that you may have about professional gutter cleaning so that I may answer your questions in future episodes. So that is all for this episode. Be ready for the next one, and bye for now.