Chapter 7 · Close the Deal
The phone rings.
Now what?
Most jobs aren't lost to a cheaper competitor. They're lost to a slow reply, a vague answer, or nobody asking for the booking. Closing isn't pushing. It's making yes the easy next step.
Dana
New customer · your area
Asking about residential exterior window cleaning
Play it through
Pick what you'd say. The customer reacts, and a coach note says why. There's no trick answer: the reply that wins is the one a customer would trust.
Dana
Incoming · 00:00
Hi, I found you online. How much do you charge for residential exterior window cleaning?
Moment 1 of 6
Questions before a price
Dana: "Hi, I found you online. How much do you charge for residential exterior window cleaning?"
The path to yes
Every step is a place a job can go quiet. Most don't end with a no. They end with nobody taking the next step.
- 1
Speed to Lead
Within 15 minutesThe person who calls or texts back first usually gets the job.
- Set up automated text replies if you are working.
- Keep a 'canned' response ready for initial price inquiries.
- Be polite, professional, and clear.
- 2
Needs Assessment
3–5 minutesDon't quote until you know the window count and condition.
- Ask for approximate window count and total stories of the house.
- Ask if they need screen cleaning or track cleaning included.
- Explain why your professional process is safer and faster than a DIY job.
- 3
The Professional Quote
Same dayProvide a simple menu, not just a single number.
- Offer a 'Standard Wash' vs 'Full Detail' (includes tracks/sills).
- Include a brief description of what they get for their money.
- Always confirm the location and accessibility of the windows.
- 4
Ask for the Close
Be directAssume they want to book if you've answered their questions.
- Don't say 'Let me know.' Say 'I have Tuesday at 9am or Thursday at 2pm. Which works?'
- State your service requirements clearly (e.g., access to exterior water).
- Send the calendar confirmation immediately.
- 5
Gentle Follow-Up
Persistent but kindIf they go silent, they usually just got busy.
- Follow up after 24 hours, 3 days, and 7 days.
- Include a helpful tip or a photo of a recent result in the follow-up.
- Close the loop after 4 attempts.
What closing is worth to you
These are your numbers, not an industry average. For a month, write down every inquiry and whether it booked. That's your real close rate.
Booked work a month
$1,680
Book just one more in every 10
+$480 a month
$5,760 a year, from the same inquiries and no extra marketing.
Talk to everyone who decides
The person who called isn't always the one who decides. Pick a kind of window washing customer to see who else is in the room, and the one question to ask.
Who decides
Often two people: the one who called, and a partner who wasn't on the call.
The question to ask
"Is anyone else part of this decision? Want me to send the details to both of you?"
What they need to say yes
Photos, a clear price and a date they can both plan around.
Lower their risk, not your price
A customer who hesitates is usually weighing what could go wrong. Each promise below answers one worry. Pick the ones you can keep on every job.
What's on Dana's mind
- Surprise charges at the end
- Did they really do it all?
- What if something gets damaged?
- What if it doesn't look good?
- Will I lose my deposit?
- Paying for work that isn't done
- I've never heard of you
7 worries left. Only promise what you'll keep every time: a promise you break costs more than no promise.
Give a reason to decide now
Doing nothing is easy for a customer. A real reason to decide now helps them; a made-up one costs you their trust. Scroll to flip each one.
Fake
"Today only: 20% off if you book right now."
Keep scrolling for the fix
Real
"My next open Saturday is the 14th. After that I'm booked into next month."
Your real schedule, said plainly. Only if it's true.
Fake
A countdown timer on the quote.
Keep scrolling for the fix
Real
"I'm raising prices on January 1. Quotes signed before then keep this price."
A real date for a real change, said once.
Fake
"Only 2 spots left!" (when there are plenty).
Keep scrolling for the fix
Real
"You mentioned family on the 20th. To finish before then I'd start by the 17th."
Their own deadline, which you found by asking.
Fake
"Prices go up next week, so decide now."
Keep scrolling for the fix
Real
"Busy season for window washing fills up early. Booking now gets you the day you want."
Only if your trade has a busy season and you've seen it fill.
Make yes easy
Every day between yes and a signature is a day they can change their mind. Send a clear quote the same day, with a small deposit that holds the date.
Some states cap deposits for work on homes. Check your state's contractor licensing board before you set yours. Enough to hold the date is the goal, not paying for the job up front.
Send it the same day
Free way: a quote template in a doc and a payment link. When you're quoting every week, a job app sends quotes customers sign and pay on their phone, and reminds them for you.
Quote #6972
Your Window Washing Co
For Dana · your area
Included
- Fully insured
- Photos of every job
One tap from a text message. That's the whole point.
You send the quote the same day.
Here's your quote from Your Window Washing Co: residential exterior window cleaning, $300–$500. Review and sign here.
The job after the quote
A quote with no reply isn't a no. Three friendly messages, already written for Your Window Washing Co. Then stop, and keep them on your list.
- 1
Day 1
The 24-hour Check-in
Hi Dana, just following up to see if you had any questions about the quote I sent for your window cleaning?
- 2
Day 3
The Value Add
Hey Dana! Just finished a house with similar windows—the view really opens up once the tracks are cleaned too. Still have an opening this Thursday if you're interested!
- 3
Day 7
The Last Call
Hi Dana, I'm filling my schedule for the rest of the week. If you're still looking to get your windows cleaned, let me know! If not, no worries.
After the last one, stop. Keep them on your customer list for next season instead.
Practice before it's real
Pick a customer. The AI plays them, hesitation and all. Try to book the job, then get scored.
Situation: Explain how hose water leaves calcium spots and why professional soap/squeegee techniques remove grime build-up.
"I just spray them with the hose, isn't that good enough?"
How it sounds in window washing
Turning interest into a booking
Expect this. Do not give a flat price yet.
Quantifying the work prevents you from underbidding.
Address the fear of cost by focusing on quality.
Focus on value (purified water/streak-free), then move to scheduling.
Now you have a constraint.
Always offer a specific time to close the deal.
Essential Sales Videos
Mastering the customer interaction
Seeing how professionals conduct an estimate and explain their services is more valuable than any script.
Beginner
The Professional Property Estimate
This is how you build trust and ensure you don't underquote.
Gear used in this video
Core skill
Explaining the Water-Fed Pole Process
Learning to explain why your equipment provides better results.
We may earn a commission from some links. It never changes what we recommend, and we'll tell you when the free option is enough. As an Amazon Associate, BeProEx earns from qualifying purchases.
Common Mistakes
Stop losing jobs because of these
Beginners make these mistakes by default. Fix them now to get ahead.
1Giving a blind price over the phone.
You don't know if you're cleaning 10 windows or 50, or if they are difficult to access.
Instead: Always get the window count or ask for a walkthrough first.
2Failing to offer 'add-on' services.
Cleaning tracks and screens is where the profit is.
Instead: Always offer a standard cleaning vs. a premium cleaning with extras included.
3Waiting for the client to call you back.
They have 10 other things to do. They forgot about you.
Instead: Follow up politely within 48 hours. Most business is won here.
Recommended Tools
Sales Software
Don't spend money on fancy CRM software until you are consistently booking 10+ jobs a week.
Customer and Quote Tracking
You need to know who you quoted and when to follow up.
Free way: A simple spreadsheet or a dedicated notebook.
When it's worth paying: When you have more than 5 quotes out at once and are losing track.
It handles quotes, follow-ups, and scheduling in one app. Not the right fit if you are only doing 2-3 jobs a week, this is an unnecessary expense.
We may earn a commission from some links. It never changes what we recommend, and we'll tell you when the free option is enough. As an Amazon Associate, BeProEx earns from qualifying purchases.
Your business plan, section 6
Closing the deal
- Practice call: not played yet
- Promises that make yes safe: not picked yet
- Deposit: not set yet
- Follow-up schedule: not set yet
Question 1 of 3
When closing the deal, how should you suggest a time for the service?
Next · Chapter 8
The Owner's Mindset
Before you run the jobs you just won: the mindset, offers and leadership ideas worth your time, and where to find them.
Chapter 7 · Close the Deal
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Chapter 7 · Close the Deal
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