2 Critical Concepts for Your Wash Business

What’s up, Southeast Softwash crew! Today we’re diving into two simple concepts that every softwasher needs to understand—especially if you’re serious about growing your business the smart way.

These are:

• Free Demo

• Test Spot

They might seem similar, but they serve very different purposes. One gets you paid. The other keeps you from messing up expensive jobs.

These four words—two simple tools—can make you thousands of dollars, save you from disasters, and boost your reputation as a skilled and professional softwash contractor.

Let’s break it all down.

A Real Job Example That Sparked the Topic

We were out on a job recently cleaning up an over 100-year-old church—a really cool one with aged concrete, classic design, and another church building up the hill built by the same congregation. We handled the wash for both, knocked out the concrete, and while we were wrapping up, I looked across the street…

Boom. Perfect example.

There was a residential house with a completely blackened roof that was originally a light gray—maybe even close to white. It looked terrible… and it instantly made me think:

“This is a prime opportunity for a free demo.”

And that’s the first concept we’ll talk about.

Concept #1: Free Demo 💰

Let’s say you’ve got a homeowner on the fence. They’ve never heard of softwashing. They’re skeptical. Maybe they think their roof can’t be cleaned.

Here’s how you change their mind:
Give them a free demo.

“Hey, I understand your hesitation. Give me 15 minutes—I’ll clean a little patch of your roof, no charge. Just take a look.”

That’s it. You clean a small section—under a dormer, near a gutter—and show them the real, original color of the shingles.

That one move does more than any brochure, explanation, or business card ever could.

It’s visual.
It’s instant.
And most importantly—it sells jobs.

We’ve used this strategy to sell residential jobs, commercial rust and red clay removal, even graffiti cleanup. Demos work because they allow the customer to see the difference right in front of them.

👉 Think about:

• The Kirby vacuum demo guy (we all know him)

• The little sample lady at Sam’s Club

• The Girl Scout offering you one cookie before you buy the whole box

It’s psychology—and it works.

Concept #2: Test Spot 🔍

Now let’s talk about the other side of the coin.

While a free demo is for the customer...
A test spot is for YOU.

We see it all the time on Facebook groups and YouTube comments:

“Hey, I’m trying to remove this weird stain off vinyl siding—what should I do?”

Here’s the thing:
You’re already on-site. Just do a test spot.

Apply a little bit of your chemical or mix to a discreet area and see what happens. No need to ask the internet. No need to hope someone online knows more than you.

You’re the one standing there, not Facebook.

Test spots are critical when dealing with:

• Oxidized surfaces

• Painted metal

• Unusual stains

• Specialty coatings

• Anything you’re unsure about

Why?
Because you don’t want to damage the surface or discolor paint.
You don’t want to explain to a client why their trim peeled off.
You don’t want to be paying for a repaint on your dime.

So, you test first.

Quick test. Fast answer. No disasters.

Don’t Conflate the Two: They Are Not the Same

Now here’s where we see a lot of guys in the field get it wrong. They mix these two concepts together—call them the same thing. They’re not.

Let’s make this crystal clear:

Both are powerful. But they’re used at very different points in your process.

Learn the Right Way with Softwash 101

If this is new to you, or if you’ve been guessing your way through jobs—it’s time to get trained.

We highly recommend the SESW Softwash 101 Class. It’s the ultimate hands-on training for people looking to get serious about the softwash business.

Here’s what you’ll walk away with:

✅ Real chemical knowledge—what to use, when, and why
✅ Understanding of surfaces, stains, and application methods
✅ Safety protocols that save you money and protect your customers
✅ Confidence in quoting and executing even the trickiest jobs
✅ An in-depth look at test spots, demos, and softwash processes

Whether you're new to softwashing or looking to sharpen your skills, this class will put you way ahead of the competition.

Wrapping It All Up: Use Both Wisely

We’ve been on jobs where we made over $1,000 in under three hours—not because we’re lucky, but because we use smart strategies like the ones above.

To build a successful softwash business:

• Know how to sell (Free Demo)

• Know how to protect yourself (Test Spot)

• Get trained properly (Softwash 101)

That’s the real formula.

Ready to get serious?
👉 Check out the SESW Softwash 101 Class here.
Your future business—and your bank account—will thank you.

Stay safe, stay sharp, and keep washing.
See y’all next time!

Let me know if you want this formatted into a downloadable PDF, email newsletter, or a lead-generating landing page—I can hook that up too. Want that?