If you're in the pressure washing business, you've probably encountered the Cheap Ass Effect—a situation where a potential customer undervalues your work and finds someone to do the job for "crackhead money." This scenario hits both new and veteran business owners, and it can be frustrating, especially when you know the job requires professional-grade equipment, hot water, and high-quality chemicals.
But how do you weed out these prospects before they waste your time? It all comes down to asking the right qualifying questions and positioning yourself as the expert.
Qualifying Questions to Filter Out Lowball Clients
To avoid wasting time on tire-kickers, implement these four key questions when speaking with a prospect:
1. How long has it been since you had it cleaned?
This question does two things:
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It forces the customer to come clean about the actual condition of their property.
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It establishes authority, as they realize you know more about the cleaning process than they do.
2. Why do you suppose it's been so long since it was cleaned?
This question gives insight into their mindset. Are they proactive business owners looking to maintain their property, or are they just trying to get by as cheaply as possible?
3. Do you want a deep clean done right, or just a quick rinse?
This is a make-or-break question. If they say, "Just rinse it off," you already know they’re looking for the cheapest option. If they say, "We need it done right," you’ve got a serious prospect.
4. Are you aware of how bad it really is?
This final question solidifies your authority. When they acknowledge the severity of the problem, they’re more likely to trust your professional recommendation and pricing.
How to Take Control of Your Time and Pricing
By implementing these questions, you shift the power dynamic from chasing leads to choosing your clients. Your time is valuable—don’t waste it driving around giving free estimates to people who won’t respect your pricing.
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If they pass your qualifying questions, proceed with the estimate.
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If they start hesitating or negotiating, move on.
Remember, a cheap client now will always be a cheap client—and they often end up demanding more than they paid for.
Invest in Your Business with SESW Softwash 101
While filtering out bad clients is crucial, so is having the right knowledge and skills to execute top-tier jobs. That’s where SESW Softwash 101 comes in. If you’re new to soft washing or want to level up your game, this course covers:
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Softwash techniques for different surfaces
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Proper chemical mixing and application
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Business fundamentals for pricing and scaling
Don’t be the cheap ass in your own business—invest in training so you can charge premium prices and deliver premium results.
Final Thoughts
The Cheap Ass Effect is real, but you don’t have to fall victim to it. Take control of your sales process, pricing, and time. Position yourself as the authority, and don’t waste energy on bargain-hunting customers. If you’re serious about growing your business, train with the best and learn how to dominate your market.
🚀 Check out the SESW Softwash 101 class today!
