I agree with one of the above comments. Its all about your confidence in the service you provide and in the manner in which you sell it.
Ive been established since 03, and I explained/sold new method to all my customers. Not lost a single one yet! Come july it be a yr on wfp! Ive had many a competitor come and with some silly low prices, but my cust like the service I provide and the reliabilty/trust they have. My new cust are from word of mouth based on the above.
With new cust its all about how you sell it and the specific wording. So after windows reach that high standard, they need regular maintaining every 4 wks with the specialised water n tech that I provide.
.......competitors and their low prices will come and go, as we've all experienced. My new prices for cust is £12 min, everyone else trad in my areas are £6 - £8. Be confident and deliver a great job/service and build a relationship with ur customer and u will survive!