I cannot say it was any one thing, I project myself well, am very well spoken and mannered (when on client premises).
If I came to your premises to try and get your window cleaning contract I would be smartly dressed, not necessarily a tie but minimum shirt and trousers and well polished shoes (you can judge a person on their shoes!!). I would hand over a full business CV (which is a mirror of the website), need to sort the website it is left sided and still has some errors on it!!. I have a very high quality business card, my van would be clean. I may not get to see the decision maker but I would get their details and a phone number or email if lucky and then I would start chasing. I would happily offer a free clean to prove the point.
I worked on a company for four months with this approach before they came back to me. Worth several tens of thousands over the four years we cleaned their windows.
I approach the big jobs the same as the small ones, you need a healthy mix. I always offer the same level of service, whether for a fiver or for £500.00. The best, the best, the best. I cannot stress how important it is to be the best not just in the end product but in approach and manner. That is what gets me the work. Never judge or compare yourself with the other rag head window cleaners, you are running a business that has invested and is improving, price accordingly.
Have the best approach
Have the best business card - quality
Have the best business portfolio - people will throw a cheap leaflet away, they are less likely to throw away a well thought out portfolio that has been bound and hard backed.
Have the best attitude
Have the best end product
Never compromise on price - you will regret it!!!
I am charging daft money for UPVCs at the moment. Priced one this morning, when I told her the price I saw the cogs going round. I have been recommended, so she knows my work is good, whether she calls is up to her.
The law of averages I believe is that if you do something well enough, for long enough you have to succeed.
People like to know that where they are putting their money it will be worthwhile but confidence plays a big factor and that comes when your books are full or you are doing large works regularly or are a confident person.
Nothing specific there - sorry
Rob