How to Get More Backflow Testing Contracts (Without Competing on Price)

🎯 Position Yourself as the Compliance Expert

Most property managers see backflow testing as a checkbox item. Your job is to reframe it as risk management:

• Lead with compliance deadlines: "Your annual testing is due by [date] to maintain EPA compliance"
• Emphasize liability protection: "Proper documentation protects you from contamination liability"
• Highlight your certification: "As an ASSE 5110 certified tester, I ensure regulatory compliance"

📧 Outreach That Gets Responses

Generic "plumbing services" emails get ignored. Compliance-focused messages get attention:

Subject: Annual Backflow Testing Due - [Property Name] Compliance

Body: I noticed your commercial property likely has backflow prevention devices requiring annual testing per EPA cross-connection regulations. As a certified backflow tester, I specialize in compliance documentation for commercial properties.

I can handle your testing, regulatory filing, and provide detailed reports for your records. This ensures full compliance and protects against potential liability issues.

Would you prefer to schedule testing now or closer to your compliance deadline?

🔄 Convert One-Time Jobs to Annual Contracts

The real money is in recurring relationships:

During Initial Testing

• Document all devices and their testing schedules
• Provide detailed compliance reports
• Explain regulatory requirements and deadlines
• Offer annual contract with reminder service

Annual Contract Benefits

• Guaranteed compliance with automatic scheduling
• Priority service for emergency repairs
• Bulk pricing for multiple devices
• Complete record keeping and regulatory filing

🏢 Target High-Value Property Types

Focus on properties with multiple devices and compliance requirements:

• Medical facilities: Strict regulations, multiple devices, liability concerns
• Food service chains: Corporate compliance standards, recurring needs
• Industrial complexes: Complex systems, high contamination risk
• Property management companies: Multiple properties, centralized decision making

📋 Differentiate from Unqualified Competitors

Many "backflow testers" are just plumbers with basic equipment. Highlight your expertise:

• Proper certification: ASSE 5110, state licensing, continuing education
• Professional equipment: Calibrated test kits, digital reporting
• Regulatory knowledge: EPA standards, local requirements, filing procedures
• Documentation quality: Detailed reports, compliance tracking, record keeping

🚫 What Kills Contract Opportunities

• Leading with price instead of compliance value
• Generic "plumbing services" positioning
• Poor documentation and reporting
• Missing compliance deadlines
• Competing with unlicensed contractors on price