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How can I sell more protection?

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Cenmar View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote Cenmar Quote  Post ReplyReply Direct Link To This Post Topic: How can I sell more protection?
    Posted: 10/July/2008 at 12:12am
Does anyone have a good method for selling protection? I only seem to sell it half the time and I need to increase my tickets.
 
Any help is appreciated.
 
Thanks-
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cmaster View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote cmaster Quote  Post ReplyReply Direct Link To This Post Posted: 10/July/2008 at 12:55am
Ask nicelyBig%20smile

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duckcountry View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote duckcountry Quote  Post ReplyReply Direct Link To This Post Posted: 10/July/2008 at 2:45pm
Try an incentive - one year guarantee - free spot removal ?  $25 coupon for a dinner at some restaurant in town (you pay a discounted price for that)

Thinking outside the box helps.
Are you in a high paying business or are you just a self employed low paid grunt who thinks this business provides dignity?
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Hammy View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote Hammy Quote  Post ReplyReply Direct Link To This Post Posted: 10/July/2008 at 5:46pm
After you have cleaned the carpet and they see the results, that is the time to suggest a carpet protector. Never sell when you are first in the door.
 
Explain to them the benifits and the cost savings.
 
Don't over price the product instead offer value to the service that they just spent their money on.
 
Upsteals are never easy!
Could somebody just clean my carpets!
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Mick Oz View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote Mick Oz Quote  Post ReplyReply Direct Link To This Post Posted: 13/July/2008 at 1:18am
One reason carpet protection is hard to sell down here is, one of the franchises pushed scotchguard at every opportunity, when the customer called to make a booking, when the tech arrived at the door, and after the tech had finished cleaning.
The biggest problem with it was, they sold it as though it would withstand earth quakes, lightening strikes, huge mud slides (just hose it down and its as good as new)
They did not tell the customer that if something was spilled they had to soak it up as soon as possible. Ppl would leave spills for a week or more and then complain that the spill did not come out.

Mick
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MR. STEAMER View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote MR. STEAMER Quote  Post ReplyReply Direct Link To This Post Posted: 13/July/2008 at 11:14pm
the best way to sell gard....
 
another free tip from Steamer
 
is throw in the Deo..
 
always sell the deo first!
 
Heres how
 
you tell the customer that deo kills 99.9 % of all germs found in carpet...it's better than just the straight cleaning..
 
sell it at 50% the bill...
 
Most times you'll get it...deo is an easy sell
 
this is where you have to work
 
you say..."but I can give you the deo free if you get the carpet garded"
 
charge gard at 75 to 100% of straight cleaning...
 
you may have to explain the benefits of gard..(I have a few good ones that work)
 
my point is sell the Deo first...never mention gard untill after you have sold the deo... then turn around and give the deo for free...to sell the gard...
 
you'll up your invoice from 50 to 100 % on every call
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Post Options Post Options   Thanks (0) Thanks(0)   Quote danmarck82 Quote  Post ReplyReply Direct Link To This Post Posted: 14/July/2008 at 10:58pm
" you tell the customer that deo kills 99.9 % of all germs found in carpet...it's better than just the straight cleaning.."

That is an absolute lie! do you find that moral or ethical.

Other than that statement..... your strategy I don't have fault with

I am just starting to use a suggestion from Craig Jasper's seminar. You offer a 1 year guarantee on the protector and it works like this .... I will guarantee the protector for 1 year, during that year if you have a spot or spill that you can not get out with my procyon spotter that I leave for you at no charge, You call me . On my next available opportunity I will stop by and professionally try to remove the spill or spot . If I am unsuccessful at my attempt I will refund the Protector portion of the cleaning.

It has sold a few so far and I think it will work well as a deal closer. I really doubt you could loose on it.


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MR. STEAMER View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote MR. STEAMER Quote  Post ReplyReply Direct Link To This Post Posted: 29/July/2008 at 12:12am

If you youi an antiseptic disinfectant it is not a lie... it damn kills 99.9% of all germs

Danmarck82 that bullsh*t of offering a 1 year guarantee won't work customers don't have time for that bull sh*t....  and who has the time to go back if there is a problem. There could be 100 visits to any given house... ARE YOU CRAZY..what happens if they spill orange juice or HOT coffee .. you'll be giving that money back real fast.

 

Trust me  I do at least 20 to 30 calls a week....  sell the deo-dis first! then offer it at no charge if they buy the gard.  simple and it works.

Don't listen to danmarck if you but the right disinfectant there is nothing moral or ethically wrong with that.

Deo is easier to sell... if you worry about being eithical...just tell them the deo makes the carpet smell good after cleaning...better than without....
 
What I've told you is for quick sales......
 
 
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Soil Lint Green View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote Soil Lint Green Quote  Post ReplyReply Direct Link To This Post Posted: 31/July/2008 at 2:22pm
I was just thinking which hurt but I did it.

You could offer an annual contract for monthly visits to inspect and treat spots and stains at one price that makes it worth the time and effort you expend.  You could then offer a full one year protection with the teflon and a guarantee that involves you coming back out to handle stains and spots on a 'will call' basis for 1/4 of the price.  If the choice is between the two alternatives rather than 'to be or not to be' you win either way maybe?

Just a thought, rough synaptic firing, needing a brain tune-up. 
It's ORY GUN, not OR A GONE. Learn to talk.
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Post Options Post Options   Thanks (0) Thanks(0)   Quote duckcountry Quote  Post ReplyReply Direct Link To This Post Posted: 31/July/2008 at 3:14pm
Include a sheet with the steps they are required to follow for that guarantee to be in effect (proper prompt procedures).  If the customer follows these and uses the free spotter you gave them in the right time line, there should be no free calls.  If they didn't, the warranty is void and there is a charge for a house call.  Specify that the included procedures must be followed - stating it in your guarantee.  And do not hide the procedures, make them initial on the line that says: I have read a copy of the proper procedures and understand that by not adhering to the simple and specific steps contained therein this guarantee becomes null and void. The guarantee covers all incidents reported prior to the one year expiration date.  That last part covers the person who says the stain happened before year end and now 6 months later is the first chance they have had to call you (death in the family, been sick etc.).  You accept the appointment knowing you are going to sell them on a new cleaning, new protection coating and you will take care of the stain for free of charge with the understanding that during this next year you will expect them to call BEFORE the year is up.  Win-Win. 

That offer to help out shows we don't view the interaction as us versus them.  It is us teamed with them.  Or so I think, but what do I know.  I'm just an American and after all we DID elect Bush - not once but TWICE!!  Talk about your dumb idiots!!!



Edited by duckcountry - 31/July/2008 at 3:27pm
Are you in a high paying business or are you just a self employed low paid grunt who thinks this business provides dignity?
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duckcountry View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote duckcountry Quote  Post ReplyReply Direct Link To This Post Posted: 23/August/2008 at 4:09am
I price my jobs with protection included.  That way a competitive bid would need to include the fiberguard or we are comparing apples to oranges - I have my level of service up hereUpper and their skeleton cleaning service is down hereDowner

A Yugo is a car and so is a Rolls.  But equal they are not.
Are you in a high paying business or are you just a self employed low paid grunt who thinks this business provides dignity?
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doug View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote doug Quote  Post ReplyReply Direct Link To This Post Posted: 23/August/2008 at 9:44am
I think including protector in your price is a scam?? Nobody knows the real cost. I like to give the customer the upfront costs.  hidden cost burn my a**?
Just My opinion
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duckcountry View Drop Down
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Post Options Post Options   Thanks (0) Thanks(0)   Quote duckcountry Quote  Post ReplyReply Direct Link To This Post Posted: 23/August/2008 at 3:16pm
You keep thinking that way doug.  It works for you.
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Post Options Post Options   Thanks (0) Thanks(0)   Quote SteamProNYC Quote  Post ReplyReply Direct Link To This Post Posted: 28/March/2009 at 11:32am
Do not stop selling just because they say no. Ask if they would like it when you book the appointment. Ask again when you write the order. Ask again when you finish. Give a demo using the demo cards that Scotchgard gives you. The test tube is a huge selling point. Offer a warrantee. We offer a one year spot and spill warrantee (up to 3x3 feet), unlimited visits. They never call, but it's a great selling point. Charge at least 15 cents per square foot. 20-25 cents would be better.
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