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How can I sell more protection?

Printed From: Carpet & Floor Cleaning Industry Discussion
Category: Carpet Cleaners Discussion
Forum Name: Scotchgard and Teflon Fabric Protection
Forum Description: Discuss scotchguard and teflon fabric protection technologies
URL: https://www.kleenkuip.com/forum/forum_posts.asp?TID=5176
Printed Date: 09/February/2023 at 1:37am
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Topic: How can I sell more protection?
Posted By: Cenmar
Subject: How can I sell more protection?
Date 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-



Replies:
Posted By: cmaster
Date Posted: 10/July/2008 at 12:55am
Ask nicelyBig%20smile

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The STD Meter


Posted By: duckcountry
Date 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.


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Are you in a high paying business or are you just a self employed low paid grunt who thinks this business provides dignity?


Posted By: Hammy
Date 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!


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Could somebody just clean my carpets!


Posted By: Mick Oz
Date 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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I'm a happy Little SLIDER


Posted By: MR. STEAMER
Date 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


Posted By: danmarck82
Date 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.




Posted By: MR. STEAMER
Date 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......
 
 


Posted By: Soil Lint Green
Date 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. 


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It's ORY GUN, not OR A GONE. Learn to talk.


Posted By: duckcountry
Date 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!!!



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Are you in a high paying business or are you just a self employed low paid grunt who thinks this business provides dignity?


Posted By: duckcountry
Date 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.


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Are you in a high paying business or are you just a self employed low paid grunt who thinks this business provides dignity?


Posted By: doug
Date 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**?

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Just My opinion


Posted By: duckcountry
Date Posted: 23/August/2008 at 3:16pm
You keep thinking that way doug.  It works for you.

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Are you in a high paying business or are you just a self employed low paid grunt who thinks this business provides dignity?


Posted By: SteamProNYC
Date 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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Steam Pro http://www.steampronyc.com - Carpet Cleaning NY - Carpet and Upholstery Cleaning in NYC.
http://www.steampronyc.com/blog/?p=59 - Remove Ink Carpet - Remove Ink Stains


Posted By: CompleteSeal
Date Posted: 09/April/2009 at 2:41am
Some good tips here, "always sell value", "always sell honestly", "don't over-sell your product" "always give the customer what they need".
 
Try this tip: "SELL A PRODUCT RECOGNIZED WORLDWIDE AS THE BEST".
 
Tell the customer to go to http://CompleteSeal.com - CompleteSeal.com ,...and that because you are an authorized http://CompleteSeal - CompleteSeal Service Outlet you can protect their investment (including anything else in their home) while you are here.
 
 
DuckCountry, Bush had a 30% approval rating, but the Congress had an 18% approval rating, so the very same voters then decided to give the dumb idiots in Congress a carte blanche by voting in another dumb idiot...talk about your dumb idiots!!! Clap


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CompleteSeal.com
Recognized Worldwide As The Best / Boeing Certified Test Report / 20 year track record in the Aerospace Industry / Stain and near 100% UV Resistance / Independent Lab Tests


Posted By: doug
Date Posted: 10/April/2009 at 12:27pm
Originally posted by duckcountry duckcountry wrote:

You keep thinking that way doug.  It works for you.
If deceiving you customers works for you than more power to ya?


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Just My opinion


Posted By: LArugcleaning
Date Posted: 14/July/2010 at 9:55pm
Get a partner buddy.
Example if your product is shampoo then find a partner whose also selling conditioner: So you have Shampoo and Conditioner. In that way you not alone gain from what is sold but both of you. What your protection for if nothing to protect.
So find a partner.




Posted By: Soil Lint Green
Date Posted: 14/July/2010 at 10:42pm
So if I sell Viagra I should partner with a Trojan rep, right?

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It's ORY GUN, not OR A GONE. Learn to talk.


Posted By: greenclean_adam
Date Posted: 22/October/2010 at 5:45am
Originally posted by Soil Lint Green Soil Lint Green wrote:

So if I sell Viagra I should partner with a Trojan rep, right?


LOL

i'm not so keen on the hard selling. imo you should be fair with your strategy. offer it and explain why. offer it at whatever price you want but don't trick the customer into wanting it.





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http://www.greencleansolution.co.uk - Cleaning Guildford
http://www.greencarpets.co.uk - Carpet Cleaning Guildford
office


Posted By: Carpetologist
Date Posted: 25/October/2010 at 1:40pm
Chemspec offers a very simple show & sell technique.

Blotter Teflon treated on one side showing coffee spill on treated and un-treated.

It doesn't get any simpler than this and is very impressive. I find it hard to believe that carpet cleaners don't at least ask if you want it. The hard sell has already been done for you on T.V.





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Kleen Kuip Supply Mart Inc.

http://www.kleenkuip.com - New & Used Professional Carpet Cleaning Machines, Restoration Equipment, Training, Service and Supplies


Posted By: CompleteSeal
Date Posted: 25/October/2010 at 2:55pm
The problem with Teflon or any "coater" is that it fractures when walked on, or cleaned. Under a microscope it looks like Normandy beach. The fractured and so called "protectant" then hangs on to dirt more so than if there was no protection at all. This makes it harder for the customer AND the carpet cleaner to clean later. In addition to this problem (as if that weren't enough) where the coater fractures, there are then bare fibers exposed to permanent staining.
 
Here is a demonstration: http://www.youtube.com/watch?v=UQpQ-_o0Wqs - http://www.youtube.com/watch?v=UQpQ-_o0Wqs
 
Hope this is helpful.
 


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CompleteSeal.com
Recognized Worldwide As The Best / Boeing Certified Test Report / 20 year track record in the Aerospace Industry / Stain and near 100% UV Resistance / Independent Lab Tests


Posted By: duckcountry
Date Posted: 26/October/2010 at 1:25am
I suggest you don't try to sell it.  It is part of a restorative cleaning service that brings the carpet back to new or near new.  Sell the service, not the individual component of the service.

I clean but I also go beyond clean with our carpet restoration service.  You'll think I replaced your carpet with my exclusive signature revitalizing process.  I have better luck focusing on the benefits that fact/feature in any sales situation.  If done right, the price is justified in the buyers mind.

Again, stop dwelling on a single component.  The customer is more concerned with what they get that what goes into it.


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Are you in a high paying business or are you just a self employed low paid grunt who thinks this business provides dignity?


Posted By: Carpetologist
Date Posted: 26/October/2010 at 5:32pm
If what you are saying and showing is true you are showing it to the wrong people. You need to do a selling job to the carpet manufacturers as the largest in the world are still using Scotchgard and Teflon.

I see a BIG window of opportunity for you...go get them! OK

Originally posted by CompleteSeal CompleteSeal wrote:

The problem with Teflon or any "coater" is that it fractures when walked on, or cleaned. Under a microscope it looks like Normandy beach. The fractured and so called "protectant" then hangs on to dirt more so than if there was no protection at all. This makes it harder for the customer AND the carpet cleaner to clean later.

I myself over the years have witnessed the opposite and I have found that Teflon coated carpets clean much easier than ones that have not been treated.



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Kleen Kuip Supply Mart Inc.

http://www.kleenkuip.com - New & Used Professional Carpet Cleaning Machines, Restoration Equipment, Training, Service and Supplies


Posted By: greenclean_adam
Date Posted: 26/October/2010 at 7:46pm
where can you got those cards from Carpetologist ? i'd love some to show off what can be done but never seen any in ukView Drop Down
member_profile.asp?PF=5 -
Members Profile
pm_new_message_form.asp?name=Carpetologist -
Send Private Message
search_form.asp?USR=Carpetologist -
Find Members Posts
../ -
Visit Members Homepage
pm_buddy_list.asp?name=Carpetologist -
Add to Buddy List?


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http://www.greencleansolution.co.uk - Cleaning Guildford
http://www.greencarpets.co.uk - Carpet Cleaning Guildford
office


Posted By: vacman2000
Date Posted: 11/December/2010 at 7:22pm
I get stain protector 9 times out of ten, then next ten jobs i get 8 of them.
I know my carpets and upholstery, I know what carpets will come up like new, just by looking at them, so what I do is to mention the protector before I start. I WILL tell the customer that I will bring their carpets up like they were new, then I point to a spot that has never been walked on, then I back track a little in the same breath, and say almost every mark will be out.

So I put down my prespray, starting from the lounge area up to the bedrooms.

When I start to clean, I will clean half way into the wear area and up to the sofa, then I will call the customer back into the room, and remind them about my promise to get them looking like new, now they are coming up like new, then i say if i was you I would have them protected, to keep them looking like this for longer.

It works without having to tell lies.
Then when I finish the job and all is hunky dorrie, I write a note to 6 of their neighbours saying Mrs Jones has had her carpets cleaned to day and she is over whelmed by the way they have come out looking like new, you get a lot of refural this way.


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http://www.masterclean.com - Carpet Cleaning London
http://www.masterclean.com - Carpet Cleaning
http://www.leafletflyers.co.uk - Leaflet Distribution London


Posted By: moreforles
Date Posted: 26/December/2011 at 5:18pm
Originally posted by Cenmar Cenmar wrote:

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-


One carpet cleaning company that I used to work for, used to use a sample, by dipping small carpet strips (about 2" wide and 12" long) half way in a bucket of scotch guard and letting it dry for a few days, then he would use scotch tape and tape them together and use few of them in the doorway for a while.

Then had us (cleaning crew) do a little demonstration under the sink with the 2x12 strips, showing how much easier the treated side cleaned up, it got a few more sales than just bring up "do you want any areas scotch guarded?"

Myself, I don't use or sell it, since I saw a study some years back about teflon building up in the human body, and while they hadn't linked it to any medical problems at that point, it's my feeling that anything that builds up and stays in the body, can't be a good thing, and eventually they will link it to some proplems, or diseases(s)  Much like the problems now being linked to Aspartame and other artificial sweeteners, and even asbestos, which everyone thought was great and safe when it was first being used.

but when customers ask about it, I tell them it's available and they can still pick up cans of it at Walmart or Kmart, and apply it when I get the carpet clean, either while it's still wet or after it dries, but tell them if they do wait, make sure that they vacuum it thoroughly before applying the scotch guard to the traffic areas or furniture



Posted By: moreforles
Date Posted: 26/December/2011 at 5:28pm
Originally posted by Carpetologist Carpetologist wrote:

If what you are saying and showing is true you are showing it to the wrong people. You need to do a selling job to the carpet manufacturers as the largest in the world are still using Scotchgard and Teflon.

I see a BIG window of opportunity for you...go get them! OK

Originally posted by CompleteSeal CompleteSeal wrote:

The problem with Teflon or any "coater" is that it fractures when walked on, or cleaned. Under a microscope it looks like Normandy beach. The fractured and so called "protectant" then hangs on to dirt more so than if there was no protection at all. This makes it harder for the customer AND the carpet cleaner to clean later.

I myself over the years have witnessed the opposite and I have found that Teflon coated carpets clean much easier than ones that have not been treated.



Treated carpets do usually clean up easier, if the customer doesn't wait too long and either over soils the carpets or due to high traffic, the treatment is walked off the carpet, but when not applied or mixed correctly, either watered down, or mixed or applied to heavily, the carpets do seem to soil faster and vacuuming by the customer doesn't clean as well as they like.   I've heard and seen that in the past, but now with most carpets being scrocth guarded in the factory before being shipped, it seems the quality of the carpet is such that newer carpets don't seem to hold out as long as those produced in the past.  And that doesn't have anything to do with scotch guard, but when customers say their carpet is only 3 or 4 years old, and cleaning has little or at least not the cleaning results they're looking for, it's sometimes hard to convince them to spend the money to have them re-Scotch gaurded, since they are generally the type of customers that don't give a crap about their carpet until a carpet cleaner is at their door or in the house.... then it's "is that all that will come out" or "can you go across this area again, and again...?"

and I usually will give them a second pretreatment and rinse, even when I'm sure that it won't help.... although on a few "rare" occasions, it did seem to help or at least the customer thought it did



Posted By: moreforles
Date Posted: 26/December/2011 at 5:59pm
Originally posted by duckcountry duckcountry wrote:

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.


I like that "the car comparison" but think I would have to offer a with and without price, just to keep some low baller's from getting too much work.  that being said, it's apparent that you aren't targeting cheap price chasing customers, and there's nothing wrong with that, in fact, it's probably the best way to go.

I've never really targeted the bottom of the barrel, can reach them easily..... have always told myself and some customers that my price is in the middle, always cheaper cleaners out there as well as companies that charge a lot more for the same/similar service.   But being older and tired of working so much, my prices will be climbing substantially when I relocate and rename the company in the next 3 - 4 months. 

when I was selling scotch guard, I billed it at on quarter the cleaning price and did offer the deodorizers free with scotch guard purchase, and as long as they didn't have an actual odor - pet/water damage issues, the rinse agent as well as the pre-treater I used had enough smell that I never had a complaint about the deodorizer, even when I didn't fiscally apply one.   that's one of the reasons why I pay the overpriced cost for Hydra Dry, at over $40 for 6 lbs now, the smell makes using deodorizers as just a fresh smell unnecessary.


Posted By: Soil Lint Green
Date Posted: 15/February/2012 at 8:57pm
Repeat  business and ease of sale comes from a position of talking about the investment the homeowner made on this carpet and your Spot & Spin 1 year warranty that comes with every area treated.  Have an official warranty document to present them.  Generally blue or green fancy borders and black text complete with an area for name and date and reference to areas completed on invoice number.  Since the warranty expires in one year, friendly reminder by email at 10 months, 1 year and 18 months will prompt repeat customers to call you.

If you are worried about the warranty wording, consult your business attorney.


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It's ORY GUN, not OR A GONE. Learn to talk.


Posted By: duckcountry
Date Posted: 19/February/2012 at 7:24pm
bottom lining it === sell an idea like insurance companies do.  Sell protection from an expensive potential loss happening sooner (when you have no resources to address it) than much later (when life is wonderful again).

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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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