We’ve been clicking off my “TOP TEN Ways to Make More Money (MMM) From Each Job”:

TOP TEN MMM Idea #10: Charge more.

TOP TEN MMM Idea #9: Travel smarter

TOP TEN MMM Idea #8: Get more efficient

TOP TEN MMM Idea #7: Pre-orient your clients on how they can buy more

TOP TEN MMM Idea #6: Offer “add-on services” that are “special niches”

Now for my “TOP TEN Smart Ways to MMM From Each Job” Idea #5:

Sell Protector (Duh!)

NEWS FLASH! “Re-applying” carpet protector is absolutely the fastest, easiest and best way to Make More Money from each home you clean. Check out our SFS tips below on HOW to sell more protector. But first a gift for our readers who primarily offer restoration services. (I’ve been neglecting you lately!)

A bonus “Restoration QuickTIP”: Always “re-apply” (and charge for) protector with the final carpet cleaning after a fire or water loss.

NOTE for restoration contractors: Did you know there is an Xactimate line item for protector application? Write it down! CLN-FCCPC (Depending on your location Xactimate currently allows $0.16- $0.20 per foot for protector application!) So how much money have you LOST by not automatically reapplying Scotchgard?

The easiest way to sell more protector at each residential job? JUST ASK as in, “Would you like me to re-apply the Scotchgard finish today?” Be honest now: How often do you kick yourself as you drive away? “Oh no, I forgot to ask her about Scotchgard!”

Here’s a few more MMM ideas with carpet protector:

1. Quote just one price INCLUDING the protector in your pre-inspection. Just calmly state: “The total price to clean and reapply protector will be …” See what happens! Remember it is easier to come down than painfully “sell up”!

2. When the home owner shows you a spot simply ask: “Do you remember if the last time you cleaned the carpets the Scotchgard was reapplied?” BINGO! (Now your “Scotchgard Question” will be percolating away in her mind!)

3. Include a FREE 12 Month “Spot and Spill” Warranty on every protector application. (Your protector sales will double but less than 1% of home owners will ever use the service!) Even better, offer your 12 Month “Spot and Spill Warranty” to retail carpet stores. Check out my John Mapes interview.

NOTE: Not offering Scotchgard yet? Get started with this killer offer on Scotchgard just for our SFS website users!

Steve Toburen

PS So what are your “protector selling” TIPS?

Every week we share a timely, practical tip like the above. So if you’re not already signed up for these FREE weekly QuickTIPS, do so now.

Also new this week:

• “How can I build up carpet cleaning in my janitorial business?”
• Class reviews from January, 2012 Tampa Bay SFS Seminar
• TOP TEN “How to Make More Money” #6: Develop “synergistic services”
• Groupon 2012: Is it for carpet cleaners?
• Can a carpet cleaner survive in a rural area?

Related posts:

1. Give your carpet cleaning technicians the tools to sell more carpet protector
2. Up-Selling Scotchgard on the Home Front
3. Never “oversell” the Scotchgard application to your residential carpet cleaning customers
4. Dramatically increase your carpet cleaning profits with this “protected with Scotchgard” question!
5. So is applying Scotchgard protector worth the headaches?