Jon-Don’s Strategies for Success program (and this SFS.JonDon.com web site) are all about “sharing”. We share with you and HOPEFULLY you return the favor. Why am I always begging our site users for their input? Simple. Even though our three SFS instructors have over 100 combined years of cleaning experience we don’t know it all. Nobody has a better view of the daily battles than you who are fighting on the front lines. So please share your ideas from “down in the trenches”!
We’ve recently had some great ideas submitted. For example, one SFS website reader recently sent in this little gem:
While recently taking “Big Billy” Yeadon’s IICRC Carpet Cleaning Technician course we were given the Scotchgard demo cards with one side untreated and the other side treated with Scotchgard. There were 3 of us at our table and I “jokingly” took my highlighter and drew a line across the card. I then commented, “Let’s see what happens”. I submerged the card in my water glass, shook it around and the highlighter in the treated area washed away instantly! We were all amazed and I proclaimed “I am going to use this to sell Scotchgard!”
So here is what I have been doing: Before asking if the home owner would like to “renew their Scotchgard protective finish” I ask them if they have a highlighter. (By the way- every single person I have asked always has had one nearby but just in case I also keep one in my pocket.) I go on to draw a bold line across the card from the treated through the untreated area. I then hold the paper under running water in their sink and the mark on the treated side washes away instantly! What a great “show and tell”! (The best part is my customer knows this isn’t a “trick” since I am using their own highlighter.)
Steve, I honestly haven’t lost a sale since I started this Scotchgard “Highlighter Sales Demo”! Customers love it and it is easy and fun for me too!
Gary Parncutt, Thermaclean
Coatesville, PA
Wow, Gary, I love it! Dramatic, fast, simple, and very, very profitable. I used to do basically the same thing using any dregs of coffee left in the customer’s cups in the sink. (There was almost always some dirty cups there- if not I’d ask if I could pour a bit from their coffee maker.) The principle is the same- when you use the home owner’s “staining material” for the Scotchgard blotter card demo it is a much more credible and convincing presentation.
Nice job, Gary. So how do the rest of you sell protector in the customer’s home? Send your quickTIPS to sfs@strategiesforsuccess.com or fill out this simple form.
Steve
P.S. 3-M and Jon-Don offer many in-home sales tools- most of them free. For a complete list AND to get your free Scotchgard blotter cards just contact your Jon-Don sales rep. While you are on the phone ask about this great special for SFS site readers.
Related posts:
- Up-Selling Scotchgard on the Home Front
- Never “oversell” the Scotchgard application to your residential carpet cleaning customers
- Dramatically increase your carpet cleaning profits with this “protected with Scotchgard” question!
- Why and how to promote Scotchgard on your website
- How can I get my carpet cleaning techs to upsell?
