I hope counting down our “TOP TEN Ways to Make More Money (MMM) from Each Job” list has helped you sell more. But now my #2 MMM TIP is to …
Sell less! (Instead, focus on your most profitable add-on sales.)
That’s right- SELL LESS! You can easily overwhelm the home owner with too many choices. For example, I used to sell entrance mats/ groomers/ deodorizer/ carpet spotter/ vacuums (and vacuum bags!) and Scotchgard/ extra rooms/ upholstery and drapery cleaning and even electrostatic furnace filters! But then I discovered this “Yankee Peddler” approach is counter-productive:
1) It turns off the home owner- Your customer has probably been burned before by the typical bait-and-switch carpet cleaner. So even if you absolutely stick to your agreed upon price if you are pushing one up-sell option after another the home owner can feel pressured.
2) A high “spoilage factor”- Riding around in a hot and bumpy van all day means your different “display items” get shabby real fast. (We threw out a lot of damaged up-sell stuff.)
3) It is tough on your employees- Most techs aren’t comfortable “selling” anyway. Plus offering all these options takes time. With such a bewildering menu of options most techs will just “opt out” and offer nothing! So I picked my battles …
I analyzed where our company made the most PROFIT. (And what add-on services/products were best for the home owner.) I came up with three “add-ons” we gently offered at every job:
A) Additional services– We gave a 20% discount on extra carpet/furniture/tile and grout cleaning/garage floor renovation, etc. that we did while there on the job. You are already there- saving the travel time and gas easily justifies a generous discount.
C) The “Stay Beautiful” Program- Once they understood the concept my customers loved this “pre-paid maintenance service contract”. Even better, my accountant LOVED the regular cash flow the automatic monthly payments brought in!
So what “up-sell stuff” have you dumped? And which ones do you (and your clients) love? Tell us in the comments below.
PS: The one thing I NEVER “sold” was my “FREE Lifetime Spotter”. Instead, on every pre-inspection (whether I got the job or not!) I would hand the customer a bottle of Spot-Out (with my logo and contact info printed on it) and say: “This is a gift for you- a free lifetime supply of carpet spotter.” So please don’t “sell” spotter- give it away!
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