Are your customers getting more “frugal” (cheap) by the day? Are you tired of hearing, “We’re getting it done cheaper than your bid!” Then listen up…
Your price haggling prospect views your cleaning/restoration as a “price-driven commodity”. Yet you know that your quality/reliability is superior to the competition. But how can you convince a property manager, adjuster or home owner that you are “worth it” when they haven’t experienced your service?
When you hit a price objection simply ask, “How far apart are we?” Then IF you really want the account hit them with a “getting to know you” offer…
“Tell you what. I’ll do the job for your price one time on a ‘trial basis’. Then we’ll talk. Even if we can’t work things out at the very least you’ll get a great job done at your price!”
True, on this first cleaning you won’t be getting your desired price. BUT you will be “getting paid for a demo” AND afterwards you will now know exactly how long the job will take you. So you’ll be able to “sharpen your pencil” with accurate and exact production numbers.
Even better, your prospect will have now experienced your quality, service and professionalism and will want you to keep on doing their work. Very likely they’ll pony up more money so you will have a “meeting of the minds”!
NOTE: This “loss leader” tactic works better with desirable “long term relationship” prospects such as contract commercial accounts or claims adjusters you want to develop.
Residential: Help the homeowner to visualize the final appearance of the carpet with a “show and tell” demo in the pre-inspection.
Commercial: Remember that after your “trial cleaning” you can also play with different areas, frequencies and methods to fit their budget.
Restoration: Adjusters need help from you in justifying your scope. So improve your adjuster communication with an easy, password-protected, “in the cloud” shared folder.
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