Always “plant a seed” before leaving…
Sure, you will hit “rejection”. Expect it! But don’t give up easily! First, “smoke out” their true objection and try to get to “yes”. Then is you still can’t close the deal leave the door open…
Steve Toburen
A “Disloyal” Cheerleader?
Value Added Service can greatly increase your repeat business but it doesn’t guarantee it. How can you increase your chances?
Words you hate to hear: “Oh… is that all? I thought it would be MUCH more!”
“Consultant selling” means morphing yourself from being a desperate salesperson into a “concerned consultant”. So now you and your client become a team searching for a practical solution to a shared challenge.
Just starting and a bit scared …
Let’s see if we can help a “new boy” in Reno. He started out on the right track by picking a great industry IF he “does it right” …
A simple card to warn (and soothe) your carpet cleaning customer
Even slightly damp carpets can leave a bad impression on the homeowner. (Even worse if they slip and fall!) Use this simple TIP to create a positive Moment of Truth out of a slippery situation!
Steve, I’ll take anything …
When your starting out, any work is a blessing. Read Steve’s advice to one sub-contractor.
Build a photo album of your most “dramatic” work
Talk is cheap- seeing is believing. Use a photo album to help your new clients “pre-visualize” your services, and the final result in their home.
Should I hire techs for carpet cleaning or just go it alone?
Steve focuses on what is probably the most common and certainly most agonizing question facing carpet cleaning owner-operators …
Be a neighborhood “Good Guy”!
Display your generosity and at the same time allow your preferred market base to get a glimpse of your awesome carpet cleaning skills and your Value Added Service!
So what all can I “up-sell” to the home owner?
Every carpet cleaner wants to make the maximum profit out of each job. But there are pitfalls along the way for those who get a bit too greedy. (Don’t ask Steve how he found this out!)
Painful but very productive
How can you make sure your company’s telephone procedures are on track? Put on your “Customer’s Eyeglasses” through your ears. See how …
Timidly entering the commercial arena …
Many carpet cleaners are fighting off the “residential recession blues” by entering the contract commercial area. But writing the business proposal is a bit intimidating for many of our Site Members. Steve throws a life-line out to one hard working but frustrated carpet cleaner …
Boost your technician’s morale!
“Quality Check” calls made the day after the cleaning service are a great way to verify that the home owner is delighted. (If you aren’t doing them, start now!) However, this week’s quickTIP shows how to “double dip” with your Q/C calls by creating a positive Moment of Truth for your technicians.
Longing for a good night’s sleep …
Working commercial night jobs can be physically exhausting and emotionally demoralizing. See what Steve recommends to one poor soul who has had enough …
Help honest cleaners stay honest with “Employee Accountability”
Simply and easily help your honest carpet cleaning employees “stay honest” while also streamlining your payroll and accounting procedures.