Dealing with the “How much?” question…
Don’t get tripped up with price quotes, keep the conversation going with my two-step “How much?” reply. Here’s how it works…
customer interview
Banning the “E-word”- Help your prospective customers focus on more than price!
Carpet cleaners all over the world fall into the old “just gimme an estimate” trap with potential carpet cleaning customers. Fight back with this simple change in terminology …
Be a “Concerned Consultant” for your carpet cleaning clients
You’ve done a great job. The carpets sparkle and your customer is delighted. Now cap this job off (and create a Customer Cheerleader!) by explaining how her home can stay clean longer …
Sell more ASO’s by “fading away”…
Your client is on the verge of giving you a firm “NO”. Steve’s suggestion … postpone that final decision until later.
How can I calm a frazzled customer with a water damaged home?
An Oregon water loss carpet expert struggles with being completely up front with the homeowner of a water damaged home versus the customer’s desire for “Immediate Action”. Guess who wins with Steve?
Don’t let ’em get away!
The customer wants “to consult” with their spouse. In reality they have a price objection. Here’s how to get price out in the open and still make the sale.
How to close the deal in a video chat ‘pre-inspection’.
We now are living in the ‘no contact’ world of COVID-19! Home owners don’t want contact with anyone! How are you going to close the sale?
Never ‘accuse’ your prospect of having a “problem”!
Steve shares one word to never use with a customer along with a reminder on a much more neutral and less “accusatory” phrase.
Home owners love technicians who love pets!
You can’t go wrong focusing on customer’s kids and pets. Steve shares how he programmed in some “pet positive” Moments of Truth into his technician’s daily routine …
Never give up on a phone prospect!
Instead of meekly giving up when your prospect says, “Let me check with my husband/ wife/ boss” etc. you reply…
Why ‘full confession’ is always best …
There will always be unsolvable problems in your customer’s home or business. How can you avoid endless callbacks to “fix the unfixable”? Here’s a simple reminder …
Closing the sale with Steve’s 3-step ‘AFO’ sequence
Steve offers his favorite 3 step “closing the sale” technique. Try it for a few weeks … what do you have to lose? Give it a try!
Using “Show and Sell” to get new commercial accounts!
“Reach out” to commercial property managers by discovering and then fixing their problem areas- for FREE! Steve shares four proactive “show and tell” secrets that will win you long term contracts…
A clipboard gives you “Instant Respect”!
Create positive client feelings right from the git-go with a simple clipboard. Small touches like this display a “Sense of Urgency” and communicate security to the client.
Seven words that book more jobs!
What is of special concern? By focusing on what is “special” to your prospective client you seal the sale and create a future Cheerleader for your company.