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…
referrals
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.
So is the “Principle of Reciprocity” manipulative?
So how can you create a positive Moment of Truth out of the customer thanking you? And should you subtly encourage them to refer you to others? (Even online?) But more importantly- should you? Bill Yeadon gives both sides of the “Great Debate”.
Focus on ‘Positive Accountability’ with your employees
Positive Accountability implies recognizing and celebrating the positive achievements your technicians make. Steve gives three examples.
Looks (and smells) great? It will sell fast!
Offer specialized services to deodorize real estate and you can lock up the real estate agent market. Sweet smelling properties sell fast!
‘Atone for your sins’ with a Gift Card!
A lifetime customer is worth thousands in repeat business and referrals! Do more than “fix the problem”, win points with a gift check.
Hub Marketing Referrals- Breaking Down Barriers
In this SFS Special Report, Big Billy Yeadon breaks down the WHY and HOW of creating crosssover marketing opportunities for cleaning companies and/or restoration operations.
How carpet cleaners can “partner” with retailers
This step-by-step procedure will show you how to get local flooring stores to consistently refer your services on every carpet they install!
How to reduce commercial complaints
This simple checklist consistently guides your front-line service worker’s relationship with your clients
Will your clients sing your praises online?
Clients sing your praises when they have been super impressed with your work. How can you make this happen today and EVERY day?
Develop “Referral Partnerships”
Referral partnerships with individuals or companies that serve your prospective clients gives you a boost that traditional marketing just can’t reach.
Making the Cheerleader- EASILY!
Give your workers a Service System (a SCRIPT!) to consistently guide the transaction’s Moments of Truth!
Using your vans to recognize great employees
You should frequently (every day if possible) tell your staff how much you appreciate them, but that is not enough.
The why and how of “Thank You”
A multitude of tiny MOTs combined together will create delighted Customer Cheerleaders that will produce millions of dollars in “downstream profits!”
Use “Reciprocal Giving” in your cleaning & restoration business (Video)
“Reciprocity” means you do something “nice” for a client (without asking anything back in return).