Never “present”- RECOMMEND!
Become an expert consultant sincerely interested in solving your client’s problems and they will respond by becoming loyal (and very profitable) Cheerleader Customers.
sales
“I’m hitting a road block on implementing the ‘Stay Beautiful’ program!”
A North Carolina SFS member is getting resistance from customers who don’t want to give up their credit card information for the regular monthly service agreement amount. Steve reminds him that many people are more comfortable with a second option …
Letters for Commercial?
Slow months can bring a cash crunch. How can a cleaning company best market to commercial accounts?
How can I reach out to my “straying” carpet cleaning clients?
A Wisconsin carpet cleaner has been looking for an “excuse” to call his tardy booking customers. Steve shares a great way to reach out to your clients and at the same time create a positive Moment of Truth …
Internet scam or innovative on-line marketing?
The internet offers customized and targeted marketing that can be incredible … or a complete waste of money! How to tell the difference? Steve (with Big Billy’s help) shares a few thoughts.
Hungry for Commercial Accounts?
Commercial cleaning accounts done on a monthly basis can be very profitable.
High or low pricing- which way to go?
A local Dallas carpet cleaner is already successful as a “prestige priced”, high end owner-operator. But now he is questioning his business model and his future …
Sick and Tired of PRICE, PRICE, PRICE in Milwaukee
How to help Commercial sales perspectives focus on something other than the price.
Turn a “cold call” into a “warm call”
Everyone preaches the need to do “cold calls” to get regular commercial accounts. And yet we dread cold calls so they don’t get done. Steve shares a neat tip on how to transform these dreaded visits into “warm calls”.
Commercial Sales Wardrobe
How you dress influences how others view you and how you view yourself. There are few rules. See what works for you.
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.
Steve, I’ll take anything …
When your starting out, any work is a blessing. Read Steve’s advice to one sub-contractor.
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!)
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 …