- THE MAGAZINE
The appointment has finally arrived. Now it is time to tell the customer how much the job will cost. Suspense hangs heavy in the air as you enter the home. Emotions are running high.
Think about it. The homeowner is scared you will rip her off. You're scared she will think your prices are too high. Mutual fear is a lousy platform to launch a business relationship from.
Before you "pop the price," why not warm up your prospect by performing a "sizzling" pre-inspection? Once you display your caring professionalism and gain the confidence of the homeowners, they will gladly accept the price your quality service deserves.
Here is a quick five-step outline that will turn scared, suspicious homeowners into trusting, appreciative clients:
Experts say your prospect will decide during the first two minutes whether they will purchase your service or not. It is time to focus.
Now you must show the customer your "care-and-concern" attitude and uncover their expectations.
The customer has been really impressed with your professional care and concern shown during the tour/interview. But you must still answer the big question: "How are my carpets going to look after the cleaning?"
Now sit down with the customer and explain your procedures step by step. Hopefully, you will use an illustrated brochure or photos from your album. You should also "pre-qualify" any areas that will not respond well and note these on the work order.
You have slowly been selling during this entire pre-inspection. At this point both sides almost assume that you will be the one cleaning their carpets, a great position for you to be in.
Once again, you have made it easy for the customer to say "YES."
This inspection system works whether you make a separate trip before cleaning (recommended) or do it all on the same visit. Either way, following these five easy steps will help you to close more jobs. But remember, even after "getting to yes," you should always give the customer the opportunity to spend more.