- THE MAGAZINE
Articles by Steve Toburen
I “promote” protector because I believe it is in your best interests to sell and apply this product.
Investing your time for maximum return is very important. In fact, at no time in your business will your time be more important right now than during your start-up phase.
We used to putz around with selling spotter kits, groomers, entrance mats, vacuum cleaners, (and bags for them) plus furnace filters, etc.
A saying we use a lot in SFS, Questioning, is "Always run your business based on the emotions of the customer but never make business decisions emotionally."
This up and down lifestyle adds enormous stress.
I was a real dummy back in the Dark Ages (1969) when I started my first cleaning business!
At the dentist, as you pocket your credit card, what does the receptionist always ask you after paying your bill? That’s right! “What day of the week will be best for your next visit?” You meekly ponder the question and say, “Tuesdays are good for me.”
"Mrs. Jones, would you like me to reapply your carpet protection today?"
Think about how you would like the client’s carpets “prepped” before you arrive. Do you want the furniture moved off the carpet? Or just have the “decks cleared for action” by the homeowner moving the small and breakable items off the furniture? Do you want the carpets pre-vacuumed before you arrive?
You want to develop a professional relationship and yet if the customer takes it to an inappropriate level then you risk offending them and creating a negative cheerleader.