How can I sell more protection?

bottom lining it === sell an idea like insurance companies do.  Sell protection from an expensive potential loss happening sooner (when you have no resources to address it) than much later (when life is wonderful again).

duckcountry wrote: I price my jobs with protection included.  That way a competitive bid would need to include the fiberguard or we are comparing apples to oranges - I have my level of service up here and their skeleton cleaning service is down here A Yugo is a car and so is a Rolls.  But equal they are not.

I like that "the car comparison" but think I would have to offer a with and without price, just to keep some low baller's from getting too much work.  that being said, it's apparent that you aren't targeting cheap price chasing customers, and there's nothing wrong with that, in fact, it's probably the best way to go.

I've never really targeted the bottom of the barrel, can reach them easily..... have always told myself and some customers that my price is in the middle, always cheaper cleaners out there as well as companies that charge a lot more for the same/similar service.   But being older and tired of working so much, my prices will be climbing substantially when I relocate and rename the company in the next 3 - 4 months. 

when I was selling scotch guard, I billed it at on quarter the cleaning price and did offer the deodorizers free with scotch guard purchase, and as long as they didn't have an actual odor - pet/water damage issues, the rinse agent as well as the pre-treater I used had enough smell that I never had a complaint about the deodorizer, even when I didn't fiscally apply one.   that's one of the reasons why I pay the overpriced cost for Hydra Dry, at over $40 for 6 lbs now, the smell makes using deodorizers as just a fresh smell unnecessary.

Cenmar wrote: Does anyone have a good method for selling protection? I only seem to sell it half the time and I need to increase my tickets.   Any help is appreciated.   Thanks-

One carpet cleaning company that I used to work for, used to use a sample, by dipping small carpet strips (about 2" wide and 12" long) half way in a bucket of scotch guard and letting it dry for a few days, then he would use scotch tape and tape them together and use few of them in the doorway for a while.

Then had us (cleaning crew) do a little demonstration under the sink with the 2x12 strips, showing how much easier the treated side cleaned up, it got a few more sales than just bring up "do you want any areas scotch guarded?"

Myself, I don't use or sell it, since I saw a study some years back about teflon building up in the human body, and while they hadn't linked it to any medical problems at that point, it's my feeling that anything that builds up and stays in the body, can't be a good thing, and eventually they will link it to some proplems, or diseases(s)  Much like the problems now being linked to Aspartame and other artificial sweeteners, and even asbestos, which everyone thought was great and safe when it was first being used.

but when customers ask about it, I tell them it's available and they can still pick up cans of it at Walmart or Kmart, and apply it when I get the carpet clean, either while it's still wet or after it dries, but tell them if they do wait, make sure that they vacuum it thoroughly before applying the scotch guard to the traffic areas or furniture

where can you got those cards from Carpetologist ? i'd love some to show off what can be done but never seen any in uk

I suggest you don't try to sell it.  It is part of a restorative cleaning service that brings the carpet back to new or near new.  Sell the service, not the individual component of the service.

I clean but I also go beyond clean with our carpet restoration service.  You'll think I replaced your carpet with my exclusive signature revitalizing process.  I have better luck focusing on the benefits that fact/feature in any sales situation.  If done right, the price is justified in the buyers mind.

Again, stop dwelling on a single component.  The customer is more concerned with what they get that what goes into it.

Chemspec offers a very simple show & sell technique.

Blotter Teflon treated on one side showing coffee spill on treated and un-treated.

It doesn't get any simpler than this and is very impressive. I find it hard to believe that carpet cleaners don't at least ask if you want it. The hard sell has already been done for you on T.V.

So if I sell Viagra I should partner with a Trojan rep, right?