How can I sell more protection?

Ask nicely

After you have cleaned the carpet and they see the results, that is the time to suggest a carpet protector. Never sell when you are first in the door.

the best way to sell gard....

If you youi an antiseptic disinfectant it is not a lie... it damn kills 99.9% of all germs

Danmarck82 that bullsh*t of offering a 1 year guarantee won't work customers don't have time for that bull sh*t....  and who has the time to go back if there is a problem. There could be 100 visits to any given house... ARE YOU CRAZY..what happens if they spill orange juice or HOT coffee .. you'll be giving that money back real fast.

 

Trust me  I do at least 20 to 30 calls a week....  sell the deo-dis first! then offer it at no charge if they buy the gard.  simple and it works.

Don't listen to danmarck if you but the right disinfectant there is nothing moral or ethically wrong with that.

Include a sheet with the steps they are required to follow for that guarantee to be in effect (proper prompt procedures).  If the customer follows these and uses the free spotter you gave them in the right time line, there should be no free calls.  If they didn't, the warranty is void and there is a charge for a house call.  Specify that the included procedures must be followed - stating it in your guarantee.  And do not hide the procedures, make them initial on the line that says: I have read a copy of the proper procedures and understand that by not adhering to the simple and specific steps contained therein this guarantee becomes null and void. The guarantee covers all incidents reported prior to the one year expiration date.  That last part covers the person who says the stain happened before year end and now 6 months later is the first chance they have had to call you (death in the family, been sick etc.).  You accept the appointment knowing you are going to sell them on a new cleaning, new protection coating and you will take care of the stain for free of charge with the understanding that during this next year you will expect them to call BEFORE the year is up.  Win-Win. 

That offer to help out shows we don't view the interaction as us versus them.  It is us teamed with them.  Or so I think, but what do I know.  I'm just an American and after all we DID elect Bush - not once but TWICE!!  Talk about your dumb idiots!!!



Edited by duckcountry - 31/July/2008 at 3:27pm

I think including protector in your price is a scam?? Nobody knows the real cost. I like to give the customer the upfront costs.  hidden cost burn my a**?

Do not stop selling just because they say no. Ask if they would like it when you book the appointment. Ask again when you write the order. Ask again when you finish. Give a demo using the demo cards that Scotchgard gives you. The test tube is a huge selling point. Offer a warrantee. We offer a one year spot and spill warrantee (up to 3x3 feet), unlimited visits. They never call, but it's a great selling point. Charge at least 15 cents per square foot. 20-25 cents would be better.