A service is the most difficult commodity to sell and offers many challenges. Since a service is not produced until the sale, there is nothing tangible to show your prospect.
Establishing a platform of trust is the most important factor in making the sale. Be sure to guarantee there will be no charge unless the customer is completely satisfied. Also, that you will follow up if there are any questions or concerns.
Having background material such as brochures, testimonials and a resume of your experience builds credibility. Be yourself and sell with sincerity, honesty and integrity.
If a potential customer questions your price, be prepared to defend it. Explain that there are certain costs that need to be factored into establishing your charges. State that when you quote a price, it is complete. There are no hidden charges, exclusions or qualifying conditions that many "bait and switch" cleaners employ after a job has been quoted. This will help combat what they may have seen in the Yellow Pages, a mailer or newspaper or Internet ad.
Even though you present a thoughtful, sincere and professional presentation, some consumers will ultimately shop around for the cheapest price. A competitor that embellishes or distorts the truth may gain a customer one time. But the Company which "tells the truth, the whole truth and nothing but the truth" will ultimately win in the long haul. Sincerity above "salesmanship" and false promises will build your service Company and your reputation. This leads to repeat and referred customers.
Do not promise more than you can deliver.
Related information on the Bane-Clene web site:
- Advertising the Bane-Clene Way
- Bane-Clene Carpet Cleaning Training School
- Bait and Switch in Carpet Cleaning Businesses
- Bane-Clene Brochures
- Bane-Clene Mailers
- Building Your Own Carpet Cleaning Business
- Four Characteristics of a Successful Person?
- There is No Substitute for Service
- Twenty Steps to Success
- What Makes a Company Successful?
- Yellow Pages
Thank you for reading Bane’s Blog®.
Please read the latest issue of the Clene-Times® at http://www.baneclene.com/publications/.
Please visit our new and improved web site at www.baneclene.com.
The Bane-Clene® Team.