ADVICE

Have you ever thought about asking your customers for advice, opinions or help? If done sincerely, this is a way to strengthen your relationship with them. Just be sure your request is easy enough to fulfill and not an imposition. For example, don’t ask a Doctor about something bothering you and then go to someone else. The same holds true with lawyers, accountants and other professionals. What we are talking about, for example, is advice on buying a car, a restaurant for dining or something to help your golf game if you play. People generally like to give or share. It shows you respect their knowledge and opinion. We obviously cannot be expert in all fields. Also consider this, people may be wary of someone who appears to be too self-sufficient and possibly a know-it-all. Once again, the important thing is it must be done sincerely. Don’t use it as a gimmick or a come on. Must people will see right through you. Related Articles and Information: Customer Service in the Carpet Cleaning Industry Four Characteristics of a Successful Person The Customer Is (Still) Always Right Thank you for reading Bane’s Blog® Please read the latest issue of the Clene-Times® at www.baneclene.com/publications/. Please visit our web site at www.baneclene.com. The Bane-Clene® Team. Free Bane-Clene Information Package Free packet of information about Bane-Clene can be obtained by calling toll-free 1-800-428-9512 (U.S. ONLY!). Your information packet will include a full color catalog and price addendum. Packets will arrive in approximately 2 weeks through standard United States Mail. You can also order the packet at the Catalog Request Form. Bane-Clene Home Page Articles, Videos and Products for Professional Carpet Cleaners On-Line Spot & Stain Removal Guide & Procedures for the Professional Carpet Cleaner

WHY NOT

If a prospective customer tells you no, then ask them why not. While this may seem a bit brash, it should cause the prospect to explain why they said no. However, what happens if you have a prospect that basically just answers yes or no during your entire presentation. It’s difficult to know how you are doing. You can’t be sure what objections there may be or what advantages have been of importance. The best way to handle this type of prospect is to ask questions that will require more than a simple yes or no response, this will strategically involve the prospect into your presentation. Something to remember, if the conversation seems to lag because of the prospects short answers don’t rush through your presentation thinking you have to fill dead air. Be patient, after each major point of your presentation ask the prospect a question. Don’t ask them if they have any questions; that just gives them the chance to give short and noncommittal responses. Once again, you want to engage the prospect. By asking the right questions interwoven with your presentation, you should be able to avoid asking the prospect why not. They may say no, but you will at least know why. Thank you for reading Bane’s Blog® Please read the latest issue of the Clene-Times® at www.baneclene.com/publications/. Please visit our web site at www.baneclene.com. The Bane-Clene® Team. Free Bane-Clene Information Package Free packet of information about Bane-Clene can be obtained by calling toll-free 1-800-428-9512 (U.S. ONLY!). Your information packet will include a full color catalog and price addendum. Packets will arrive in approximately 2 weeks through standard United States Mail. You can also order the packet at the Catalog Request Form. Bane-Clene Home Page Articles, Videos and Products for Professional Carpet Cleaners On-Line Spot & Stain Removal Guide & Procedures for the Professional Carpet Cleaner

PRESCRIBE A CURE

In business, we can be similar to Doctors. Doctors have to diagnose a patient’s issue. Then they can prescribe a cure. This is where being a good salesperson comes into play. The first objective is to find out about the prospect’s needs. You need to know the services or products they will require. Also, the knowledge of how price conscious they are is important. Once armed with this information, you can proceed in offering the background story as it relates to you and your company. Whatever you say about yourself, your company or your products or services, say it in terms of the prospect’s wants, needs and problems. This way, your story becomes their story because it is about them. This and other information will allow you to present a proposal that is complete and accurate and therefore be able to prescribe a cure. Related Articles and Information: How to Sell Carpet Protectors Sell The Sizzle Selling Commercial Carpet Maintenance Programs Thank you for reading Bane’s Blog® Please read the latest issue of the Clene-Times® at www.baneclene.com/publications/. Please visit our web site at www.baneclene.com. The Bane-Clene® Team. Free Bane-Clene Information Package Free packet of information about Bane-Clene can be obtained by calling toll-free 1-800-428-9512 (U.S. ONLY!). Your information packet will include a full color catalog and price addendum. Packets will arrive in approximately 2 weeks through standard United States Mail. You can also order the packet at the Catalog Request Form. Bane-Clene Home Page Articles, Videos and Products for Professional Carpet Cleaners On-Line Spot & Stain Removal Guide & Procedures for the Professional Carpet Cleaner

FOLLOWUP

Does one of your competitors have an account you would like to have all sewn up? No matter how it seems, no customer-cleaner relationship is perfect. It happens to all of us, sooner or later something may happen to cause the customer to be dissatisfied. This is where followup comes into the picture. Your followup can consist of different strategies. Among these is sending information about your Company, the equipment and chemicals you use and the training and Certification your staff has attained. This information can either be dropped off or mailed. Then, if a situation arises and presuming you have regularly kept in contact with this customer, you may be the first one they think of regarding a change in Carpet Cleaning Service providers. The situation at first glance may seem hopeless but ponder this - a large number of business opportunities are lost due to a lack of followup. Related Articles and Information: Add-On Carpet Cleaning ‘Plus Sales’ Advertising the Bane-Clene Way Eleven Commandments of Good Business - What is a Customer? How to Sell Carpet Protectors Sell The Sizzle Selling Maintenance Programs Thank you for reading Bane’s Blog® Please read the latest issue of the Clene-Times® at www.baneclene.com/publications/. Please visit our web site at www.baneclene.com. The Bane-Clene® Team. Free Bane-Clene Information Package Free packet of information about Bane-Clene can be obtained by calling toll-free 1-800-428-9512 (U.S. ONLY!). Your information packet will include a full color catalog and price addendum. Packets will arrive in approximately 2 weeks through standard United States Mail. You can also order the packet at the Catalog Request Form. Bane-Clene Home Page Articles, Videos and Products for Professional Carpet Cleaners On-Line Spot & Stain Removal Guide & Procedures for the Professional Carpet Cleaner