It looks like all the others covered my answers. But, since it was me you asked, I explain the benefits to the customer in this order…
- Pure water window cleaning leaves behind no soap residue, so your windows stay cleaner longer.
- Your frames are getting cleaned at no extra charge.
- No ladders damaging your home or landscape.
- No chemicals, environmentally friendly.
That’s my spiel. I don’t always go through all four. I go through as many as needed until the customer is sold. Also, I generally start off with something like “Pure water cleaning is the latest technology in window cleaning. The benefits to you are…”
I usually only take 20 seconds on the subject.
I completed a job this Monday. It had frenchys. This customer was a good one. Easy sale.
//youtu.be/french windows - YouTube
But yesterday I tried my new pitch and it worked. Maybe it will help. With some of these hard sells.
House was getting to the $800 mark and I knew from the location that the customer was going to bark. So I left the job at $750. No frenchys. But still a big job on the water. Of course the customer barked he had a quote of $560.00 already and showed me the estimate. I thanked him as most customers can’t show proof. The estimate was written on a sheet ripped out note pad paper. :eek: So I figured I would hit him with what I have mostly seen in the area.
“Sir I can’t beat that price. But I want you to know that when you hire my company, you are a hiring a professional. I treat each customers home as if it was my own and I work hard to instill that mentallity in every helper. If you want a guy to show up to your home in flip flops holding a bucket of dirty water, who will clean your windows with dish soap all the while smelling like last nights beer. By all means call someone else. I’m not trying to place a blight on my industry, I’m just telling you how it is. Many other companies are in this industry for the quick buck. They charge low prices only to find they can’t maintain their company. What happens next year? They either raise your price to a price close or higher then mine. Or you can’t find them anymore because they are out of business. Many pay their employees very low wages and this is what you will have walking in your home. Someone who is not paid enough to really care about the end result, which is your satisfaction. All they care about is speeding through your job so they can end their day, go home and starting drinking again. My point being Sir, if you feel the other company is professional enough to handle your project then by all means give them a call because that is one great price they gave you. BTW if you decide to use them. Before they show up to the job, ask them if they are insured for broken or scratched glass. It was great meeting you and thanks for having the confidence in my company to allow me to come to your home.”
I did not drive past the stop sign 10 ft and he called me to come back. Got the gig.
[FONT=Verdana]The fear of loss is always a greater motivator than the desire for gain in sales. [/FONT]
[FONT=Verdana]I try not to directly nock the competition but introducing a little fear usually helps. I try to make them feel safer choosing my service. I don’t know how to explain it. What I do or say is very subtle. If they feel safer with my service I believe they will usually go with me regardless of price. [/FONT]
I wish I could just show every prospect this video
//youtu.be/THE PROFESSIONALS vs The BUCKet BUM- Satisfaction Guaranteed! - YouTube
Excuse my ignorance,… what is a “Cut Up”?
