But Mike, you've just told us that, 'encapping is about improving appearance, not removing dirt,' so how do you put that to the customer who, unless you qualify them on the standard you have now defined, might otherwise be thinking that you're cleaning their carpet and not just rearranging the dirt and justify that with a tenuous hope that the customer will do a thorough job of vaccing it afterwards, if they vac it at all - a step upon which the whole system relies?
So if encapping is about appearance and not cleaning, then it would not be wrong to give a customer enquiring about having their carpet 'cleaned' a price for 'cleaning,' if you then encap it, which you've now told us isn't 'cleaning?'
Simon