ok this is the very short version of a credible drop close, ur double glazing salesman was taking the p*ss. And no ive never sold double glazing , conservatories or cars.
Break down barriers as quickly as possible, if its an existing customer its easy.
" I bet the man who sold you your PVCu roofline said it was maintenance free, well Im sorry to tell you HE LIED, to keep it in tip top condotion it needs proper regular maintenance...( you talk in the way you normally talk, dont pretend to be posh, and dont over dress, customers are suspicious of anyone over dressed who visits their house. the man who sold them the roofline for £x,ooo'S was probably wearing a suit) you need them to see that your a straight talking honest fella ( if you have an issue with earning money stop reading now)
Now fortunately were very busy with our PVCu cleaning, theres lots of it about and many other companies out there dont really know how to clean it properly, there are even some companies using chemicals that actually damage your PVCu
Talk through the method of cleaning, dont tell them exactly how you do it, they dont need to know that.
As I said before were very busy, our business philosophy is quite simple, we will give you a top quality professional job at an affordable price, its very important to us as a company that we offer you quality and value for money.....
(price conditioning) they know they are going to get the right service at the right price, but they dont know how much.
Price wise ...." it depends on the level of service clean you want..for our top clean which includes xyz.. Ive heard other companies charge £x per meter that would work out at arround £275 for you house, our price for that same clean would be £x per meter that works out at £190 (again repeat what there getting) LOOK FOR REACTION AND BUYING SIGNALS AS YOU PRICE CONDITION I
eg
"I can see youve looked after your house and a top notch job is important to you isnt it?...etc etc "
It will alter the opening price, but dont prejudge too much, you will be suprised sometimes.
then ask them the question... "so how does that sound would you like me to book you in?"
yes / no /can I think about it....
justify coming down in price, you cant just reduce your price without justification.
offer full 5 star clean for no less than £150 ( will include applying a polish when uve cleaned it)
ask them how much they have in mind? tell them u have quite alot of customers who dont want that level of clean, If you dont want the " finishing wax" or whatever u want to call it, then that will bring the price down to £X ( hopefully they will have told you how much they were thinking of spending) but if not you must justify the drop, ur offering them a chance to buy the level of service they can afford ( there are many variables , but the basic structure of the drop is the same)
If you offer the exact same service all the way through youve lost all credabilityand I wouldnt buy from you either. Play it through your head, IT HAS GOT TO MAKE SENSE, THERE HAS TO BE A VALID REASON WHY YOU CAN REDUCE THE PRICE.
Thats the quick version, if anyone is interested, I will explain how it works in the customers head in more detail, but to do it on this post would take me 3/4 hours.
Mark