[Susan Dean (1stclean)]

ok ive now tried some of this and i find people judge you on what you pull up in  if i go in the car i dont get the work if i go in the jeep they want to talk about how much fuel it uses 

do people find this when going out   it is not always possablie for me to go in a van due to them being out at work but maybe im not doing it right ? i go in with company unifourm on and talk the the custy about what will happen blah blath but its not working any tips please

going to keep trying it for the next couple of weeks and see how it goes got to be worth a go

[davep]

I go in my car, never had a problem 

[liahona]

Susan, get in touch, I may have a few ideas for you that might work.  It wont matter in any way shape or form what you turn up in.

But it does work, just like everything else you will have to do it. 

Best, Dave.

[Ian Rochester]

Susan,

I don't think it's got anything to do with what you turn up in, most people won't even notice, it's all about selling your services and more importantly, yourself to them.

I have found that if you can answer their questions and concerns before they have even asked them, it reassures them that you know your job and are confident about the task.

[John Gregory]

Dave  .  Liahona     I'm really interested in what who have got to say to Susan , I am the worst salesman in the world so I really could do with some help on this issue


Thanks     John

[Ken Wainwright]

Susan

I'd agree with the others about the vehicle. Personally, I nearly always use the van. As long it's not a Ferrari or Roller I've even turned up on my Motorbike and got the sale

Being in the cleaning industry, you must present a clean image. As well as the obvious like personal grooming etc. it's also important that your vehicle is clean.

They say that first impressions are the ones that last, so wear overshoes. The brighter the better. The person who answers the door may not be the one who invited you, so if you were to change shoes at the door, this person may not notice. If you wear the typical bright blue overshoes, they will notice.

As for the rest of your presentation, it's basically down to the soft or the hard sell. You will have honed your skills in this over the years.  Regardless of which technique you use, I feel it's always better to leave some literature. I leave NCCA, Enviroshield protector and, if appropriate, Dry Fusion leaflets along with my card.

And NEVER run down the opposition. No one is a cowboy, but they may be inexperienced technicians. It may even be advantageous to praise, for example, a franchise, but then add that they may be commited to a system that will work brilliantly on, say, office carpet tiles, but be second choice for madam's Super Dartmoor Axminster.

To say that I have a conversion rate in excess of 90% suggests that I am good at selling. That's a load of bunkum  As most of my new leads are referals or recommendations, that puts me at a significant advantage over anyone else who may(or not) be invited to quote.

For those that feel intimidated by the quotation/selling scenario, it does get easier with practice to the point that it's easy to become blase about it if your not careful.

I don't charge to quote, but to cover my costs, the quotation will be @ 20p per sqM premium.

Safe and happy selling
Ken

[Kev Loomes]

Hi Sue

Dont know if it helps, but when quoting I find it helps to be smart (which you are, friendly (big smile) and knowledgable (which I'm sure you are).

Try being relaxed aswell (probably the most important bit), for sure have an agenda where you need to explain things but try inserting it with the custy's flow rather than yours - as it might appear to be too much. At the end of the day they like to ask questions so try and listen and give good informative answers. The bookings should follow.

Kens right - it doesnt sound good dissing the competition either. The vehicle, again is spot on, doesnt make a difference (unless its seriously falling apart LOL).

I'm sure you'll be raking it in soon so try not to stress about it

p.s. its good to show them a portfolio of various things, and to leave them a 'pack' with other bits and bobs so that they can read about it etc. This alone gives good conversions

[Shaun_Ashmore]

Tell them about your cleaning and what's special but remember don't expect them to know about cleaning chemicals and machinery so spell it out also a picture is worth a 1000 words get a portfolio of jobs done it will give you something to talk about and then give them the price.

Shaun

[Ian Gourlay]

The problem with turning up in a car is people think it is the vehicle ou turn up in when you clean therfore giving the image of the word i hate a COWBOY  operation.

I think the days have gone whe a Carpet Cleaning Fourtune can be made out of the back of  Mondeo,

Shame really as it keeps operatng costs down.


So if you turn up in your jeep or car  have pictures  your  Vans in your presentation presenter  or laptop presentation.

Do not forget to

Spend a lttle time on how nice garden , house is etc  ie ice breakers before  launching into presentation

Then a little  company history, how long established, satisfied clients , qualifications , method of cleaning etc

survey

sumerise

close   

Do not forget Petes How, why, what. here and when questions

[terryyy100]

.I think turning up in the van nice and clean and sigh written parked right outside the cust window defiantly makes a good professional look

[Phillip Mold]

I agree with the comments about the Van, I make sure it is always clean, and people notice.

Also wear overshoes everytime

Turn up on time, but do not be afraid to offer a window, e.g. between 4 and 4.30, people understand about traffice or job delays

If you run late, ring to say so, again people usually understand

Use and leave a copy of a written quote (I use the NCCA pads)


Fuss the dog or cat ( I often say dogs and childrren are my best friends!)

Chat! Find something to compliment the house on, e.g garden or isn't it nice and quiet here.

As soon as they say Yes, then "That leaves one question", "When" and reach for the diary.

PS, I get the job 82% of the time!

[mark shannon]

Agree with Terry and Philip a clean nicely sign written van, logo on shirt and quote all add up when trying to present a pro image.

However if they do not like you, which happens to us all occasionally, none of the above helps.

[The Great One]

Hi

Why not just park down the road, or just round the corner, then their impression is of you, not what you drive. This way you can go by push bike if you want?

I always make friends with the dog/cat, as if the pet trusts you they are inclined too (if they have one)

Regards

Martin

[ollie]

Put your  overshoes on in front of the customer before you enter the house, about 50% will  tell you not to bother but insist on wearing them. As soon as I am in the house or even before, I start a conversation totally irrelevant to carpet cleaning. comment on their nice car or caravan or  talk about their dog or cat.  If I spot a picture of  something i know about or a book etc i will talk to them about it. I always accept a drink if offered. When it comes down to the carpet or suite unless its trashed i always say something like " Its obviously a cared for carpet/ suite" Do all the tests you can whilst holding a conversation. I often get people asking when i can do it and I have to ask them if they want a price first! When Ive done a job i always keep notes of things they have told me about family etc so the next time I go I can look back at my book and when I arrive ask for example "how is Jon doing in Australia?" or whatever. I find then that when customers want another job they also remember me as Ollie and not a company.I get people ringing asking if thats the company that Ollie owns.  I have not got about 4 jobs in three years and I have a total lack of confidence in most situations but Ive always been good at engaging people in conversation and I think that is what gets people to trust you.

[garyj]

I do the same as Ollie, just be friendly and polite and look as good as you can without going over the top.

Doesn't matter what machine you have, what system you use or what car or van you turn up in, if you can't sell yourself and not getting bookings then you're in the wrong job. 

And definitely keep the tattoos covered up!

[Susan Dean (1stclean)]

thanks guys im going to ring a few friends off here for alittle more info and im looking in to getting a small little punto type van . for kncocking around in and priceing jobs

 people cant help seeing the jeep its a black dorge ram with chrome wheels so theres no hideing that ! its no rusty heap of poop maybe its a bit pikey looking ??

i was thinking of taxing my dads old spilt screen 1963 pannle van for quoteing in the summer its still got its the old hand painted sign writeing  on and ive got pics of him standing near it  when it was brand new!  maybe i should get a file made up with pics like this that again as just been fully reworked and is totaly mint people love seeing it and always talk about the old girl maybe a good selling point

anyway im not going out in the car or jeep anymore and im going to use a van , im not going to let this stop my as its got to be worth a try,  its only my time and im only going to calls with in 5 miles until i get it right

[Mike Osbourne]

Park the car up the road and see if things change. Bear in mind you may be leaking a lack of confidence because of your perceptions rather than them seeing the van. If you feel the van is a big part of what makes you gain the trust of a customer then this will affect your behaviour in front of custy.
 

[Susan Dean (1stclean)]

Park the car up the road and see if things change. Bear in mind you may be leaking a lack of confidence because of your perceptions rather than them seeing the van. If you feel the van is a big part of what makes you gain the trust of a customer then this will affect your behaviour in front of custy.
 

mike i never thought of that maybe im not doing it right because im out of my comfort zone and people are picking up on this ! mmmmm  that insresting never thought of that thanks

[Ian Gourlay]

I would read tips on Presentation  Selling etc talk to your friends and ask them howv they aproach customers  do not rush to by van just for qoutes, like the idea of you Dads Vintage van that creates an Icebreaker

trouble with Jeep is if you are selling ECo its a sign you are not a true believer

Us greenies notice these things

[MICHAEL_GAYTON]

put together a referral book (portfolio) with examples of training you done pic's of jobs before and after. referrals  from domestic and comm customers.you can do the old white towel test show the customer the soil.plus afew tests on fabric id etc.
mick
ps i carry a pair of crocs around to change into