Rob...Do you sell a doormat like my Friends at Stanlee??My techs are paid commission. Yet often I see them leave money on the table. I have to drill it in their heads. Some get it,some don't. But as business owners we need to "make every job count". A lot of work and money goes into turning a lead into a paying client,from the phone call to the appointment to actually showing up at the door. Here are 5 ways cleaners leave money on the table;
1) Protector - So many cleaners NEVER ask clients for protector. Why? Blows my mind. I figured out why though. They don't believe it works. To sell something you must believe in it. If you don't believe it then the client sure isn't going to either. So what can you do? You must convince yourself.But how? Get a good brand protector. Get some paper towels and treat one piece. Run it under water. Then dip it in juice or wine. It should repel. And then you just make samples and show the clients. Here is the clincher,ask them this magic sentence..."Mrs Jones,would you like me to replace your protector for you today?" So ask,then make them believers and make more money!
2) Pet Urine - If you don't have a UV light by now then you are missing out. A good,high quality UV light is like an ATM machine. When clients see urine stains they want a solution and fast. That's your job to solve their problems. You should have a few stages of urine treatment. You should have proper deodorizers,a sub extraction tool and a little bit of padding around. Stage 1 we charge 75 for. Stage 2 is half the price of cleaning and stage 3 is 1-3x's the cleaning. See why I call the UV light an ATM machine?
3) Tile & Grout - More homeowners are moving to hard surfaces than ever. You better be moving towards it too. It's so easy to add 100-200 to a cleaning ticket. Like I said,work them a package deal. Start off by offering a free demo in the kitchen. Whip out that spinner and clean a small area and watch her eyes light up. Offer a package price,clean it and collect big check! (If you have good chems (like Tilemaster) you DON"T need a spinner,high pressure or high heat.)
4) Furniture cleaning - It amazes me how many cleaners never even suggest furniture cleaning. I always do. Your already there. Work them a package deal. But first show them the benefits. How? Demo again. Take a damp towel and some home spotter. Rub against the areas like arms and head rests and show the client. You and her will be amazed. Mention how soils,oils and bacteria builds up. You will see your furniture sales explode!
5) Rug Cleaning - Area rug cleaning has a larger curve but it's still not rocket science. So many are scared of them but let's face it. They don't have the fancy rug cleaning equipment in the Middle East. They just lay the rugs on an incline,get some soapy detergent and scrub a dud dub. You really don't need to do much more except when you have urine. Of course you must test the rugs and use a dye stabilizer. But then just like a toilet,flush it,clean it and dry it. Collect check. Best to take to your shop or coop with a shop that specializes in rugs. But it's no sin to clean a rug top down. Just have some good chems on the truck,cut the heat and pressure down and get her done!
This is just 5 areas. There are many more like carpet repairs,water damage,garage floor cleaning,wood floor restoration,duct cleaning,color sealing and much much more. Now don't get me wrong. You should never oversell. Just suggestively soft sell. Don't let fear take over. Just ask at every job. Absolutely NEVER oversell,be aggressive or have a bad demeanor. If so you will never be back. People want to be sold "useful" services. Never sell something someone doesn't need. If you can prove to a client they need something then they are more apt to buy it.
Remember these two sayings;
1) Timid salesman have skinny children
2) A presentation without a demonstration is just a conversation.
Think of these and never leave money on the table again!!