Add On Sales on Carpet Cleaning Jobs

Add-On Sales on Carpet Cleaning Jobs

Technical skill, business skill and sales. Of these three, I say, sales are the most important. Without them,,,,,the rest doesn’t matter. 

Many start a business; get involved in technical skills and stop. You must be the best technician possible!  But consider this, many service business owners, with fantastic technical ability, are not doing well.

In my opinion, the list goes; sales, business skills and technical skill; in that order.

I have met thousands of successful business owners. They are usually good at running a business and selling. They, often, are not the best technical people.

It can take as much or more energy to get the work as to do it.The old saying, “Build a better mousetrap and people will beat a path to your door,” may be true…..after you sell it.

A person good at sales can do anything. Everything else follows. Of all the selling you will do, the most profitable is add-on sales. Overhead, hopefully, has been included as well as PROFIT.

If you’ve done work here before, it’s not if you will do work here but, how much?  

FACT: If you don’t promote all that you do, you will do very little of it. Most customers don’t ask for everything they need. They ask for the most obvious thing. They also don’t know everything you do, regardless of how many mailings and e-mails you’ve sent them.

FACT: If you sold all the services your customers need……you would, often, double and triple your business, without spending a dime. Position yourself as the consultant. You are there to help them. TRUST is most important .Only sell them what they truly need. There are enough, truly needed, services, to keep you very busy.

Use in-home presentations to aid in add-on sales.

Having been a flood, carpet, upholstery and flood technician, for many years, I understand why a technician may not do add-on sales, every time the opportunity arises. They want to get home before eight o’clock at night. They’re tired.
 

RULE: Get it on the schedule. If your tech has too full a schedule to do it today, encourage them to do add-on sales for the future. Give the quote, call the office and get it scheduled. Perhaps a sales commission? Commissions cost much less than advertising.   

Help your techs with what they should say and how they should say it. Don’t send them out “unarmed”. Let them present in a way that is natural for them, just make sure the content you want, is there.

Your customers know you and your techs. They like you or they wouldn’t have called you back.

Talk to them, help them, help yourself.

Every add-on sales attempt has a value. The attempts you make, the more you sell. It’s not necessarily the people with the highest closing % who sell the most; it’s often the ones who make the most attempts. The closing % gets better with practice.

Open your mouth and say. “something”  anytime your customer needs ANYTHING that you do.

Your add-on sales will increase, DRAMATICALLY!

                  MAKE MONEY!

                  Dennis Klager                                                                                                                                                                 

   IICRC Instructor