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I am looking to increase my sales in the homes. I am selling protector ($.15) and spotters in most homes. I reduced my spotter to $11.95 from $16. I was not selling much at all and when I reduced my price, I am selling it at 90% or more of the homes. I am wandering what else can I sell to my customers. Something that I can offer as an “upsize” or additonal services. Any sudjustions?
Andrew,
Sounds like your doing great. Notice the upholstery and give a bid if time permits or to schedule for another time. If you have time, you might offer a discounted price to do upholstery or hard wood floor while your there. It sounds as though you have most things covered.
How in the world are you guys having time during a job to try to upsale upholstery or flooring? I barely have enough time to get to the next job on time.
Ron, it sounds like you are where I was the last couple of years. Time to hire perhaps? Or, reduce your advertising budget.
Ron, Time to Hire help.
Andrew, I’m a big proponent of including protector in everything you do and not as an upsell.
For instance, my local Chem Dry competitors are charging approx 25 cents per sq ft and upselling protector, like you are, for about 12 to 15 cents. I’m sure they get some takers on the protector, but I know they don’t get it as often as I do–100% of the time.
My rate is 30 cents per sq ft and protector is always included. This way I’m competitively priced, however, I’m giving the customer a better value. I’m making an extra 5 cents on every sq ft that we clean and it doesn’t give the customer the opportunity to say no. Also, by giving the value added service, we feel that it helps our retention rate. When our customers compare apples to apples, we’re a better value.
When we started including protector, our average job went from approx. $145 to approx. $180 without having to upsell anything.
Andrew,
I hope all is well in Harrisburg. I have been slow to market (van is on its way) yet as you and I discussed in training I am advertising packages – Silver, Gold and Platinum.
I offer the anti-bacterial and pet smell removal in the Gold package and include protectant in the Platinum. I try to incoportate as many of the solutions into package options as possible. Customers must see a need. Do they have pets? Children? Push the sanitation, allergenic angle. New house or new furniture? Push the benefits of prolonged life of carpet with protectant.
I also have single add-ons yet each customer is different. I charge 35 cents a sq/ft or $49 a room. When someone asks about upholstery I ask questions before giving them a quote and if they are on the fence I informed one customer that I was running a September special of 10% off if upholstery cleaning is $150 or more. I got the job. Total job was $420 plus.
I came up with some great Yellow Page ads that hit the market in November. Give me call sometime (267-625-6665).
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