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I have a question for Brian Sutton, and thanks for your presentation in Las Vegas seminar. You stated you sold Fabric Protection to pretty much 100% of your customers. Now I see the benefit to you, But I don’t see the benefit to say a renter moving out. What am I missing here ?
John,
You’re right, the renter has no advantage, but I do. My advantage is my first priority. I will quote a price to a renter and not even mention that the price includes protector. If they are just price shopping, they will find someone way cheaper than me even without protector in my price. I very seldom clean for a renter moving out because they could care less about the quality of the job, all they want is minimum cost and an invoice that they can show to the landlord/manager that they had the carpet professionally cleaned. If the landlord is paying the bill out of the renters deposit, they then become the one that can gain from the protector. The few customers that I lose the protector sale to is the home sellers not wanting to invest. I have found it best to not tell them protector is included in the bid, therefore, not giving them the option. So far this year, we failed to protect only two homes. Hope this helps. If you, or anyone else wants to call me, feel free. 641-330-3249FYI,
Just so you know, Brian feels, as well as many others feel that if it’s worth cleaning , it’s worth protector. If they don’t care what the job looks like when it’s done, we don’t care to do the job. I realize when you are starting out, you need all you can get. ($ & experience) For those that have been in long enough to pay the bills and then some, really desire only the customer who cares about quality and can afford it. I hope this helps.We decided to put protector in our prices at the beginning of January. I have put protector on every job since we made the decision. I even sprayed a womans cat by accident. (You should see the rain run off that cat’s back.) Just quote the customer the price with protector and if they want it they will agree. If not they are price shopping like Brian said, and it does not matter.
JamieThat’s great! Hey it’ll help keep the cat clean – ha! I too have started pricing everything with protector included. This pricing point helps keep you in the kind of clientele you’re looking for – and it makes your time “worthwhile”. We all need proper motivation. Knowing you are receiving decent pay motivates you to do your very best work!! There’s nothing wrong with making money! I am amazed at how much easier it is to clean for repeat customers who utilize protector. I am also quoting all commercial work with protector from now on.
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