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Hi all, I’m not the most outgoing person so I don’t always do a good job of selling. One of the main things I run into is when someone calls and asks about our process they can’t believe that we do a good job when we don’t have any form of suction or extraction. Honestly I found it hard to believe when I started as well.
So anyways my basic speil is, “We use a low-moisture system that allows the carpets to dry in an hour. We use a tenth of the moisture a normal steam cleaning system uses. We spray our solution down, that helps break up any dirt and stains in the carpet and then we come in with our buffer and absorbent pads and that pulls the dirt and moisture out of the carpet.”
People seem to still be pretty skeptical though after I’m through.
Another thing I run into is when talking about Pet Stains and saying that we have to use our extractor, it seems like people are thinking, “If they have to use an extractor on the hard stains, wouldn’t it be better for me to use a normal steam cleaner that uses an extractor on everything?”
So anyways, with all that said, I’d love to hear some of your alls selling speil. Are there any aspects you draw attention to? Any that you gloss over?
Extraction – “We use a very absorbant cotton pad to EXTRACT the dirt and moisture from deep within the carpet fibers, leaving your carpet dry within an hour!”.
Pet urine – “We need to locate and isolate each spot, flush with water, treat with our pet urine enzyme, extract each one individually and rinse with a deodorizer”. This is why we need to charge this amount.
Red dye – “We will first need to rinse any chemicals from the carpet that you may have used to avoid any chemical reactions, totally dry the carpet, treat with our dye remover and then rinse. Mrs. Jones, this process is very time consuming, but our product works very well. And by the way, If I fail to remove the spot, I won’t charge you.
You normally don’t need to get into great detail. Sound smart and that will comfort them.
I sometimes like to mention that “Heaven’s Best is a franchise with over 1500 owners like myself in the United States, Canada, England and the Bahamas and we are the worlds leader in low moisture carpet cleaning”(not sure if the world leader part is true but it sounds impressive).
If this doesn’t clam them up, I tell them that I received the 2007 international operator of the year award.P.S. – If your going to spread bull crap, make sure you smell good!!
Extraction is far superior to HB system in some cases. In my opinion HB does not clean as well when carpets are not maintained properly. The other day I cleaned some carpet and used new pads and still had to finishing towel the room several times, the pads just don’t do the job.
I don’t really have what I would call extraction capability so I just had to use a ton of pads and towels. That is a case where HWE would have been nice. As far as a speel, you can’t convince some people that low moisture is the way to go. In my ad that is coming out I stated we are a greener cleaner, you know no engine running while we clean…We will see what that does..GOOD LUCK
We have a few employees who have worked for servpro, stanley steemer, rainbow, and other companies. One of them had a Butler truck mounted system – supposedly the best truckmount in the business. All of them are amazed by the results they get with our system. They all say that the results are as good or better than their experience with extraction. Having said that – there will be some situtations that require extraction.
What we tell people is that focusing on process is not as important as choosing the company you want to work with. A bad technician will do a bad job with either process, and a good one will do a good job. If there is a problem, a good company will stand behind the work, a bad one won’t. We emphasize the fact that we do a great job, and stand behind our work.
When talking about the benefits of our process, we say it’s water based and safe for pets and children – so you get the quality cleaning and safety of a water based solution with the quicker dry times of a solvent based chemical dry cleaning. Best of both worlds.
Just be confident in your delivery and that is what the customer will hear.
Happy selling.
Jim
I agree with Jim. My employee worked for Stanley and others, and although there are situations I would definitely recommend a truckmount, it all comes down to the guy doing the work. We come across trashed carpets and I ask him how a truckmount would do. His reply is usually that it would be faster, but would still look awful.
If a customer asks why they should use our company, my response is “because of me”. I then tell them why I’m better. Sure we have great products,etc. but if they aren’t used correctly, the carpet still will not look good. You are the reason why your Heaven’s Best is the best carpet cleaner in your area.
Great answer Mr Devlin!! I agree whole heartedly!
OK
So I’m not sure what I’m doing wrong but I did just what Dave Devlin said when I was asked why they should use Heaven’s Best I said
“Because Dave is the Best” and she said, “Who the heck is Dave” and I said, “Some guy in Colorado” and she said “well that’s nice but we are not in Colorado” and I said “Good point” and she said “good Bye”a little help here……
To whom it may concern:
I have owned and run a truck mount system, Chemdry, and the Heaven’s Best system (of course the best, that’s why I’m involved.) I’ve been in the cleaning business since Feb 1st, 1982. (before some of you were born) You can use a buffer pad after a truck mounted system has cleaned and get more dirt & moisture out. When I owned a truck mount and HB system at the same time, on bad jobs, I did the truck first then followed it by the HB system. After charging twice as much on these bad jobs, and six months of research, I sold my truck mount. The HWE is not the answer. The answer is to get yourself trained with all the HB products. There is a reason for all of them. As your knowledge of the products increase, so does your confidence. With a strong confidence based on knowledge, nothing will stop you from success. Nothing. The grass is not greener some where else. We are the greener pasture others are looking to.Note: No one has paid me to say this, I am not running for any office, and I approve this message.
Dirtbag,
She took the advice and called me. I have her on my schedule for next week. Is it ok if I clean in your territory?
I concur with Jim. I bought out a steam cleaner, before I switched over to HB, and I can say without a doubt that I can get more stains out of the carpet with the Bonnet method, and keep them out.
I actually did side by side comparisons in duplexes, with the landlord watching. The results speak for themselves.
Another important thing is, what ever you do… do it with confidence.
People can tell when your unsure of yourself.** Park your van down the street, and hire a steam cleaner to come clean 2 rooms in your house. After he leaves, clean the rest of your house and compare the difference. After that, clean those 2 rooms with your equipment. You will see the difference.
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