Author Archive
TOP TEN #4- Make MORE $$$ by “Booking LESS”
Posted by: | CommentsTOP TEN #4- Make MORE $$$ by “Booking LESS”
Posted on 21 February 2012.
WHAT? Make MORE Money(MMM) by booking LESS work? Uh-oh! “Steve has been sniffing the solvent spotters again!” But hear me out…
The first six of our SFS “TOP TEN Ways to Make More Money(MMM) from Each Job” absolutely will MMM for you! BUT most of them do require more (highly profitable) time to be spent in the home. So our MMM #4 tip is to on average …
Book one less job per day!
Whoa! Isn’t booking less jobs per day going to Make you LESS Money instead of More Money? No. Most carpet cleaners book their employees (and themselves) way too tight! This leaves little time to “upsell” additional services and even LESS time to DO the actual work you sell! So try this TIP next week: Simply restrain yourself from cramming in “just one more job” and my guess is you (and your technicians) will have:
1. More time to display a “sincere attitude of care and concern” with the home owner- SFS attendees learn that 80% of how the client decides if you did a “good job” or a “bad job” is based on how they FEEL about the person actually doing the work. So want to MMM on each job? Then slooooow down and deliver positive Moments of Truth that will create a Cheerleader customer. Once you have developed this Cheerleader you’ll have…
2. More time to “consult” with your client- Cheerleaders don’t need to be “up-sold”. In fact, they are eager to spend more money with your company IF they know about the services you offer. (I always loved watching a homeowner-technician relationship morph into a “caring consultation”.) Of course, you also need new clients and a great way to get them is to have …
3. More time to do “same day” and “next day” jobs- I always cringe when carpet cleaners brag about being “booked solid” three weeks out. Some of my best clients originally came to us when we “fitted them in” at the last minute. By leaving some “flex time” open each day we gained this “urgent business” plus we had …
4. More time for emergency water losses- It is all about fast response in restoration and if you are facing an over-booked week with 12 hour days well … enough said! And finally by not overloading your employees they will have…
5. More time with their families. Sure, techs want that big paycheck overtime brings in. But constantly overworking your people burns them out. So raise your prices, book them one less job per day and dramatically increase their “up-sell bonus”. The result? Everyone will MMM, your techs will have an “energy reserve” for emergency work and your clients will love you because … you and your people are spending more time on each job!
Steve Toburen
PS: Many SFS members originally questioned my sanity when I proposed this “Book One Less Job Per Day” concept! So go ahead! Beat me up in the comments section below…
Every week we share a timely, practical tip like the above. So if you’re not already signed up for these FREE weekly QuickTIPS, do so now.
Also new this week:
- New “Commercial Carpet Analysis” Form
- Is Best Buy dying?
- Cleaners AND restorers: Sell more protector!
- “How can I build up carpet cleaning in my janitorial business?”
- Class reviews from January, 2012 Tampa Bay SFS Seminar
Related posts:
- Pre-orient/ educate your carpet cleaning clients
- Help yourself by helping your client!
- What can I do when my client is “wrong”?
- How NOT to fix a client’s carpet cleaning complaint
- How can I get my carpet cleaning techs to upsell?
Article source: http://feedproxy.google.com/~r/SFSquicktips/~3/Jzmx54ICvus/top-ten-4-make-more-money-by-booking-less
Cleaners AND restorers: Sell more protector!
Posted by: | CommentsCleaners AND restorers: Sell more protector!
Posted on 14 February 2012.
We’ve been clicking off my “TOP TEN Ways to Make More Money (MMM) From Each Job”:
TOP TEN MMM Idea #10: Charge more.
TOP TEN MMM Idea #9: Travel smarter
TOP TEN MMM Idea #8: Get more efficient
TOP TEN MMM Idea #7: Pre-orient your clients on how they can buy more
TOP TEN MMM Idea #6: Offer “add-on services” that are “special niches”
Now for my “TOP TEN Smart Ways to MMM From Each Job” Idea #5:
Sell Protector (Duh!)
NEWS FLASH! “Re-applying” carpet protector is absolutely the fastest, easiest and best way to Make More Money from each home you clean. Check out our SFS tips below on HOW to sell more protector. But first a gift for our readers who primarily offer restoration services. (I’ve been neglecting you lately!)
A bonus “Restoration QuickTIP”: Always “re-apply” (and charge for) protector with the final carpet cleaning after a fire or water loss.
NOTE for restoration contractors: Did you know there is an Xactimate line item for protector application? Write it down! CLN-FCCPC (Depending on your location Xactimate currently allows $0.16- $0.20 per foot for protector application!) So how much money have you LOST by not automatically reapplying Scotchgard?
The easiest way to sell more protector at each residential job? JUST ASK as in, “Would you like me to re-apply the Scotchgard finish today?” Be honest now: How often do you kick yourself as you drive away? “Oh no, I forgot to ask her about Scotchgard!”
Here’s a few more MMM ideas with carpet protector:
1. Quote just one price INCLUDING the protector in your pre-inspection. Just calmly state: “The total price to clean and reapply protector will be …” See what happens! Remember it is easier to come down than painfully “sell up”!
2. When the home owner shows you a spot simply ask: “Do you remember if the last time you cleaned the carpets the Scotchgard was reapplied?” BINGO! (Now your “Scotchgard Question” will be percolating away in her mind!)
3. Include a FREE 12 Month “Spot and Spill” Warranty on every protector application. (Your protector sales will double but less than 1% of home owners will ever use the service!) Even better, offer your 12 Month “Spot and Spill Warranty” to retail carpet stores. Check out my John Mapes interview.
NOTE: Not offering Scotchgard yet? Get started with this killer offer on Scotchgard just for our SFS website users!
Steve Toburen
PS So what are your “protector selling” TIPS?
Every week we share a timely, practical tip like the above. So if you’re not already signed up for these FREE weekly QuickTIPS, do so now.
Also new this week:
- “How can I build up carpet cleaning in my janitorial business?”
- Class reviews from January, 2012 Tampa Bay SFS Seminar
- TOP TEN “How to Make More Money” #6: Develop “synergistic services”
- Groupon 2012: Is it for carpet cleaners?
- Can a carpet cleaner survive in a rural area?
Related posts:
- Give your carpet cleaning technicians the tools to sell more carpet protector
- Up-Selling Scotchgard on the Home Front
- Never “oversell” the Scotchgard application to your residential carpet cleaning customers
- Dramatically increase your carpet cleaning profits with this “protected with Scotchgard” question!
- So is applying Scotchgard protector worth the headaches?
Article source: http://feedproxy.google.com/~r/SFSquicktips/~3/JickEMDSfzM/cleaners-and-restorers-sell-more-carpet-protector
TOP TEN List Idea #6: Develop “synergistic services”
Posted by: | CommentsTOP TEN List Idea #6: Develop “synergistic services”
Posted on 07 February 2012.
Here are the four “TOP TEN Ways to Make More Money (MMM) From Each Job” we’ve covered so far:
TOP TEN MMM Idea #10: Charge more.
TOP TEN MMM Idea #9: Travel smarter
TOP TEN MMM Idea #8: Get more efficient
TOP TEN MMM Idea #7: Pre-orient your clients on how they can buy more
Now for my “TOP TEN Smart Ways to MMM From Each Job” Idea #6:
Find a “special niche” to offer when on-site cleaning the carpets.
In fact, this “synergistic service” might wind up becoming the “Tail that wags the dog”! Some add-on services are so profitable that they may become your primary business and you’ll offer carpet cleaning as a sideline! Here’s a few niche options …
1. Offer “Deck renovation”- With your truck mount’s high pressure washing capability you already have most of the equipment you need. Just add Jon-Don’s Advanced Peroxide Cleaner. Even I was impressed by this video.
2. Add “Garage concrete floor restoration”- You may already have your truck mount hoses running through your client’s garage. Why not clip in your spinner and ask the home owner, “Would you like me to do a free test area? Go ahead- pick out the worst area!” SOLD! Many of our SFS members are charging 75.00 to 150.00 to restore the “open areas” in a 2 car garage. Time required? 20 to 40 minutes- NICE! Check out this video of Big Billy Yeadon restoring a nasty garage!
3. Become a “Pet Odor Specialist”- Let your competition snarl and fight over the low-end carpet cleaning market. You can differentiate yourself by specializing in the high profit world of removing pet odor. Bill Yeadon dishes out the secret how-to in his Pet Problems? I Smell Money Special Report.
Remember, you “fly empty- you fly full”. So one of the best ways to “Make More Money” From Each Job is do more work while you are there anyway! One reason you’re not doing this now is because your client doesn’t know what you offer! (Just in case you missed last week’s QuickTIP!)
Steve Toburen
PS So what extra “synergistic services” do you offer to your customers? Please share your thoughts in the comments section below.
Every week we share a timely, practical tip like the above. So if you’re not already signed up for these FREE weekly QuickTIPS, do so now.
Also new this week:
- Groupon 2012: Is it for carpet cleaners?
- Can a carpet cleaner survive in a rural area?
- TOP TEN List Idea #7: Pre-orient your client on how to spend more!
- New Water Damage Customer Interview Form
- “How should I pay an outside sales person?”
Related posts:
- TOP TEN List Idea #7: Pre-orient your client on how to spend more!
- Adding this “Extra Services Check List” will promote carpet cleaning up-sells!
- TOP TEN List Idea #9- Travel smarter.
- TOP TEN List Idea #8: Get more efficient on the job.
- “Spinning for Profits” by renovating your customer’s garage floor!
Article source: http://feedproxy.google.com/~r/SFSquicktips/~3/kKm9WkD2THE/top-ten-list-idea-6-develop-synergistic-services
TOP TEN “How to Make More Money” #6: Develop “synergistic services”
Posted by: | CommentsTOP TEN “How to Make More Money” #6: Develop “synergistic services”
Posted on 07 February 2012.
Here are the four “TOP TEN Ways to Make More Money (MMM) From Each Job” we’ve covered so far:
TOP TEN MMM Idea #10: Charge more.
TOP TEN MMM Idea #9: Travel smarter
TOP TEN MMM Idea #8: Get more efficient
TOP TEN MMM Idea #7: Pre-orient your clients on how they can buy more
Now for my “TOP TEN Smart Ways to MMM From Each Job” Idea #6:
Find a “special niche” to offer when on-site cleaning the carpets.
In fact, this “synergistic service” might wind up becoming the “Tail that wags the dog”! Some add-on services are so profitable that they may become your primary business and you’ll offer carpet cleaning as a sideline! Here’s a few niche options …
1. Offer “Deck renovation”- With your truck mount’s high pressure washing capability you already have most of the equipment you need. Just add Jon-Don’s Advanced Peroxide Cleaner. Even I was impressed by this video.
2. Add “Garage concrete floor restoration”- You may already have your truck mount hoses running through your client’s garage. Why not clip in your spinner and ask the home owner, “Would you like me to do a free test area? Go ahead- pick out the worst area!” SOLD! Many of our SFS members are charging 75.00 to 150.00 to restore the “open areas” in a 2 car garage. Time required? 20 to 40 minutes- NICE! Check out this video of Big Billy Yeadon restoring a nasty garage!
3. Become a “Pet Odor Specialist”- Let your competition snarl and fight over the low-end carpet cleaning market. You can differentiate yourself by specializing in the high profit world of removing pet odor. Bill Yeadon dishes out the secret how-to in his Pet Problems? I Smell Money Special Report.
Remember, you “fly empty- you fly full”. So one of the best ways to “Make More Money” From Each Job is do more work while you are there anyway! One reason you’re not doing this now is because your client doesn’t know what you offer! (Just in case you missed last week’s QuickTIP!)
Steve Toburen
PS So what extra “synergistic services” do you offer to your customers? Please share your thoughts in the comments section below.
Every week we share a timely, practical tip like the above. So if you’re not already signed up for these FREE weekly QuickTIPS, do so now.
Also new this week:
- Groupon 2012: Is it for carpet cleaners?
- Can a carpet cleaner survive in a rural area?
- TOP TEN List Idea #7: Pre-orient your client on how to spend more!
- New Water Damage Customer Interview Form
- “How should I pay an outside sales person?”
Related posts:
- Adding this “Extra Services Check List” will promote carpet cleaning up-sells!
- TOP TEN List Idea #7: Pre-orient your client on how to spend more!
- “Spinning for Profits” by renovating your customer’s garage floor!
- Should carpet cleaners advertise in the “services section”?
- How to skillfully pitch your commercial carpet cleaning services
Article source: http://feedproxy.google.com/~r/SFSquicktips/~3/kKm9WkD2THE/top-ten-list-idea-6-develop-synergistic-services
TOP TEN List Idea #7: Pre-orient your client on how they can spend more!
Posted by: | CommentsTOP TEN List Idea #7: Pre-orient your client on how they can spend more!
Posted on 31 January 2012.
Over the last three weeks we’ve covered three of my “TOP TEN Ways to Make More Money (MMM) From Each Job”:
TOP TEN MMM Idea #10: Charge more.
TOP TEN MMM Idea#9: Travel smarter
TOP TEN MMM Idea#8: Get more efficient
Now for my “TOP TEN Smart Ways to MMM From Each Job” Idea #7:
“Pre-orient” your customers on how they can spend more with you. In other words, quit depending ONLY on your always-running-late technicians (or you) to sell more.
So here’s a few “client pre-orientation TIPS”:
1. Pre-send your “list of services”- During the initial call ask your customer if you can email them a “How to Get Ready For Us” check list. Include a list of links to your services back to …
2. Your website’s information. Remember your customers can’t buy if they don’t know! So have a menu of all the add-on services you offer. And don’t forget the old reliable …
3. Truck lettering. Sure, it may not be as sexy as a gleaming new website! But having all your commercial vehicles (and maybe your private ones!) professionally lettered is a great long term investment.
HINT: The new “wraps” can be either fantastic marketing tools selling an emotional message OR just an expensive unreadable mish-mash! Remember, just because you CAN splash something on the side of your truck doesn’t mean you SHOULD! (Sounds like a good topic to explore in a future QuickTIP!)
Steve
PS So how do you let your customers know about ALL the services you offer?
Every week we share a timely, practical tip like the above. So if you’re not already signed up for these FREE weekly QuickTIPS, do so now.
Also new this week:
- New Water Damage Customer Interview Form
- “How should I pay an outside sales person?”
- TOP TEN List Idea #8: Get more efficient on the job.
- To solve problems: “Less can be more”
- Steve Jobs versus the Google Boys
Related posts:
- TOP TEN List Idea #8: Get more efficient on the job.
- TOP TEN List Idea #9- Travel smarter.
- Adding this “Extra Services Check List” will promote carpet cleaning up-sells!
- How to easily get your carpet cleaning client’s e-mail address
- Pre-orient/ educate your carpet cleaning clients
Article source: http://feedproxy.google.com/~r/SFSquicktips/~3/r85gV1xkx7g/top-ten-list-idea-7-pre-orient-your-client-on-how-they-can-spend-more
TOP TEN List Idea #8: Get more efficient on the job.
Posted by: | CommentsTOP TEN List Idea #8: Get more efficient on the job.
Posted on 24 January 2012.
Today’s tough economy means you gotta be smarter than ever in business. And you need to make MORE (not less) money from each client. Combine these two statements and ta-dah!
Welcome to my TOP TEN Smart Ways to Make More Money (MMM) From Each Job List! So far we’ve focused on …
TOP TEN MMM Idea #10: Charge more.
TOP TEN MMM Idea #9: Travel Smarter
So now for my “TOP TEN Smart Ways to MMM From Each Job” Idea #8:
Get more efficient in your work routine.
And as usual here’s a few random QuickTIPS on how to improve your job efficiency:
1. Organize your truck. “A place for everything and everything in its place.” Place items according to a logical “hierarchy of needs”. Spend some time planning this out- then meditate some more. More frequent use means the items get placed closer to where you access the vehicle..
2. Install professional stainless steel shelving. Sure- it’s expensive. BUT remember it is more efficient space wise than you banging something out in ¾” plywood and is much more professional looking. Plus good stainless shelving will last much longer so it can be amortized over many years. Your investment in efficient storage literally will be just pennies per day! (By the way, I don’t sell “stuff” in my job at Jon-Don.)
3. Label everything. Sure, YOU personally may know where everything goes. But a label maker is a cheap way to add accountability for you, let your part time helpers know where things go and everything neatly labeled will impress your customers.
4. Never an empty hand or trip. Write out a list (yes, even if you are an owner-operator!) of what items you will carry up to the house on each trip. Also as soon as possible on each job start carrying things back out with you on each return visit back to the truck. Always make each trip with both hands full!
5. Chemicals are your friends. Your biggest expense will always be labor. (Don’t forget your own time is the most expensive of all!) So use quality chemicals that let you clean faster and you will MMM on each job!
Steve Toburen
PS Please share your “efficiency tips” in the comments below. Remember- “we’re all in this together!”
Every week we share a timely, practical tip like the above. So if you’re not already signed up for these FREE weekly QuickTIPS, do so now.
Also new this week:
- To solve problems: “Less can be more”
- Steve Jobs versus the Google Boys
- TOP TEN List Idea #9- Travel smarter.
- “How much per square metre should I charge?”
- PROFITABLE property management accounts- guaranteed!
Related posts:
- TOP TEN List Idea #9- Travel smarter.
- Save money and time by simply and easily measuring your carpet cleaning chemicals.
- Efficiency and safety through labels
- Swap out gallon jugs instead of refilling them
- “Becoming more efficient and productive”- Spring Stuart-Walker
Article source: http://feedproxy.google.com/~r/SFSquicktips/~3/dMVCeV5vdRg/top-ten-list-idea-8-get-efficient
TOP TEN List Idea #9- Travel smarter.
Posted by: | CommentsTOP TEN List Idea #9- Travel smarter.
Posted on 17 January 2012.
Last week we started my “TOP TEN Smart Ways To Make More Money On Each Job” (MMM) with the deceptively obvious #10- “CHARGE MORE” along with a tip on how to fight back against those “dirty, rotten price shoppers”. (Who many times don’t remotely care how much the cleaning costs!)
Our next TOP TEN idea is another often-ignored beauty- TRAVEL SMARTER! Many SFS graduates tell me they spend MORE time driving (unpaid!) than they do actually cleaning carpets! So increase your wand-to-the-carpet time and automatically you will MMM on each job! How to do it?
First, be “travel conscious”. Instead of asking people to pick the date they want the work done look first for a day when you will be in their area anyway. Then offer this date as the first option. “So Mrs. Jones, I see we have an opening near your Northville neighborhood on Wednesday, the 12th. Would that work for you?”
If the client insists on a certain day remind them about your unique …
“Neighborhood Discount” program. If a client lines up additional neighbors that can all be done back-to-back in one day every home owner gets a 15% discount off your normal pricing.
Trust me- add up all the gas, vehicle wear and tear and travel time you will save and you will MMM even after this 15% Neighborhood Discount. Plus you will now have some very motivated Neighborhood Cheerleaders shamelessly promoting your services to ALL their neighbors for their next cleaning!
Steve Toburen
Next week’s TOP TEN MMM Idea? “Get efficient”.
PS So what “travel tricks” have you got up your sleeve? Share them in the comments section below.
Every week we share a timely, practical tip like the above. So if you’re not already signed up for these FREE weekly QuickTIPS, do so now.
Also new this week:
- “How much per square metre should I charge?”
- PROFITABLE property management accounts- guaranteed!
- TOP TEN: “Make More Money From Each Job”- By charging MORE!
- 2011?s TOP Six Articles!
Related posts:
- I can’t travel but I REALLY need SFS! HELP ME!
- Adding this “Extra Services Check List” will promote carpet cleaning up-sells!
- Can I charge a premium for after hours commercial cleaning work?
- Is “massive discounting” a sign of panic or just smart business?
- So should I ask to put up a carpet cleaning “yard sign”?
Article source: http://feedproxy.google.com/~r/SFSquicktips/~3/38gREXiVB7I/top-ten-list-idea-9-travel-smarter
TOP TEN: “Make More Money From Each Job”- By charging MORE!
Posted by: | CommentsTOP TEN: “Make More Money From Each Job”- By charging MORE!
Posted on 10 January 2012.
There are only three ways to put more NET profit in your pocket- A) cut your expenses, B) book more work OR C) make more money from each job. Even better, do all three!
But my winner for the quickest, easiest Route to Riches is “C”: Make More Money From Each Job! So for the next ten weeks I’ll be counting down my TOP TEN! Drum roll please for #10 of the “TOP TEN Ways to Make More Money From Each Job”!
More Money Concept #10: Charge more!
Well, duh! But wait- did you set your prices like I did in the beginning? You “called around” and then charged LESS than the “going rate”! Do you really want to make LESS money than your competitors? REALLY???
In the SFS seminar Chuck Violand teaches “Pricing for Profit” based on the true cost of doing business. (You will be shocked!) But my “short-cut pricing method” was “Steve’s Point of Pain Pricing Test”. If my prospects routinely gasped, “Ouch! That is a lot more than I paid the last guy! But my friends all say you are worth it …”
Bingo! Remember, THERE IS NO VIRTUE IN POVERTY! (Trust me, most previous clients will never comment on your new higher prices.) But what if you get hit with the common “smokescreen price objection” as in: “I don’t know … let me check with my husband and get back to you.” Simple! Just immediately reply with this week’s TOP TEN TIP #10:
“I understand, Mrs. Jones. But while I’m here let me ask you- does the way I have this work order written meet your projected budget?”
Once Mrs. Jones admits: “Well, it IS a bit more than I was expecting” you can start whittling away at the scope (Such as cleaning only the “open areas” instead of moving the furniture, etc.) until she says, “That sounds OK.” Great! “Charging more” means you’ll be Making More Money From Each Job!
Steve
P.S. Next week’s TOP TEN “Make More Money From Each Job” Concept #9: “Travel smarter”.
Every week we share a timely, practical tip like the above. So if you’re not already signed up for these FREE weekly QuickTIPS, do so now.
This week’s FOCUS: Lessons in Leadership
“The 20 Foot Rule”: Improving relationships.
The two BIG responsibilities of a good leader …
The “Lone Ranger” Rides No More (Part I)
Which type of carpet cleaning business “boat” will you choose to sail on?
How to reverse “Owner Arrogance”
True leaders are willing to take the hit. Are you?
Feeding your carpet cleaning troops …
Solutions for an ADHD owner or manager!
Download: Avoiding the Road In-Between
Download: The Customer Comes Second
Also new this week:
- 2011?s TOP SIX articles!
- QuickTIPS: A monthly breakfast brings your team together
- Moment of Truth Restoration Checklist
- Donley Services “cleans up” in St. Louis!
Related posts:
- How can I raise my carpet cleaning prices without losing clients?
- How do they make money at 7 cents per foot?
- Show me the big, easy money …
- Less trips out to the van = more efficiency/money in your pocket!
- Make rescheduling easy for your repeat carpet cleaning clients
Article source: http://feedproxy.google.com/~r/SFSquicktips/~3/Tsyc_kCjkek/top-ten-make-more-money-from-each-job-how-to-charge-more
