How do you sell protector?

[Mikey P]

Learned this simple yet powerful method to convey to home owners, designers, furniture shops etc...

Very easy to carry a vile of pre-treated Qtips around.
Have the interested party dip both sides in coffee, wine or in this case, Balsamic Vinegar..

My son did this for a Estate Mangager yesterday..

Eyes wide open and a " I want THAT!" to the tune of some $2200 on site in FPA alone...

 

[PrimaDonna]

Cha Ching! MF just paid for itself from what you learned in that session.

 

[Cleanworks]

I usually tell them they won't get pregnant.

 

[Nate The Great]

My pull out game strong.....


We hardly push it but we do have some people who request it...

 

[D Luke]

Normally I mumble, "any interest in protector?" while being extremely careful to avoid eye contact.

Needless to say it works like a charm.

 

[Mikey P]

Sounds like you homies need better product..

 

[Jim Pemberton]

Demonstrations like the one above are very powerful.

For those who find selling protector a bit difficult, I will repeat a challenge that I've made several times here on MB over the years:

Use it yourself on some of your own belongings. If you haven't tested the product out yourself, and further, if you don't believe in it enough to protect your own carpet, rugs, furniture, etc with the protector you sell, you won't sell much.

Also make sure to test your product out on freshly cleaned materials. It won't be as much of a test of the protector as a test of how well you remove the residues of the products you use.

My carpet, rugs, and upholstery are protected, as are the carpets in my business and rental properties.

Yours should be too.

 

[SamIam]

Sounds like work to me Jim.

 

[Jim Pemberton]

Sounds like work to me Jim.

Imagine what my children went through being raised by me....

 

[J Scott W]

You are trying to sell a product / benefit that is invisible. People can't see protector on the carpet. They need to see the benefit. Demos of some kind are a must.

I like to demo on swatches of actual carpet. I think it makes the point of what could happen to their carpet with a spill.
Blotter cards, Q-tips, carpet swatches or whatever, but do a demo.

 

[Larry Cobb]

We use a different technique in the home;
Take a paper towel from the customer . (Bring a roll in case customer is out)
Treat half of it with a fast-drying solvent protector (used for demos). It will be dry in minutes.
Explain the benefits of protection to the consumer.
Test by pouring Coke into paper towel cupped in your hand.

Avoids the doubt of a pre-treated item.

 

[Onfire_02_01]

Brilliant! I like it.

 

[Mikey P]

Avoids the doubt of a pre-treated item.

everyone knows what a Qtip is made of, fabrics and carpet are another matter.

Paper towels get messy and take time that busy techs may not have.

 

[Bob Pruitt]

In the past we had the blotter paper with the product logo on it but to be honest I very rarely used them. I just told my Customer that we always recommend fabric protection after we clean because that would be the only time to apply this kind of protection, except when it was brand new. Now that it's clean Mrs Jones, this would be the perfect time to apply our... whatever protector to your furniture and or carpets. List a couple benefits- Better results from their own maintenance, increase the life of..., whatever the big points of value that you believe the Customer would benefit from based on the situation you see... kids, dogs, cat... husband. My presentation would take about 60 seconds and we would sell half of them some fabric protection even if it was just the bad traffic lane coming out of the kitchen. If you were friendly, professional, they like the job and have the money... you will have their trust... they will buy.

Just remembered this- The Customers that didn't buy with my very low key and friendly presentation... often, when I did their house the next time THEY would tell me before I even started on the cleaning... and this time we want the fabric protector! Happened a lot.

 

[Cleanworks]

A carpet sample is better if properly treated. The problem with q-tips or paper towels is that they give the customer higher expectations of what the product is going for them. Spraying protector on the carpet does not give you the level of protection of a q-tip dipped in protector. Same with a paper towel. Spraying it with a misting bottle, wets out the entire surface. Try doing that to an entire carpet. I use pictures on my phone of spotting attempts with and without protector as well as anecdotes of accidents involving protected. When I decide a customer needs protector, they rarely say no.

 

[Mikey P]

In the past we had the blotter paper with the product logo on it but to be honest I very rarely used them. I just told my Customer that we always recommend fabric protection after we clean because that would be the only time to apply this kind of protection, except when it was brand new. Now that it's clean Mrs Jones, this would be the perfect time to apply our... whatever protector to your furniture and or carpets. List a couple benefits- Better results from their own maintenance, increase the life of..., whatever the big points of value that you believe the Customer would benefit from based on the situation you see... kids, dogs, cat... husband. My presentation would take about 60 seconds and we would sell half of them some fabric protection even if it was just the bad traffic lane coming out of the kitchen. If you were friendly, professional, they like the job and have the money... you will have their trust... they will buy.

Just remembered this- The Customers that didn't buy with my very low key and friendly presentation... often, when I did their house the next time THEY would tell me before I even started on the cleaning... and this time we want the fabric protector! Happened a lot.

Word for word..

 

[Tom Forsythe]

One thing to remember is that there is no perfect protector. Attributes of protector include soil resistance, stain resistance, oil repellency and water repellency. No protector does all thing well. Also some fibers need some attributes of protector more than other attributes. In my opinion, nylon and wool fibers need stain resistance more than anything else. When a drink is spilled from 3 feet, water repellancy breaks down immediately. Olefin, polyester, triexta and upholstery need oil repellency more than anything else. Most protectors promote soil resistance. Water repellancy is a greater benefit for upholstery as spills are from a few inches and not a few feet. In short, to have a balanced protector program you need one protector with an acid dye resistor for stain resistance (nylon and wool)and you need another protector for water and oil repellency (upholstery, oleophelic carpet fibers). Also your techs need to believe in protector so make sure that you pay for their furnishings to be protected. Believe it or not, I believe that most techs are persuaded to sell protector by its performance that they can see everyday in their homes than by the money they make from it.

 

[dekeil]

Do not sell protector

Just add it to the price of cleaning

 

[hogjowl]

It's not hard to sell and you don't need gimmicky visuals.

But they do make the gurus feel important.

 

[Desk Jockey]

I find if you train the techs to shake their heads "no" while saying "You don't want to buy any of this do you?"

We sell less and don't have to worry about stocking product, owning sprayers and giving out commissions.

Life can be so easy if you just take the time to train your tech's the correct way to sell.

 

[MR CLEAN]

We use the saying you get free protection if we don't need to use any .

 

[Nate The Great]

I find if you train the techs to shake their heads "no" while saying "You don't want to buy any of this do you?"

We sell less and don't have to worry about stocking product, owning sprayers and giving out commissions.

Life can be so easy if you just take the time to train your tech's the correct way to sell.

Don't give out my secrets on how to pick up chicks.......It's true if you nod your head yes while asking the question, 8 out of 10 times they are game......

 

[Bob Pruitt]

It's true if you nod your head yes while asking the question

It's called the McCabe nod... very old but still works until they figure out they have been manipulated, sales technique of asking a question you want a positive response about ... You do want to keep Grandma's chair beautiful so it can be passed down for generations don't you? Slowly nodding yes as you ask. Same with no answer... You wouldn't want that chair fabric to get all faded under these bright lights here in the family room would you... slowly shake your head no. Politicians/ Preachers use these techniques constantly. No I don't use them.

 

[Desk Jockey]

I just always shake "no", its cheaper that way.


Say Anything... (1989)

Lloyd Dobler: I don't want to sell anything, buy anything, or process anything as a career. I don't want to sell anything bought or processed, or buy anything sold or processed, or process anything sold, bought, or processed, or repair anything sold, bought, or processed. You know, as a career, I don't want to do that.

 

[Cleanworks]

I just always shake "no", its cheaper that way.


Say Anything... (1989)

Lloyd Dobler: I don't want to sell anything, buy anything, or process anything as a career. I don't want to sell anything bought or processed, or buy anything sold or processed, or process anything sold, bought, or processed, or repair anything sold, bought, or processed. You know, as a career, I don't want to do that.

Sounds like one lazy sob wants someone to do his dirty work for him

 

[Desk Jockey]

 

[hogjowl]

 

[Jimmy L]

OH MY WORD THAT IS UNCALLED FOR!

 

[Mikey P]

 

[hogjowl]

Chavez is the problem.