Shoppers

[TimP]

All you can really do is try to describe what kind of value you're giving the customer and educate them so that they know what they would be getting in comparison to the competition. That way when they call the next company they can ask the questions that they should be, so that they know what they are getting for their money. If someone is shopping price and that's all they care about there isn't nothing we can do, but if someone is trying to figure where the best quality for their money and is willing to be educated and may want the best but didn't know it was out there for a little more money you have your chance and you'll probably close the deal righ there.

Keep in mind you don't want the cheapskate anyway, or the poor. They are usually not worth it at all to work for, and that's why we smart cleaners don't market to them.

 

[tim]

You could ask them some questions about their carpet and tell them that based on what they are telling you, it will require an in-home inspection. That will weed out the price shoppers. If I think they are legit but dont know what else to ask, I describe our 12-step cleaning breifly, highlighting the most important benefits such as clean, stays clean longer, dry when we leave. I build the value in our service then I give them an estimate if they still insist, leaving a $50 range. If I dont think quality is important to them, I only offer in-home inspection. A plumber or hvac man wont quote over the phone, why should you?

 

[breathe72]

We dont even sweat the shoppers.

Let em shop.

Present your package professionally over the phone, build value, find out what is important to them by asking qualifying questions, and direct them towards an appointment by asking closed-eneded, 'east-west' questions:

"Were you looking for this week or next week?"

"Were you thinking morning or afternoon?"

If they still need time to "think about it", then they are going with someone cheaper or we missed something in our presentation.

If you are in the yellow pages this time of year, your phone has been ringing all week already, and like someone else on this thread mentioned, the occasional price shopper won't matter as much and we are glad to let em go.

Mention Paramount Carpet Cleaning for a good price.

 

[Rex Tyus]

How do you guys deal with people that shop ya? Do you know when you're being shopped. Do you just give them a price right away? What do you do ?

If any of the other local cleaners want to know what I charge they just call me up and say "Rex how much do you charge for xxx" and I tell them. We all get along pretty well around here.

 

[Ron Werner]

I've got no issues with shoppers. Most guys in town already know that my price is higher. One of them even told a client of mine, "I can do it in half the time and for half the price and get it just as clean" and of course I've already prepped my clients by telling them that there are cleaners in town that will clean the carpet in half the time and price, BUT you will not get the same job. You get what you pay for.
I'll even refer guys that don't charge as much if price is an issue.

 

[joey895]

Honestly I want my competition to know my price. I don't see why you wouldn't unless you are going for the low price market. Maybe it'll give them the courage to raise their prices and that would benefit us all.

 

[Rex Tyus]

Honestly I want my competition to know my price. I don't see why you wouldn't unless you are going for the low price market. Maybe it'll give them the courage to raise their prices and that would benefit us all.
_________________

Well said Joey

 

[TimP]

Rex is my main competitor in my area. He knows what I charge and I know what he charges. However I may not know what he charges for all discount situations I do however know his regular residential rate. And I'm in line with his price. I feel it's better to have competitive pricing instead of trying to be cut throat. In fact I hope he raises prices so that I can. Then it comes down to service and that's what we are in the business for.

 

[tim]

Odin, T, or whatever you want to be called. The 888 number you listed is a recording done by my twin brother that passed away 8 months ago. In honor of his memory, I have left that message in place but I haven't used that number in over a year. It was a temporary project to try a Dan Kennedy (JP) marketing method. It worked ok but overall, the fact that we are the best cleaners in the area seems to speak for itself. Our cards have been redesigned and updated by Wayne. If you ask real nice I may send you one.

 

[hogjowl]

You bunch of hacks are obviously not ICS approved cleaners!

You never give a price over the phone.

 

[White-Magic rebuilder]

Try this. It works. If they ask price "HANG UP ON THEM". Repeat this until they get the point. They will sense your value and set up or move on.
Hold top dollar!