I just get frustrated from the guys(esp. the newbies) that think they are carpet cleaners. Just a step up from janitor.
But in reality this business is really sales and service.
When you go into the job look around there is money all around. Just waiting for you to ask for it.
For those intimidated by selling think of it as helping your clients.
You are the expert to help solve their household problems!!
It saves you client money to get more done while you are there, than to come back and start with an minimum charge all over again.
It take almost no time at all to clean a few more bedroom traffic areas!
You are doing a disservice to let your customer put up with all that soiled furniture sitting on the carpet you are cleaning.
Offer your protector to every client. Even the ones that have carpet that looks like crap. It is their decision to make. Don't make it for them beforehand.
Remember that protector will save your client money by making it last longer.
A really easy sell for carpet protector is to say "do you want it on the entire carpet or just in the traffic area. A guarantied sell either way.
While you are their talk to your client about how important it is to have regular carpet maintenance. That regular cleaning will make their carpet look better, last longer and provide a healthier home for their rug rats or grandchildren.
Be a helpfully expert and friend for your clients and they will be faithful to your company for years to come.
Hope I didn't ramble too much,
Dave-