ok i am sure these have been covered many times in the past, but i Searched and couldnt find.

1) when talking with new prospects, most ask what method of cleaning we do. how do yall handle this? seems most ppl know and like the idea of HWE (though i could be wrong on that depending...). how do yo usell them on putting a product down, agitating it in with Cimex / Rotary, and then leaving?

which leads me to my next question:

2) if / when some prospects ask what happens to the soil / cleaning agent left behind, what do you tell them exactly. i understand it is vac'ed up by their janitorial staff, but how exactly do you inform them of this if they want to know?

thanx for all the help!

--- Derek (saving up for his Cimex)

Derek,

When you take your car into the shop for service, do you ask the mechanic whether he uses Craftsmen wrenches or Snap-On wrenches?

I'm guessing that you don't care what kind of wrenches the mechanic uses.

But if you got a group of mechanics together, I'm sure their tools would be a hot topic. Just like us.

However, when it comes to our cars, you and I only want it to be repaired properly at a fair price.

So rather than filling your customers head with information they don't care about (i.e. tools) ... sell them CLEAN CARPET. Isn't that what they really want from us?

My sales approach focuses on the end product, CLEAN CARPET & GOOD SERVICE. I do not belabor the point of how I will achieve that.

I will give them a small amount of information about my cleaning system, the marketing material that you see on this site is sufficient to accomplish that.

But what I really SELL them on is my company, and the good service experience they can expect to receive.

I sell them on the pleasure of having clean carpet.

I sell them on a longer carpet life cycle.

I sell them on no more recurring spills.

I sell them on clean carpet day-in day-out.

I sell them on our timely, professional, courteous service.

I sell them on our guarantee.

I sell them on me.

And if the discussion shifts to "METHOD". I am all to happy to tell them about our aggressive scrubbing machine. I'll describe how it can deeply clean the fiber safely. I'll also tell them about the exciting new chemistry we're using.

And then I go right back to selling them on the stuff that really matters to them, CLEAN CARPET & GOOD SERVICE.

Derek, I appreciate your concern. I also was concerned when I bought my first Cimex and rolled it into my accounts. I too was worried that they would see that there was no extraction and complain. --- GUESS WHAT? My concerns were unfounded. It never happened. Instead, I got comments like this "wow you got a new machine, that looks impressive". And then they got to see the results!

So stop worrying.
This system was born for commercial work!




Rick Gelinas

Most commercial accounts don't care how you clean it, so long as it is clean.
Alot of people in this business spend away too much time trying to tell the prospect how great they are, and how much they know.
The customer does not care how much you know, til they know how much you care!
Address the customers concerns and leave it at that.
Let your cleaning do your talking for you!

great help & analogies! thanx for the input and encouragement fellas

--- Derek.

Derek, I just bought a cimex 4 weeks ago, and that also was my big concern because I use Butler TM. I have been in business for 12 years. We have a company that we have cleaned for about 10 years they own restuants, motels, rentals,Inns, well, you name it they own it. the only comment I get is, nice you got a new machine and most of the managers don't even notice and I don't say a word. remember most of them are in their own little world. Unless you live in PA just buy it LOL.

Yep- the old timers have it nailed.

To add a couple points to the above, my truck mount is 17, almost 18 years old. Does the customer care? Nope. As long as they have a clean carpet.

They don't care. My Chemstractor is 24 years old. My son's portable is about 25 years old. His roto is about the same age. So what? The finished reault is a clean carpet, the customer is satisfied, they pay me. Nothing else matters.

Gary