| "We want you to clean our carpets. Of course you use HWE don't you?"February 22 2005 at 4:04 PM |
Derek Beyer
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| got that on my answering machine last week. i'd gone through my bank's drive thru and the gals inside saw my lettering and asked me if i do houses. i said yes and went on. then i asked her who i'd talk to about CC'ing in the bank. she wrote the fellas name and number down. i called, left a message and he returend with the above message.
only having been Encap'ing for the last 10 months or so, and parttime at that, i have heard this "retort" a few times now...never really knowing what to say that doesn't sound like a line of you know what. so i told the fella, "well i've been taking care of commercial flooring since '93 and i've always used HWE. that is up until the early part of 2004. then i came across a new method of cleaning that has given better results that HWE. so i invested in the equipment and training and i switched from HWE to Encap." then went on to explain some of the benefits : faster drytimes, virtually eliminates wickbacks which have been a common problem in the commercial arena with HWE, etc...
he was impressed. i offered my typical demo so he can know what to expect from my services. he said he didn't need the demo, he wanted me to clean all his banks, "after the snow flies".
just thought i'd post this as an example for those of us who arent sure how to handle those prospects who are deadset on HWE.
thanx --- Derek.
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Stephen Dobson
| Re: "We want you to clean our carpets. Of course you use HWE don't you?" | February 22 2005, 11:27 PM |
Congrats Derek.
All I can say is to market Derek Beyer. Market Clean and trust. Not a method. Sometimes when I leave in the morning, actually alot more than not, I dont know what particular method I am going to use when I get to a particular job. But they hired Steve Dobson and ProFloor. They didnt hire HWE. They didnt hire OP or encapsulation. Sure, they have had bad experiences with other cleaners that may have used one of those methods. But that is where references and word of mouth come into play, selling yourself and knowing what you are talking about. (not you, but you know what I mean..lol)
Just thinking out loud.
Continued Success to ya buddy.
Dobs
Steve Dobson
ProFloor
Custom Cleaning Services
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David Hebert
| Re: "We want you to clean our carpets. Of course you use HWE don't you?" | February 27 2005, 9:18 AM |
I have to agree with Dobs on this
WE sell our company not the methods we use. We let them
know we will use the methods or methods we feel will give them
the best cleaning and that will be the best for thier needs.
If someone is dead set on HWE we will give it to them. If they only want
VLM we give it to them. I will ask if I may do a Demo of what I think is
the best way to handle the situation if the client has reservations on the way I want to attack the situation. Pick the worst section or carpet.
There are times when We may use one method in part of the building and a diffent method on another part of the building.
David
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