While giving a proposal, the manager asked me two questions. Does the carpet need to be extracted yearly? Does Cimexing do any damage to the fibers, even minutely? This is brand new CGD. I said that in my many years experience, the answer to both questions is no. I also stated that independent testing had proven that using the Mex had no adverse affect on the fibers. Also, I said I had maintained carpet for years without using hot water extraction, with excellent results. Is their any way to prove my claims? Without proof, he's forced to take my word, or not.

Steve,

You could provide him with a copy of the testing that was performed at Professional Testing Laboratory in Dalton Georgia. Showing that the test made 22 passes with a Cimex on a cut pile commercial carpet without damaging the fiber should put his concerns to rest. Cimex Test:
http://excellent-supply.com/cimex_releasit_test_results.pdf

And here's a nice brochure that you could provide to your prospect. Send him this link so he can download the file (it's too big to e-mail). This document also includes the file above:
http://www.releasit.com/Releasit_Maintenance_System.pdf

These items, along with doing quality work, backed up by a solid guarantee, should hopefully be enough to help him gain confidence in your cleaning system.

On a side note, try to avoid selling any "system". We don't ask the auto mechanic what kind of wrenches he plans to use to fix our car. Instead keep the discussion focused on Results, Build their anticipation in an excellent service experience from start to finish.Unfortunately we've trained the public to try to talk shop with us, and it's entirely inappropriate. Sell 'em "clean".

Let us know how you make out.






Rick Gelinas

Steve-
Another fact provided by carpet manufactures is expected damage to fibers is 20% per year under normal cicumstances on quality carpet.I beleive that came from Shaw.
I also suggest you find from internet search the cautions on cleaning CGD with high heat and overwetting causing ripples in carpet, causes delaminating and adhesive breakdown.

AS always Excellent Advice by Rick, how ever there are times when a building may need to be extracted from time to time. Naturally this depends on a several factors that I do not know about such as climate, matting, and over all building maintenance.
Since You do have the proof to back you up. The clients you now service.
Here is a few tips that will make selling your services easier

1. a brag book with before afters,from the first time you have cleaned a building, doing sequential pictures of the building in between cleanings, just before the next cleaning after a next cleaning a month after, say 30 days after that and again just before your clean again, after you clean and so on.

2. you get testimonials from your client and put them in with your pictures and hopefully a picture of your contact person.

3.Ask your highest profile clients if you can use them a a reference

4 Rick already stated sell them clean and your expertise
lets face it if you though a building needed to be extracted or what ever you would do it, making the prospect feel they are safe in your hands is job 1

David