Ok so you go to speak to a new commercial customer about encap cleaning there floor coverings.



Lets hear your pitch, why is this system better than HWE etc..



I'm interested to learn your techniques and sales patter as I am no natural salesman.





Thanks



Paul

let me do you a huge favor, and i know many others here will agree:

do not include a "my system is better than (insert method)..." and explain away your method.

there are some benefits you MIGHT point out if the situation arises...dries fast, doesn't wick-back...but when i approach a prospect i just offer the free demo w/ quote, and let the work sell itself.

for me, less is more. the less i open my trap, the more i sell.


thanx --- Derek.

I don't sell a process, just clean carpet.

I agree with the above posts.



And don't get hung up on a "sales pitch", just start talking to people and do the carpet audits and demo's. Your selling clean carpet and healthier indoor environments, not a system. If you don't have Rick's CMS, get it and it will help.



Talking to people = sales.

Always have a spray bottle of super spotter and a couple towels. If you see a stain in a lbboy or waiting room remove the stain. Give a card to everyone who was watching. If no stain leave a gift bag get a contact name and move on.

Derek said it perfectly. Do what he said.

Dave

I agree with all the comments above.

Work to develop a relationship where you are recognized as the "expert" that is there to solve all of their carpet care needs. Ways that you can establish your level of expertise are with your presentation, your carpet inspection, your demo, your printed material, your website, your appearance, as well as your written proposal and contract. Sell them on the fact that you'll evaluate their carpet and use whatever method is required to keep their carpets looking their best day-in day-out (this may include encap, HWE, bonnet, powder, whatever). Don't marry yourself to any single particular method - you may need to use an alternative method at some point in time. Rather, sell them on CLEAN carpet, sell them on results, sell them on your guarantee, sell them on the overall experience of doing business with your company.






Rick Gelinas

i failed to mention what Rick did.

your image says alot to a prospect about you and your business and the perceived results that they might experience if they decide to do business w/ you.