05-03-2017, 06:35 PM
Nice analogy about the car wash.
Here's another angle. If you must sell "system", why not take the encap ball and run with it? You're offering them a system with many benefits. And highlighting a "niche" is tremendously advantageous from a marketing perspective.
Let them know that you're the Cat's Pajamas for commercial carpet care! You're offering a total fix for their commercial carpet. Yeah! You're offering encap, and it's PERFECT for their needs. Build on the fact that you're using a low moisture system that is designed for commercial carpet. Make it clear that you can solve their CGD problems. Problems that sometimes occur with commercial carpet will be taken care of ... problems that often occur with hot water extraction. You're offering them quick turnaround on drying times. Your system eliminates wicking and recurring spill stains. Your system enables you to build them a maintenance program that's cost-effective. See my point? Sell them on the obvious advantages of the encap system. Don't hesitate to proudly stand up and help them see the value of what you're offering!
It's never a good idea to get locked into one particular system. Let them know that you can and will offer hot water extraction, as the need arises. (As a professional cleaner, you should have HWE in your arsenal.) So let them know that you can provide them with a total solution. Help them understand that you will choose the best method and guide them to the best level of care for their carpet. Once they appreciate that you're the professional, and that you're qualified to provide what they need, there really shouldn't be any objection.
Bottom line: Present yourself as a total commercial carpet expert! And help them see the value of your encap program as an integral part of your total carpet care approach.
Here's another angle. If you must sell "system", why not take the encap ball and run with it? You're offering them a system with many benefits. And highlighting a "niche" is tremendously advantageous from a marketing perspective.
Let them know that you're the Cat's Pajamas for commercial carpet care! You're offering a total fix for their commercial carpet. Yeah! You're offering encap, and it's PERFECT for their needs. Build on the fact that you're using a low moisture system that is designed for commercial carpet. Make it clear that you can solve their CGD problems. Problems that sometimes occur with commercial carpet will be taken care of ... problems that often occur with hot water extraction. You're offering them quick turnaround on drying times. Your system eliminates wicking and recurring spill stains. Your system enables you to build them a maintenance program that's cost-effective. See my point? Sell them on the obvious advantages of the encap system. Don't hesitate to proudly stand up and help them see the value of what you're offering!
It's never a good idea to get locked into one particular system. Let them know that you can and will offer hot water extraction, as the need arises. (As a professional cleaner, you should have HWE in your arsenal.) So let them know that you can provide them with a total solution. Help them understand that you will choose the best method and guide them to the best level of care for their carpet. Once they appreciate that you're the professional, and that you're qualified to provide what they need, there really shouldn't be any objection.
Bottom line: Present yourself as a total commercial carpet expert! And help them see the value of your encap program as an integral part of your total carpet care approach.