demos

[Act One Cleaning]

Lynne, I can't let you put me on the same pedestal as Rick and Shorty. I'm just beginning to learn encapping, like you. Down here in Alabama, most business owners are busy and hate change. So, I acknowlege that right up front and ask them cheerfully if they are married to their carpet guy or open to options. Usually it gets a "what kind of options?" or "yeah we like him (her)". Either case, I just roll with it.
I also tell people point blank that I'd love to be their guy, even if it is just to reset all dials to zero. "Like this traffic area. If I correct that, your regular guy could take it from there, if you like."

For me, sometimes a small bit of outrageousness works. Guy said "You can have the account." "Absolutely not!" I told him, "Not until I show you a better job than you are getting now."
I got the account and he insisted on paying for the demo. Cool!