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How to Close More Customers Who Can't 'Afford' Your Service As a carpet cleaner you have undoubtedly heard this objection about 10 trillion times, "I wish I could get it all done, but I can't afford it". Here is how I overcame this... Let your customers pay you in payments! No, I don't mean letting them send you the money at a later date (If you've ever let a customer do that you know often the 'date' is conveniently forgotten--and you'll have to turn into a bounty hunter and track down your money) No, I'm talking about accepting what is known as a post-dated check! Accepting post dated checks is merely extending credit to your customers without the hassles, worries, and energy of keeping track of whom owes you money. Let me give you an example: You have a quote of $300.00 but 'Mrs. Jones' can't 'afford' it--Let her pay you $100.00 today, $100.00 written on a check dated a month from that day, and the balance of $100.00 written on a check dated a month after that. I already can hear moans and groans. You want your money and you want it today! Cash! Yes, I know. But let's look at what you'll have if you don't accept these post dated checks. 1. You'll have only $100.00 today. 2. You may have a possible job to return to and finish the rest of the work. Maybe. Only if she doesn't change her mind. (And that's in the future) What will you have if you accept these post dated checks? 1. You'll have your $100.00. 2. You'll also have the additional $200.00 (You just have to wait until you can spend it) 3. You won't have to drive back, set up all your equipment and do the work (You're already there.) 4. You'll have a customer who is 'delighted' that you could work with her financial situation! I've taught this little trick to a few carpet cleaners and the first thing they tell me is, "Look, if the customer can't afford to pay for it all today, more than likely my post-dated checks are going to bounce!" I used to think the same thing. But my experience has been just the opposite. You see I accept post-dated checks all the time. And I mean all the time. I do get my fair share of bad checks. But the ratio of bad checks that are post dated to the checks that aren't are almost equal. This tells me that a bad check is a bad check. Doesn't matter if it is dated for the future or not. I keep all my post dated checks in a box and sort them by date. Every day I pull out the checks dated for that day and deposit it. It's simple. It's easy. And I don't have to make those uncomfortable phone calls to my customer asking why she hasn't sent my money. And I'm able to provide more service which equates to more money in less time.
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