5 Keys to Good Sales In The Carpet Cleaning Business

Many carpet cleaners I have spoken with tell me that they feel uncomfortable in the selling role. That's O.K. It's natural to feel uncomfortable when you are dealing with something that you do not understand completely. You don't to worry, though, because sales is not some 'magical act' reserved for only a few. Salesmanship is a step by step skill that can be learned and duplicated by anyone.

THE KEY TO SUCCESSFUL, CONSISTENT SALES LIES IN THESE 5 CRUCIAL ELEMENTS

1) A good rapport and an enthusiastic attitude-

Your attitude is probably 80% of the reason a sale succeeds or fails.

Attitude is everything!

Have you ever had a little kid tell you about something he really, really wants? He'll talk so fast that he'll barely get the words out. He'll be bubbling over with so much excitement that it naturally draws you in. When you're listening to him, you can't help but get excited, too. His attitude is infectious.

That is the kind of enthusiasm that makes mediocre salesman good, and good salesman superstars!

There is a direct relationship that exists with your attitude and rapport with your customer and your end result.

Blah attitude=blah results.

Good attitude=good results.

Enthusiastic attitude=exceptional results!

The legendary insurance sales tycoon, W. Clement Stone once said, "It is not the attitude of the prospect that matters, it's the attitude of the salesman!"

So forget the customers attitude. Their attitude means very little. Successful results almost completely hinge on the exceptional, enthusiastic attitude of the salesman.

2) A professional appearance-

No doubt about it, your clients make strong judgments about who you are by the way you look. Good or bad--it's the way it is. When you first meet a new client, the only thing they have to judge you by is your appearance.

Your appearance has to convey an image of trust!

It is very hard to convince someone to buy something from you when they don't have any trust in you.

Imagine a guy walking into your home with a 5 day growth on his face, straggly hair, and a shirt with salsa stains on it.

What would you think?

Wouldn't you feel a little uncomfortable? Just a little? 

You'd probably be trying to devise an excuse to get him out of your house.

So go to the other extreme and travel the extra yard here. Invest in a uniform, I.D. badge, and professional pants. The way you look has a drastic impact on the amount of work your client would like you to do.

3) Goals-

Determine in advance what you would like to achieve at this customer's home. Do you want to add her sofas to the cleaning too? Maybe you want to sell her a full house of protection. Or perhaps you would like gain at least 5 referrals from this customer.

Whatever it is you would like to achieve, put that goal in your mind, and resolve to yourself that nothing is going to stop you! A very successful carpet cleaner used to tell me, "Have the mind set that your customer has your money in his pocket, you have his protection in your truck, and you are not leaving until you make the exchange."

4) Expectations-

When you're making an offer to your client, offer it in a way that shows your client that you expect that they'll want to have it and you'd almost be shocked if they didn't.

There is a wrong way and a right way to make your delivery.

You could say, "Um, the protection will work really well for you...do you want it?"

Or use a delivery that shows you expect your customer to buy,

"Mrs. Jones, as you can see, our protection is an outstanding value, it'll save you money, it'll keep your carpet cleaner a whole lot longer, and you have nothing to lose because we guarantee it in writing. Now would you like me to put it throughout the house or just in the living room, dining room, and hallway?"

See the difference?

5) A demonstration system-

The most successful carpet cleaners I've spoken with have mastered the art of the 'demo'.

Want to persuade your customer that you can make her carpet as clean as new? Give 'em a demo.

Want to persuade your customer to buy protection?--Show 'em how it works.

If you're selling your customer a deodorizer- let her smell it.

A dramatic demonstration is probably the most powerful 'convincing' tool that you can ever pull out on a customer.

You've heard the cliché 'Seeing is believing'? Well that is the reason 'demos' are so powerful. Seeing something performed is inarguable, incontestable proof that it works.

Door to door vacuum salesman have used the 'demonstration' for years. I once had a vacuum salesman come to my home (my marketing curiosity got the best of me) and try to sell me, get this, a $2200.00 vacuum! This thing wasn't just some 'vacuum', it was a 'sucking machine from hell'. It did everything but wash your truck.

Well, I didn't buy one, but the numerous eye opening demonstrations on the virtues of this 'cleaning monster' almost got me to. It was just these demonstrations that made this vacuum so appealing. This guy couldn't even 'quote' a price until he gave all of his 45 minute demonstration. The demonstration was the marketing backbone of his business.

Without it, he was some poor guy with an overpriced piece of equipment.

Demonstrations are truly powerful. Use them as often as you can.