just remember that customers want value for money. all you need to do is give it. if your up against FT guys you can put loads of extras into your service and still give better service value. lust offer free stain protection on one area and this would swing things your way.
the reason is that she is sell the benefits to the prospects and they are charging extra for this service, so if you come along to the same prospect and offer it free its an easy sell for you as they have done all the selling for you. value is king
i am using the dont pay extra for stain protection in my marketing. if you do you need to tell people why you can give it free they not silly.
respect
ian harper