[Daren Morrish]

Have noticed lately that i'm not converting as many potential jobs as before.   

Customers are far more carefull how they spend there money than maybe a few years ago.

This means I need to up my game in order to convert as many quotes as possiable.

Has any one got any 'top tips' / techniques they can recommend in order to acheive this?

Thanks Daren

[david@zap-clean]

Leave the Rottweiler in the van 

[Shaun_Ashmore]

You've answered your own question, up your game change the way you sell.

“If you always do what you’ve always done, you’ll always get what you’ve always got.”

Shaun

[Simon Gerrard]

You've answered your own question, up your game change the way you sell.

“If you always do what you’ve always done, you’ll always get what you’ve always got.”

Shaun

That's good advice.

Being successful in business is as much about being willing to adapt and change as it is about having a good initial idea.  It is also about being different and presenting customers with something different to you competitors, that way you narrow their choices.

Simon

[Simon@arenaclean]

If you have more time on your hands then on site quote, I convert far more with a site visit than an email/telephone quote. You can still improve on the phone, develop the conversation by asking lots of questions and don't give a price until you have as much info as possible. Get a date before the price and confirm you have the date free, the cost should be your last confirmation and the least important if you're selling your service well. Price shoppers can be developed but they are much harder and sometimes you just have to accept it.

[Daren Morrish]

Exactley Shaun,

I agree totaly, thats why i'm after some input so i can change how I go about things.

Daren

[Simon Gerrard]

Darren,
Be different, think different. There is always a better way of doing things, but you have to learn to be self critical, that way you open yourself up to change. It's not the big changes that make the biggest impact, it's the small changes, but lots of them as you look at each facet of your business and how the public perceives it.
 Most cc'ers think they are carpet cleaners, when actually they are service providers.


Simon

[Ferenc G.]

You have to convince them to buy from you and to achieve this you have to improve your sales skills. Get some books on the subject, watch Youtube videos, research on the Web. Lots of info out there.

[Simon Gerrard]

It's all very well talking the talk, but you also have to be able to deliver. TRUST is a huge word in carpet cleaning, get people to trust you and then deliver top quality carpet cleaning and you can throw your salesman books in the bin.

Simon

[Ferenc G.]

It's all very well talking the talk, but you also have to be able to deliver. TRUST is a huge word in carpet cleaning, get people to trust you and then deliver top quality carpet cleaning and you can throw your salesman books in the bin.

Simon

Get people to trust you is the most valuable sales skill. Some people was born with it, some has to learn. The original question was how to convert potential customers (leads) and thats sales. I agree with the rest of your post.

[Simon Gerrard]

Disagree. Earning people's trust isn't a sales skill, it's a natural skill. Honesty, personal integrity and an unswerving dedication to putting a smile on your customers face.
Simon

[Ferenc G.]

...Earning people's trust isn't a sales skill, it's a natural skill...
Simon

Thats why I wrote "Some people was born with it", unfortunately not all of us, but it can be improved. Again, I agree with the rest of your post 

[Shaun_Ashmore]

The best sales people listen to the question then answer it with a problem solver,

 how much is it to clean a carpet?
Answer, has it got ant stains?
 Yes a coffee stain
I could apply xyz before I clean the carpet

You deferring answering the question and also offering a solution, the customer thinks just a carpet clean would be affective but you are now telling them that it's not as simple as that and by adding specialised additives would be better and then you go on and give them the cost, there's more food for thought.

Shaun

[*Hector*]

how much is it to clean a carpet?
Answer, has it got ant stains?
 Yes a coffee stain
I could apply xyz before I clean the carpet

"I am sure you could but I asked how much to clean a carpet and you have not told me..... Goodbye....."

I was very very successful in sales (Alarms... Timeshare) and can have a clever comeback including closing question to most people, however....... I am a successful carpet cleaner and do not use any of the sales methods.... I give a price and do a damned good job, I then get repeat work and referals.....

Thus increasing my business..... I also keep in touch with custards 2-3 times a year, not to ask for referals or to book in the carpet, but just to let them know new methods (even if there are not any) and to let them know that I have not forgotten them.... this way they do not forget me....

[Doctor Carpet (Ret'd)]

Have noticed lately that i'm not converting as many potential jobs as before.   

Customers are far more carefull how they spend there money than maybe a few years ago.

This means I need to up my game in order to convert as many quotes as possiable.

Has any one got any 'top tips' / techniques they can recommend in order to acheive this?

Thanks Daren

.......always have confidence in yourself.

.......never sound desperate for the potential client's work.

How's that, Daren? Two for the price of one

Rog

[gary hall]

"People sell to people "never quote on the phone - never sell the cost - always sell the benefit - Good luck Gary