In response to Phils Question (Sales Secrets)
There isnt a secret a such, just "making a friend" of the customer.
I only advertise via leaflets - speaking to estate agents & carpet shops.
What i try to do is work with the customer I've got. In my previous life I sold Vacuum cleaners at silly prices - but did it for 6 years until I got "burnt out"
But what i take from that business is how to get referrals from the customer I'm with.
I always try and leave the house with at least 5 - 10 names that i can write to only.
I take a £2 & £5 gift voucher (carry different types) and at the end of the job I ask for referrals. £2 voucher for 5 names - £5 voucher for 10. I get the names, they get the voucher there and then. (Not every one wants to give them though
Over the 6 months that i have been in this business. I have sent out 370 letters and have got 29 jobs from them.
My time with the customer is important to build a 'relationship' with them. I always try to make sure that they see a before and after of the area that I am cleaning. I always try and use suggestive phrases as they are looking at the area:
"Wow!! what do you think of that Mrs........"
Its at this stage that I will know if he/she is impressed or not - If not I crash and burn!!!
I always get them to feel the fabric afterwards to see dry it is. Just always trying to plant seeds in their minds so they will remember me for the future.
Then at the end I try to get them to flip over to a Direct Debit so they can have 2 cleans per year but pay monthly. Only 18 signed up so far, but I'm really chuffed with that.
Just trying to be as productive as i can with the customer i am with. Making sure they are happy with the work I've done.
But to make that all happen - I have a team of leaflet type chappies putting out 3/4000 leaflets out a week.
Im still very much a novice at this and have tons more to learn. The NCCA course frazzled me brains out - but gave me an insight as to where to find the answers.
HOpe this helps a bit
Regards
Tony