mike
the goal is the maintenance plan but its a start of a conversation that should then lead you to extra room or rooms. i personally would not offer the free room, as i don't agree, but it works for loads of people and its the people that do it without questioning it in any way do the best.
its like in the car trade where they advertise a weekly finance price but if you looked at the big number you would not spend that amount.
If you added all the finance charges on at the start would you pay that price for the car? no because you are paying over what the car is worth at the time of purchase. breaking it down make it sound cheaper.
how many sales do you do worth over £300? if you don't ask for the work you will not get it. or how many time have you spent more on something than you intended?
the computer does all the work, as its like a spread sheet that can change the level of spend. its smart way to sell upgrades. how many cleaners try up selling?
The audit all is about fact finding and then you can offer options that will be at different price points. its a respectful way of up selling.
the audit lets prospect feel that they are controlling as they are talking twice as much as you but are in fact being lead down a sales path. when most people sell it sounds pushy and most do it a way that comes across as selling themselves. as we know prospects are interested in themselves, not you.
Derek, how about giving them three bottom lines? package selling?
Mike, with respect if i did offer free room and it was on the third floor. I choose the method used. its results my customer pay for, and i am in control on how i get them. dry, low moisture, or hwe.
Respect
Ian Harper