How can you get more customers to say "Yes"
Do you know that sinking feeling when talking to a potential customer, when you've given them a quote and then they say "I'll think about it".
Often, thinking about it results in no action by your potential customer – and no job for you – because most people's default response to a choice they are not sure of is to say No. It feels safer and has zero risk. But it also means their property remains dirty and stained.
So how can we best help our customers make a decision?
Simple. This is where the "alternative close" comes in, which is to offer the customer two clear options.
Choosing one of two options is much easier for us all than having to make the seemingly much bigger decision of "do I want to go ahead with this?" That question brings up so many ifs and buts, and requires a lot of brain activity. For some people that kind of big decision can actually feel quite stressful. So they tend to run away from making it.
To save wear and tear on your customer's grey matter, say something like these words (in practice use your own natural way of speaking):
"Ok, I've had a good look around and put a couple of quotes together for you to choose from. Which would you prefer ...
"1) The "rapid results" effect from a power wash, followed up with a post-treatment of Benz Bio Cleanze, which would cost £X?
"2) A gentle softwash treatment with Bio Cleanze, which will take longer to show results but will only cost £Y?
Quick tip: Softwashing with Bio Cleanze alone can be offered at a lower price because it's much less work for the contractor.
Then stop talking and allow the customer to choose the option they prefer.
Giving this clear information – reducing the customers thinking to a simple choice between two options – will increase the chances of a sale. It also has the added bonus of creating an impression in the mind of the customer that the contractor is a) knowledgeable and skilled b) ethical and trustworthy.
The alternative close serves our customers by making their life simpler and easier. And pretty much everyone likes their life to be simpler and easier.
And of course when they make a decision either way they get to have their property cleaned, which is what they really want.
Give this approach a try. And do be relaxed and casual about it. The idea is certainly not to come across as "salesy". No-one likes that. This approach is a very soft sell and not in the least bit "pushy" or manipulative, which again most everyone detests.
Just be yourself, speak naturally, and give your customer the choice. We think you'll be pleasantly surprised at how many more jobs you book in using this simple approach.
We hope this information is helpful.
Ben, Leo, & Fiona,
Also in Benz Trade Tips
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