August 12, 2015
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".
Most often, "thinking about it" results in a No from 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 good 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 soft wash treatment with Bio Cleanze, which will take longer to show results but will only cost £Y?"
Quick tip: Soft washing 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 a choice of two genuinely viable options. 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 and sincerely wish you great success in your soft washing business,
Ben, Leo, Fiona, Stevie & Anthony
How to find answers to most soft washing questions: Simply enter a relevant "keyword" or short phrase – e.g. keyword for the above link = "how to" – into our in-site Search Engine (magnifying glass icon on the main menu).
Click here to download our Product Documentation Pack (includes Application & Dilution guides, SDS, PDS, RAMS, PPE & Mask info, COSSH, sample Contract and more)
GB (England, Scotland, Wales)
Phone: 0800 70 74 222
Ireland and other countries
Phone: 00353 214 622 978
Lines open Monday - Friday, 9am – 5pm
Please note: The above numbers are for orders only (click here for tech support)
PS: Click here to set up your "Clean & Maintain" programme. After completing an initial soft wash treatment, put your customer on a "Clean & Maintain" ongoing maintenance programme. Your customers will enjoy a permanently clean property and you will enjoy a steady stream of repeat business.
This is clearly a win-win arrangement for you and your customers.
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After pressure washing (power, jet) algae spores rapidly recolonise, and properties return to square one in a very short time. So what's the alternative?
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It's a free resource for people wanting to learn about the soft washing industry, to expand an existing business, or build a new business.
Soft washing reduces, or even eliminates, the need to use high-pressure washing.
Instead, once the build up of algae, lichen, fungus, moss and mould – the root causes of properties looking "dirty" – has been treated, the natural "self-cleansing" of sun, rain and wind removes the surface residue through time.
By educating the cleaning trade and public about soft washing we are helping develop an industry that offers sustainable treatments to clean and maintain exterior hard surfaces.
Subscribe to our free trade tips blog to download your "Professional Soft Wash Contractors Pricing Guide".
The free guide shows you – step by step – how to easily, quickly, and accurately create softwash business quotes.
This saves you time, is a highly professional approach, and increases your chances of winning new contracts.