"But he's cheaper" What do you do, say?

^^^^that is what I have recently learned....by taking an extra set of hands, I make more per hour...so my $50/hr has turned into about $80 per hour, but I am not making the full amount anymore as I have to pay for the help, but in the end, its worth it because I dont have to do the work and I can in turn get to other cars, or detail longer in life...
 
Saintlysins said:
...Almost as if it’s a secret :secret … and only those in the business are privy to.



A coy smile. A simple one liner, like: “… oh … you saw that ad too? … so did the guy who brought in the car I’m on now, we had a laugh at that too.:xyxthumbs...



You can only be beat by your own actions and attitude!
Click to expand...



I love it! that is very smooth... and true:up
 
I have the same problem here in Cyprus.Most "detailers" (if i can call them like this) have very low prices.The problem is that customers cannot see the difference between of just applying some compound or polish with a rotary polisher(sometimes with a modified grinder-YES THEY USE THEM A LOT) that fill the car holograms and hide them with a wax or glaze until the next car wash, and of the real detailing work that gives to the car what really needed to.I had that experience on my own car before i find out the magic world of detailing.When i bought it it was full of holograms because of bad rotary polishing.When i took it back to the dealer to repair it,he done the job in 30 minutes : ).A rotary polisher,a compound,and a paste wax.The results were worst than before.I tried to take it to another "professional" and i had the same results.So i decided to fix it by my self and also make detailing my job.

Because of that situation (customers cannot see the difference,low prices) i am planning to take some customers that they are happy to give more money for their very expensive cars (social problems :) ) just for the show,just for doing something different from other people(oh those social problems :) ).Why you don,t try this?
 
I have the same problem here in Cyprus.Most "detailers" (if i can call them like this) have very low prices.The problem is that customers cannot see the difference between of just applying some compound or polish with a rotary polisher(sometimes with a modified grinder-YES THEY USE THEM A LOT) that fill the car holograms and hide them with a wax or glaze until the next car wash, and of the real detailing work that gives to the car what really needed to.I had that experience on my own car before i find out the magic world of detailing.When i bought it it was full of holograms because of bad rotary polishing.When i took it back to the dealer to repair it,he done the job in 30 minutes : ).A rotary polisher,a compound,and a paste wax.The results were worst than before.I tried to take it to another "professional" and i had the same results.So i decided to fix it by my self and also make detailing my job.

Because of that situation (customers cannot see the difference,low prices) i am planning to take some customers that they are happy to give more money for their very expensive cars (social problems :) ) just for the show,just for doing something different from other people(oh those social problems :) ).Why you don,t try this?
 
just tell them that you dont want to be the cheap guy because you dont cut the corners to be the cheap guy. I think this apply's to just about any bussiness
 
Tell them that you have a secret product, love



... that will at least win over some of the old ladies, especially if u wink at them
 
All you can do is explain the difference between what the other person does and what you do. If they still do not understand, tell them to have a nice day. Most likely you do not want that type of person as a customer anyways. Another note, as you build your reputation, you will get less and less people questioning your price.
 
Some good points here. I spend a little time going over their car and explaining what needs to be done and how many steps it will take. I stress that I take the least agressive approach and give a realistic expectation of what it will look like when I'm done, I take time to explain how to care for their paint afterwards and try to either sell them on some maintenance washes - or show them how to wash a car and not swirl it up. By then, they notice I care about their car and I'm not trying to make a quick buck. After they feel that I know a thing or two, and will do the right thing for their car, then we talk price. I do not back off what I feel is reasonable. I know that if i feel I'm gettting screwed on a job, then I'm not going to do my best and if I not going to try my best, then forget it!
 
JuneBug,



You bring up a good point amount maintaining a detailed vehicle. Here are some thoughts I use when communicating with potential or current clients:



"My goal is provide knowledgeable service with honesty, integrity, and superior quality and products. My services are setup so that my clients are provided with a car care plan instead of a one-time service. As with anything, the foundation is vitally important and that's what the first detail is about. Once a vehicle has been properly detailed inside and out, they key is to maintain it. A vehicle is typically a persons second largest purchase so it is senseless to spend hard-earned money on professional detailing just to disregard any upkeep after that. It also requires less time and effort to keep it looking and feeling great versus letting it go and having to start from scratch all over again. This is why I offer a range of services to my clients."



Like I said, this is just another path for people to take when communicating with potential or current clients.
 
oooo, what about this? Tell them to get the car done at the other place and bring it back to you. Then you do maybe 1/2 the hood for free. Show them how beautiful your 1/2 looks and say, I can continue... for a price, but i will discount what the other guys charged
 
Rob22315 said:
That little gem pre-dates Bernie Mac by at least 10 years. I read it in Readers Digest many years ago. I'm sure they got it from some place else.
Click to expand...
It’s been a staple in engineering for at least the last twenty five years and it sounded like old wisdom back then.



I wouldn’t be surprised is a Greek or Roman builder scribed it on papyrus when some cheap*** senator was chiseling him for budget on a new temple for Zeus.





PC.
 
This is a great question and an answer everyone can benefit from. This is sales 101. When somebody says "why should I buy from you" or "the other guy is cheaper" it's now up to you to overcome objections and sell yourself. No matter what business you are in (and have been involved in another business for years) selling based on price results in the lowest price guy usually getting the sale, if you haven't addressed the concerns of the customer. One of the other posts duly noted, "taking the time to explain yourself." This is the key to building confidence, which may lead to the sale provided you have earned the trust from the prospect.



There's an old adage, "People will buy from people they like." Spend the time to explain benefits of why your product is better. Ask yourself this question: "Why should people buy from you?" The answer you provide is the same answer you need to tell the customer. Grab a friend, spouse or significant other and practice answering that question. Write a short script of the benefits that your detailing company offers and memorize it. Seems silly, but this is sales 101. List the advantages of why your company or detailing process is better, without putting down the other guy. Nobody likes to hear a competitor talk negatively about someone else, but politely explain what they may get for a reduced price or what "detailers won't tell customers" to make a fast dollar. Example, some companies may just wax over untreated paint to hide the swirls then charge $75, where I use a 5 step process to permanently treat the paint which removes swirls resulting in a shine that lasts a long time and makes future car washing easier." You do want a shine that lasts more than a month Mr. Customer, is that right? (Ask them this question!)



You are also politely indicating the $75 economy detail will only last a month without putting down the other guy! Once you can have the customer agree with you by indicating "yes", you are on the way to overcoming the price objection. What is your time worth? Nobody wants to work their tail off for peanuts. At some point in the conversation the customer is qualified or not qualified for your service. If they are not qualified, cut your losses and thank them for their time. Don't be affaid to use some psychology and tell them politely "this service may not be for you" or "you probably couldn't afford this service." Nobody likes to be told what they can't buy, which may result in them becoming your customer to spite you! Just a sales tactic, that works some of the time if you think the conversation is not going to result in a sale. Also, if you sense future conflict with somebody, it may be worth your time to turn down business and save yourself a huge headache from a pain-in-the-neck client that will never be satisfied, even if you price match for $75.00. Some people are so price fixated, they will nickel and dime you to death and expect a lot more that what you may be willing to give. Politely tell them "your service many not be the right fit for the customer" and thank them for their time. Move on to the next customer. Take your time explaining the benefits of your personalized service and demonstrate you know something about detailing by recommending the correct detail for their vehicle. Once you have done this, then it's time to quote a price. :)
 
More than one way to do anything. All it takes is experience, and you are getting many years of that here, for free :)



That is the benefit of the forum online, the others don't feel threatened that your the other guy taking their business :) -- So true, honest advice is given.



From a CUSTOMER standpoint,.. one who is getting into the pro detail work.. Just starting with machines, learning the processes, and so forth.



I want to hear the detailer give me the step by step process. If I don't understand any process or word/product he has said, I'd like for them to ask if you didn't understand any of that, feel free to ask me any questions.. Most people don't understand all that I do technically because, well, it is my job to know these things and to stay on the 'cutting edge' of car care (etc etc).



I like to hear the guy tell me what kind of shape my hood is in, vs say a side panel that isn't in such bad shape. That the hood might require two passes, or a slightly more agressive process, and so forth.



Realistic expectations are nice. These are nice and almost counterintuitive to sales tactics because it is lowering what *could* be said to sale the client. However, for residual/patron/repeat customer they must be told what to expect.



The follow up (maintenance) is so KEY. All that has to be done is convincing them enough to get them back ONE more time. Then at that time, one more time. Don't have to convince them of a complicated 5 yr plan of service visits for their car.



I've thought a few times, the oil change places put a reminder for the customer on a revist,.. why not a good detailer? Maybe a sliver of a (non sticker) piece that could go over the area where a oil change sticker is, but not cover up any vital info. (like quarter inch by 2 inch) Or something just under it. Same material.



Reservice in say 6,000 Miles or 6 months whatever is first. With phone number, business name, your name, perhaps hours/location. Can obviously alter write in different re-service times for washes and such,.. but those really help people to be reminded.. Oh yeah, I need to bring this in , almost an accountibility thing.



If you can get it in peoples head that is just as important to take care of the exterior and interior of the car as it is to change the oil then they are more apt to bring it back regularly. Some might scoff, but it is. Think about resale value -- Changing the oil regularly obviously effects that,.. keeping the paint/interior in good shape can arguably be of more value.



Just some ideas from a customer/amateur detailer. :)
 
^^^^Yes one of the big reasons I maintain my cars is the resale value. A shiney car kinda takes away from the fact that it has 200,000 miles on it.





Oh yeah, I have used a profesional who did a fantastic job on my Durango. He told me how to maintain it and explained everything he did in terms I can undersatand. I will need him again at some point and have recomended him to at least 20 other people.
 
Sorry for digging up an old thread, but this is something I'm currently going through. What would you guys do if your competition uses high quality products, does top notch work AND has very low rates?
 
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