MaximumAuto
New member
Hi, my name's Jesse Aquino. I've been reading on this forum for a long time now as I am just like all of you; I love detailing cars. I decided to finally join and share my input. I hope this can help some people out.
First of all, I want to share some marketing strategies that work, how they work, and I will explain why they work.
1) Facebook Advertising - And no, I am not talking about the advertisements that are on the side of the news feed. Simply post a picture (please make sure it looks professional.) I'm not saying that you have to use a +$1,000 HD top of the line camera, but take it to a photo editing program and adjust levels like contrast, brightness, saturation, etc.. (I will write up a guide or better yet a YouTube how to in fact do all of this.)
Post at busiest times of the day. I post about three times: 12 PM, 3 PM, and 6 PM. Simply ad a description of your service. Your phone number and business name. The best pictures to post are the before and after. Classic tape down the middle showing dramatic results. You have to sell yourself before you can sell your service.
I can not tell you how much business I have received from this simple marketing strategy. All I can say is that it works.
2) Instagram - For those who don't know what Instagram is.. it is a social network compared to Facebook, but it is about picture posting and using tags (Ex. #Detailing) to basically let other people search the tag and they will see your photo. Other users can also follow your pictures and it will show up on their feed for them to see every time you post a picture. This is another effective strategy that works.
-- Here's an example. If you search the tag #Chicago on Instagram, you will most likely find people who well... live in Chicago or posted a picture about Chicago. So simply, post a detailing picture of your service (before and after) and follow it up with tags (#Detail, #Detailing, #DetailingWorld, #PaintCorrection, #Chicago)
Because the tag #Chicago is in your description, everybody who looks up the tag #Chicago will come across your detailing picture. Put two and two together and you might just find that special customer.
3) The Half and Half Method Sales Pitch (Or Fender, etc..)
This may work only if you have a dark colored car or easily visible by sunlight. Simply take the trunk if it's not already detailed. Tape a line down the middle of the lid and create swirls on one side (Sounds bad, but just listen!) and take the other side and detail it (Polish and Wax.) When you talk to a customer show them your car or your work van, whatever it is. Awesome method, makes people understand what swirls actually are.
Guys and remember selling is about giving features and benefits. Yes.. I'm sure you guys have all heard this line many times. But customers do not understand what swirls and clay bars are. It's vital you explain what and why they are beneficial or harm the car.
If you have leather and it's dirty again to half and half. It is a great selling pitch!
4) YouTube Videos
You guys already know this too. Simple and Effective. Put some music in the background though or use little of the buffing machine noise. Let's face it, the noise of the machines get annoying. Nobody wants to hear it. I can't tell you how many videos on YouTube have the noise on there. It's a turn off for customers. Put your phone number too, there's so many videos without it! Customers do not want to go searching for your number.
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"Money isn't in selling, it's in closing the deal."
Selling is only the first 80% of the process, closing is 20% but is 100% of the money.
How to Sell:
1) Agree first - No matter what the customer says agree first.
Ex. 1) If a customer says I love Armor All products man, they're great! (We all know Armor All should be no where near a car) but agree. "Yeah man, armor has a great product, but actually let me tell you something you don't know." Then explain the harm using the product. If you simply say "Dude, Armor All is the worst thing you can put on a car, you will offend the customer." So first step, simply agree!
Ex. 2) Customer: "It's too much money."
You: "Yes, Sir or Ma'am I agree it is a significant investment. The fact is it is a lot of money. But, think about it this way. Yeah, you spend $300 (or whatever it is), but you raise the value of your vehicle by $1,000 as well. Did you know Kelly Blue Book actually determines the price of a car based on condition?
This is vital in selling a product or service. Simple, Just AGREE!
2) Write a Proposal Up to Everybody!
Put pen to paper and write the proposal of your service and the price. Give a great attitude and don't quit out on a deal. If they no wife, no money, no hope at all.. WRITE THEM UP. Treat everybody like a millionaire.. well except for millionaires, treat them like billionaires. I promise you this goes a long way..
3) Follow Up
Give a phone call once a month to ask for the business again or three days after you have completed a detailing job. Make sure the customer is happy. Be persistent. Once again, this goes a long way!
4) Understand that Objections are sometimes only Complaints
What do I mean by this?
-- Ex. "It's just too much money."
Do you get it? Just because the customer says it's too much money doesn't mean they are rejecting your service, they are just complaining that it's too much money. How many times do we go to a store and think to ourselves "Well.. that's a lot of money," but WE BUY IT ANYWAYS.
This follows up with my number one rule: Agree first, and that is how you overcome the complaint. You have to realize when it is an objection though. Sometimes it is.
Always start with the lowest package. Up sell, do not down sell or you will face a lot of problems and challenges. You can't excite a customer about a $500 paint refinement package and drop down to a standard $100 package. Makes no sense. Always up sell guys.
5) Don't ask a customer for a budget
What's going to happen if you do? They're going to low ball the hell out of you. Be CONFIDENT IN YOUR PRICE WHEN YOU SAY IT. Look the customer in their eyes and speak firmly. Trust me, customers can tell when you're not confident in your price. If you're not confident, they're not going to be confident in you. Body language is key in selling.
The Most Important Rule:
Be Willing to Close the Deal
1) Ask for the Business! Assume the deal.
Ways to ask:
- So do we have a deal?
- I am open tomorrow all day. What time is best for you?
- Should I pick it up for work or will you be dropping it off?
Possible Objection examples and how to overcome them.
Customer: "It's just too much money."
You: "I agree it's a lot! And that is the reason why you work hard every day. That's the reason to do it today, you can afford this type of premium service, which a lot of people can't afford."
------------------
Customer: "I have to think about."
You: "I agree thinking about it is a wise decision, but a thought is instantaneous.Think of an elephant, did you get it? Now think of your house burning down (LOL, just kidding, but you get the point!) What you need to do now it make a decision." This gets the customer to realize: "yeah he's right."
Guys, customers come to you because they want you to take money out of their pockets. That's why they come to you! Ask for the business and close them!
-------------------
Customer: "I have to ask my wife, or I have to ask my husband.."
You: "What if your spouse says no..?"
Customer: "They won't.
You: "Okay, then I need your okay right now."
OR:
Customer: "If my spouse says no, then we won't buy."
You:" Would he/she say no to the price or the service."
If the customer says PRICE, she's objecting the price. You need to either lower the price a bit or build more value.
If the customer says SERVICE, well then you didn't do a good enough job selling your service.
These are ways to figure out and overcome objections.
There are many more. If you guys need some more closes ask me. If you have any questions on objections from customers, let me know and I will show you specifically how to get around it.
---------------------------------------------------------------------------------------------------------------------------------------
I hope this helps some of you guys. Please share your thoughts and your strategies as well.
First of all, I want to share some marketing strategies that work, how they work, and I will explain why they work.
1) Facebook Advertising - And no, I am not talking about the advertisements that are on the side of the news feed. Simply post a picture (please make sure it looks professional.) I'm not saying that you have to use a +$1,000 HD top of the line camera, but take it to a photo editing program and adjust levels like contrast, brightness, saturation, etc.. (I will write up a guide or better yet a YouTube how to in fact do all of this.)
Post at busiest times of the day. I post about three times: 12 PM, 3 PM, and 6 PM. Simply ad a description of your service. Your phone number and business name. The best pictures to post are the before and after. Classic tape down the middle showing dramatic results. You have to sell yourself before you can sell your service.
I can not tell you how much business I have received from this simple marketing strategy. All I can say is that it works.
2) Instagram - For those who don't know what Instagram is.. it is a social network compared to Facebook, but it is about picture posting and using tags (Ex. #Detailing) to basically let other people search the tag and they will see your photo. Other users can also follow your pictures and it will show up on their feed for them to see every time you post a picture. This is another effective strategy that works.
-- Here's an example. If you search the tag #Chicago on Instagram, you will most likely find people who well... live in Chicago or posted a picture about Chicago. So simply, post a detailing picture of your service (before and after) and follow it up with tags (#Detail, #Detailing, #DetailingWorld, #PaintCorrection, #Chicago)
Because the tag #Chicago is in your description, everybody who looks up the tag #Chicago will come across your detailing picture. Put two and two together and you might just find that special customer.
3) The Half and Half Method Sales Pitch (Or Fender, etc..)
This may work only if you have a dark colored car or easily visible by sunlight. Simply take the trunk if it's not already detailed. Tape a line down the middle of the lid and create swirls on one side (Sounds bad, but just listen!) and take the other side and detail it (Polish and Wax.) When you talk to a customer show them your car or your work van, whatever it is. Awesome method, makes people understand what swirls actually are.
Guys and remember selling is about giving features and benefits. Yes.. I'm sure you guys have all heard this line many times. But customers do not understand what swirls and clay bars are. It's vital you explain what and why they are beneficial or harm the car.
If you have leather and it's dirty again to half and half. It is a great selling pitch!
4) YouTube Videos
You guys already know this too. Simple and Effective. Put some music in the background though or use little of the buffing machine noise. Let's face it, the noise of the machines get annoying. Nobody wants to hear it. I can't tell you how many videos on YouTube have the noise on there. It's a turn off for customers. Put your phone number too, there's so many videos without it! Customers do not want to go searching for your number.
---------------------------------------------------------------------------------------------------------------------------------------
"Money isn't in selling, it's in closing the deal."
Selling is only the first 80% of the process, closing is 20% but is 100% of the money.
How to Sell:
1) Agree first - No matter what the customer says agree first.
Ex. 1) If a customer says I love Armor All products man, they're great! (We all know Armor All should be no where near a car) but agree. "Yeah man, armor has a great product, but actually let me tell you something you don't know." Then explain the harm using the product. If you simply say "Dude, Armor All is the worst thing you can put on a car, you will offend the customer." So first step, simply agree!
Ex. 2) Customer: "It's too much money."
You: "Yes, Sir or Ma'am I agree it is a significant investment. The fact is it is a lot of money. But, think about it this way. Yeah, you spend $300 (or whatever it is), but you raise the value of your vehicle by $1,000 as well. Did you know Kelly Blue Book actually determines the price of a car based on condition?
This is vital in selling a product or service. Simple, Just AGREE!
2) Write a Proposal Up to Everybody!
Put pen to paper and write the proposal of your service and the price. Give a great attitude and don't quit out on a deal. If they no wife, no money, no hope at all.. WRITE THEM UP. Treat everybody like a millionaire.. well except for millionaires, treat them like billionaires. I promise you this goes a long way..
3) Follow Up
Give a phone call once a month to ask for the business again or three days after you have completed a detailing job. Make sure the customer is happy. Be persistent. Once again, this goes a long way!
4) Understand that Objections are sometimes only Complaints
What do I mean by this?
-- Ex. "It's just too much money."
Do you get it? Just because the customer says it's too much money doesn't mean they are rejecting your service, they are just complaining that it's too much money. How many times do we go to a store and think to ourselves "Well.. that's a lot of money," but WE BUY IT ANYWAYS.
This follows up with my number one rule: Agree first, and that is how you overcome the complaint. You have to realize when it is an objection though. Sometimes it is.
Always start with the lowest package. Up sell, do not down sell or you will face a lot of problems and challenges. You can't excite a customer about a $500 paint refinement package and drop down to a standard $100 package. Makes no sense. Always up sell guys.
5) Don't ask a customer for a budget
What's going to happen if you do? They're going to low ball the hell out of you. Be CONFIDENT IN YOUR PRICE WHEN YOU SAY IT. Look the customer in their eyes and speak firmly. Trust me, customers can tell when you're not confident in your price. If you're not confident, they're not going to be confident in you. Body language is key in selling.
The Most Important Rule:
Be Willing to Close the Deal
1) Ask for the Business! Assume the deal.
Ways to ask:
- So do we have a deal?
- I am open tomorrow all day. What time is best for you?
- Should I pick it up for work or will you be dropping it off?
Possible Objection examples and how to overcome them.
Customer: "It's just too much money."
You: "I agree it's a lot! And that is the reason why you work hard every day. That's the reason to do it today, you can afford this type of premium service, which a lot of people can't afford."
------------------
Customer: "I have to think about."
You: "I agree thinking about it is a wise decision, but a thought is instantaneous.Think of an elephant, did you get it? Now think of your house burning down (LOL, just kidding, but you get the point!) What you need to do now it make a decision." This gets the customer to realize: "yeah he's right."
Guys, customers come to you because they want you to take money out of their pockets. That's why they come to you! Ask for the business and close them!
-------------------
Customer: "I have to ask my wife, or I have to ask my husband.."
You: "What if your spouse says no..?"
Customer: "They won't.
You: "Okay, then I need your okay right now."
OR:
Customer: "If my spouse says no, then we won't buy."
You:" Would he/she say no to the price or the service."
If the customer says PRICE, she's objecting the price. You need to either lower the price a bit or build more value.
If the customer says SERVICE, well then you didn't do a good enough job selling your service.
These are ways to figure out and overcome objections.
There are many more. If you guys need some more closes ask me. If you have any questions on objections from customers, let me know and I will show you specifically how to get around it.
---------------------------------------------------------------------------------------------------------------------------------------
I hope this helps some of you guys. Please share your thoughts and your strategies as well.
