Pros> Do you make more money>

Upselling of any kind is simply understanding what makes people make a purchase decision. People buy for five basic reasons:



PRIDE

PLEASURE

PROTECTION

PRICE

PROFIT



You need to understand your client's purchase buttons. Likewise, people don't buy because they have:



NO MONEY

NO TRUST

NO NEED

NO DESIRE

NO HURRY



As a pro detailer, you have to explore each client with a few "fact finding" and "feeling finding" questions to discover what's important to them. Anytime you present an upsell product to a client, you need to answer a basic question: "What will it do for me?" That means you need to understand the features and benefits of the services you offer and be able to talk to the features and benefits.



Being a salesman means finding your client's needs and filling them to their satisfaction. As a pro detailer, you have a lot of service options that can be custom tailored to meet your client's exact needs. The key is to educate your client so they know they need your services.



For example, a client comes in with a new minivan with a beautiful cloth interior. You ask, "So, how do your kids like the new van?" That's both a fact finding and a feeling finding question. You get to find out if your client has kids and open them up to talking about what's important to them. Then you might ask, "Hey, have you thought about protecting the interior from kid stains and sun fading?" Bam! You just made an upsell from a basic wash. Get out your 303 and go to work.



db
 
Just a word of caution. Be careful when asking about children. Some people are going to be touchy on that subject. E.g.: if they have been trying to have kids and not succeeding. Or a couple could be fighting about having kids.



I tried to have kids for years. It used to be a really touchy subject for me. It got worse when I lost a baby. Most people do not know how to back out of those questions gracefully. It was not the time to hear about the headaches of having children or "maybe it's for the best". I've gotten used to the idea that I won't have kids and the questions don't usually bother me now. But, back then, I would not have been in the mood to hear about upselling anything after someone stuck their foot in it about kids.



I don't mean don't ask questions about kids, but be aware that it could be touchy. So be careful how you ask and be forewarned.
 
I see, man you guys are great. I'll be kicking tail and taking names in no time :D Really though thanks for the help, Im sure I will need more in the near future.
 
F94Ranger said:
If you wouldnt mind fillingh me in on the sales techs how would you go about upselling on a basic wash?
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Mostly what Jngbrdman and DavidB said. Once you arrive and look over the vehicle thoroughly, then you can make recommendations on what additional services they may need then or in the future. If I cannot immediately turn a wash into at least a wash and wax, I can at least plant the seeds in their mind that next time they should also get their car waxed/detailed.
 
F94Ranger said:
I see, man you guys are great. I'll be kicking tail and taking names in no time :D Really though thanks for the help, Im sure I will need more in the near future.
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Where in FL are you located?
 
has anyone tried what david said about going to the auction to purchase cars and restore them and resale themn if so i would like to know was it worth the investment
 
anthony said:
has anyone tried what david said about going to the auction to purchase cars and restore them and resale themn if so i would like to know was it worth the investment
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I have a customer who buys the cream of the crop from her father's wrecking yard, has any needed body work and repairs necessary made, has me detail them and sells them. She's been doing this for 5-6 years now, so she must be making some money at it.
 
anthony said:
has anyone tried what david said about going to the auction to purchase cars and restore them and resale themn if so i would like to know was it worth the investment
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I've done it with older classics. It is really worth it if you have the tools and the know how to do it all. Most cars need more than just a buffer and a coat of wax to make them worth more money. It is worth it if you take a car and actually repair damage that can't be rubbed out. The last car I did was a '69 Camaro that we completely restored the interior on and totally repainted. The engine had to have some major work done to it too. In the end it turned us several thousand dollars profit. We bought it as a pile of junk and sold it as a drivable work of art. :) (of course, every car made in 69 was a work of art IMO. Just take the last 4 years of the 60's and give me one of each.)



Your profit margin won't be as high on a car that merely needed some touch up paint, some polishing and a really good detail job; but your overhead will be much lower and you'll be able to turn the vehicles quicker. I like working for the auto auction just detailing cars after people have purchased them. Far less overhead on jobs like that. Tons of work just waiting to be done too. :)
 
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