The key to repeat business

VaSuperShine said:
I've been writing a pretty involved piece on how to sell the sizzle in this industry, many of the topics are no brainers to many of you most likely, but I think it might help some of you make more money, I'm no aspiring writer but I think it can help. I've spent hundreds of hours on it and it should help.



I will post one section at a time on this post as it's prepared and I hope someone can take anything from it and use it to their advantage.
Click to expand...



THANKS! LOOKING FOWARD TO IT!!!
 
How to sell the sizzle in the detailing industry



First off, it's important to take what works for you and try to simplify your presentation strategies, the tricky part is to tweak it into something much more profitable. This combines everything you do and say on a daily professional basis.



Presentation/ Diagnosis of the problem areas/ Customer relations/ Confidence/ and most importantly, knowing what you are worth.



If you don't TRULY believe you are worth more than a $200.00 job you will NEVER sell a $250.00 job. Even worse, your client will never in a million years believe you are worth any more. I think a lot of guys limit their yearly income with a pre determined mindset that should immediately be erased from the memory banks. Setting package pricing has a huge impact on this. Also worrying about the competitions prices too much will put a huge damper on success.



If you have an exterior detail set up for tomorrow, ask simple questions that will lay the seed in your clients mind like, "what are you using on your leather"?,(try and carry a well respected leather product and knowledge yourself on every facet of it) or "Have you considered sealing your wheels"(if not already introduced or included in your package). The point is, we all leave so much money behind every job, legitimately earnable money, I'd like to stop that.



You already know how to seal and wax glass, and you know although arguably extreme, glass can receive three layers of various sealants. Offer it, they aren't going to ask you for it, not ever. If you don't ask for the sale you won't get it, and I don't mean push services, but be intelligent with your approach. Sure a lot of this is dependent on customer relations, but the point is, you have to know you are the best for the job period, if you truly do, your client will feel it as well, and will hang off your every word...



...More to come
 
I agree. Chances are for most customers, if they don't know about it, they wont ask about it. Most of the time I can tell if someone will want an extra service such as wheels sealed and etc. But you gotta put it out there to reap the benefits.
 
Wow, I just spent a fair amount of time reading this thread, lots of great info here!! Im just getting started so this has helped me a good bit. :thx
 
Great write up Scott...





I do detailing on the side not a full time business as most of you do. But the extra mile is always crucial.



Being trained as a Auto Technician and the fact that When your doing an engine detail your already in there. I check over basic maintenance things some will ask can you check my fluids Tire Pressure. SUre why not. I do a basic visual inspection of things while I am in there. Pointing out a part that may fail shortly, Or Something out of the ordinary that can be repaired/replaced long before a breakdown Makes them all that more gracious.



I caught a Radiator Hose starting to fail early that would have easily caused problems later on when it failed possibly while driving. I showed the customer and she was greatly pleased.
 
Wow this is a fantastic write-up!

Some of these stories are just the most inspiring things for me and I'm sure others. I really hope to be able to obtain these skills and be effective in them in the future when I'm ready to start a business up.



Thanks, and keep posting more suggestions/tips!
 
here is one i can share and maybe someone will learn something usefull:

there was this guy that said he works in a body shop for a year on, with a black ford maverick that needed polishing. hes just too busy and cant do it by himself. i told him everything i was going to do on his car, and he asked me why the hell would it need waxing. (even got a higher, kind of suspecting voice tone)

i explained him what does polishing exactly do to the clearcoat and what is the function of the wax over it while (i admit it) holding in a big laugh. (i mean, you work in a body shop and dont know why is wax used on cars? cmon...)

long story short: today was the 4th time i waxed his car from the first time he came for polishing 1 year ago. he washes it, even said he uses 2 buckets like i suggested to, then comes to me for waxing.



even if i would have laughed in his face at that moment, i tried to be polite and made him learn something he should have known cause of his full time job.

he said he is coming back to prepare the car for winter. ;)

(and he even gives pretty nice tips on every waxing)
 
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