If you are having problems with your pressure washer burner, watch this video by Larry Hinkley from Delco. He gives you some simple tests you can check yourself before taking it in to a shop.
Subscribe to this blog's RSS feed
As salesmen we often hear “no” when trying to pitch our services. If you would like to learn a way to turn those no’s into gold, you will appreciate this technique.
When I first started my hood cleaning business I did nothing but cold calling (or knocking on doors) to get new business. This approach can be quite effective, but you have to have a fairly thick skin and you must improve your closing skills constantly. Through the learning experience of hearing no about 7 out of 10 times, I learned a valuable method of improving that number to about 7 out of 10 to say yes!
Everytime I would go into a restaurant to inspect their kitchen exhaust system I would look at the sticker on the hood to see when it was cleaned last. WRITE THAT DOWN!
If there was no sticker then make sure you ask the owner/manager when it was cleaned last and how often their frequency is. Even if they say no to your bid, you have the most valuable information you need to make the sale, eventually.
Tom Hopkins calls this the “itch cycle”.
If you sold a product, it would be like finding out when that product is due to break down, then hitting the customer right before that happens so when it does happen, you are who they will come to. For instance: say your customer is driving a Chevy, you know that within a couple months they are going to be looking at getting rid of that thing, haha, just kidding, but you get my point.
It’s actually easier for us, because the sticker tells you when they are due to be cleaned again.
So what do we do with this information? What we do is start a tickler file with all the “no’s” information especially the frequency and when it’s due again. In 3 months you will send out a postcard saying something like “You’re due for a hood cleaning, we would love to come inspect your current company’s work to be sure that your restaurant is getting the best value for it’s dollar”.
It does two things for you: one, it shows the future customer that you are on top of things (maybe even more than their current company) and you care about their kitchen exhaust system.
Two, it keeps you in front of your customer so when that hack company doesn’t show for their cleaning on time, your customer will know exactly who to call!
Now, everytime you hear a no, don’t be discouraged, just put them in your tickler file and say to yourself, I’ll see you in a couple months.
