The one thing that drives me insane about my job is that many people take it for granted that their carpets will get soiled at a certain point of their life span. They get used to the stains and bleak colours and even argue that their floors are beyond treatment.
There is no such thing as a carpet beyond sanitary treatment, especially if you have the latest-generation equipment on your side. The modern combination of steamers and high-end detergents can remove pretty much everything from a dirt-smothered carpet, even if it looks as if you dragged it out of a bog.
The question remains, however, of how to convince the owners that you can restore their carpets for much less money than buying a new one. Here are three simple tricks you can try:
- Visualise. Nothing works better than the “before-and-after” effect of successful carpet cleaning. You can opt for pictures, but video works even better.
- Break down the numbers. Show them how much would it cost to buy and fit a new carpet and then compare it to your fees. The budgetary argument usually works wonders.
- Give them a price-quality guarantee. You have to be certain that you can finish the job successfully. If that is the case, guarantee that you will charge them nothing if you fail to achieve the promised results.
And last but not least – be patient and positive in your communication. Confidence and good humour will never lose you a customer, but their lack most certainly will.