Binding Machines

Your business means more money while working less? Want your customers so loyal that would not dream do not call each other?

If you only answered yes (and I do) Read more …

Before offering my secrets for the work of internal services and build relationships with customers, do you mind if I say a little 'about me?

At the time of this writing, I have more than 32 years of experience designing, building and ultimately sellingservice.

When their own, and operate a carpet repair company with offices in almost every major city in America. In addition to building and managing my business, I was trained by several well-known sales trainers.

When a person training to sales outside people to their income with an average of about 25% – 50%.

Learn the 25 keys I promise.

1) Registration

First ceases to be a seller. Stop righthours and never come to sell the service. Speak sales from your vocabulary and replace it by mail. Strive for excellence in writing in choosing your service Outlook. Nobody wants anything to be sold. People want to understand the problem and solve their problems. If you issue a person is not something you sell. Help someone out and they will never forget … when they need help.

2) You do not have a servicecompany.

In fact, you're a commercial company who register people in that it offers. Everything you say, write and makes the prospect or client should be to have all the information about items.

3) They are not "an entrepreneur, you can" their "contractor.

If you are a subscriber has become an expert, it takes just a face in the crowd. It is not only an entrepreneur who wants your potential customers. Instead it is promoting in their inner circle. Are "they" a goodfriend, "their" expert "they" go into your area.

Perspective to note that there will be a sweeper or a plumber or a contractor. It is now a part of their lives as their "contractor and" them "sweeper or" their "plumber. If you really care about your prospect knows that he will always first call, and wait for you if you work.

4) The two main issues.

With every statement made to the tables, answer one or both of thesequestions, your prospects are always thinking:

A) What does it mean for me?
B) What's so great about it?

For each service or product that you want your prospect to buy him many advantages. For example: "We Scotchgard carpet protection. If you are instead of a real Scotchgard that most guys are selling. Tent Dirt and sand more easily depressed when this in turn will be carpets anymore, because the sand cut fibersmat. remove sand from your carpet on a regular basis will save you money in the long run as your home and feels cleaner. "

When responding to two questions that your opinions are welcomed think you made him a customer.

5) Being a fisherman, not a hunter.

A hunter stalks his prey, a fish that makes it attractive. I'm not saying you are pro-active should be. Instead, you have to advertiseand promote themselves, but when the potential customer's attention, stop hunting and fishing.

Here is a great task for you. Making an avatar of your best customers and then put yourself in his shoes. Write down what the customer is attracted. Write a long list of everything that customers seek. So the nature of the company offering the best customer service requests. Bait the hook, set the bait and pull it toward you.

Note: women are doingAttracting thousands of years, now men, simply to attract customers.

6) Authenticity

What people love about you is your sincerity. Your potential customer is a real person. Like a real person who wants to be heard, recognized and respected. Before the service that I want to see the truth and they know they can trust. The potential customer will know that a person carefully and honestly are the people you carehave their best interests at heart. A very old expression: "I do not care what you know until I know the cure."

Seven) Promises, promises. Keep them!

Promises to be in their homes over time. Enter your chance to make a window for the arrival and tell them that you call just to let them know that you are on the road.

Always on time and always on first call. And 'good two or three times to call during the day to let them know what to expect from your program. People understand thatyou're a busy person, but nobody likes to keep waiting. Most people are tired of entrepreneurs too late.

I can not say how many people greet me and thank me (first time we meet) to call and let him know that I was late. It is not nice to be thanked for this delay? It is the sincerity of his words.

Honesty

Do not lie on your point of view. Do not embellish the facts first. It is not good for sales and not good for your soul. YouMaybe you get away, but will not be long. Deep down we all have a BS meter. Most people make decisions emotionally, and if you are a dishonest person, that the internal counter register BS. The outlook may not be aware that you're a liar, but he knows in his gut that something does not feel right.

When a prospect know you're a good person and that you love him, he wanted his problem. And to think that you needsomething that is sold by stretching the truth is the wrong approach.

When people trust because of your honesty, integrity and authenticity can see that you really want to believe that the solution to the problem.

9) Turn right to the experts.

Lest you think that the solution to their problem to respect what they require to know what you're talking about. You do not get the respect they deserve without it. Listen carefully, repeatYou have heard, and then explain in detail how the problem. Take the time necessary for the prospect of a couple of things that do not know or understand to learn. It will give you as an expert.

10) Build the relationship on a solid foundation to start with the first telephone conversation.

From the moment the phone is the relationship built. If this law expires, the client starts feeling good about yourself and trade sincefirst telephone interview.

To establish a relationship, it's a good idea to talk with the same speed that the customer does not turn, repeat what you hear is a sympathetic listener and friendly. Use the same words they do. If you call a race in a Berber carpet with a draw in a Berber carpet, they call a draw in a Berber carpet, too. If you call a blanket rolled up a bundle of carpet, you should refer to it as a bundle of carpet. Be sure to use the same language as the client to speakwith the same words.

11) Meet and greet

Most people have little or very suspicious when opening the door. You do not know. You are a foreigner and you come into their house. If you answer the door view, should look clean cut, well dressed professional with a soft smile, smile genuine.

Tip: Do not have a fake smile. When you see for the first time. Do you have a hint of a smile, so make your smile grow naturally after you bookcontact. Be real about. Glad to meet you. Let's smile can be. Let the smile on your heart starts to work, and is high. There are few things more disturbing than a big fake smile.

12) identify

Do not be a stranger. Simply identify (and identify with) your prospects feel comfortable with you. Why do you think that doctors wearing lab coats? Why police uniforms and fire? Anyone who can help you recognize immediately the authorities in their area. Sowear a shirt with the company logo and your name on it, and partly the prospect of business cards directly to a greeting.

Note: Do not use your card at hand, while saying hello. It takes away the opportunities must make contact with the eyes and disarm your perspective with your winning smile.

If you call before you get to your point of view at least once a voice. If you've called twice and have scheduled the first appointment, the prospect of negotiationsThe first three times he had ever laid eyes on you. Thus, there appears a stranger.

13) Woo

On the prospect of knowing a lot like a man take a woman to know. A wise man takes his time. When the prospect opened the door, make yourself comfortable to be outside for a moment. Imagine waiting at the prospect of the door to let you in until you actually go in to open, "I come in?" Do not assume you can go home.It has no forward motion to enter into their home until they have received. The more you can familiarize yourself with the view. Take it slow.

14) Tribe teammates.

Join the same strain, as your future customers, discovering what you have in common with your prospect. Pay attention to the details of his house. When you go home, and if you are homeless, announced that they are interested in breaking the ice with some small talk for a minuteor two than they have in common.

As a Mustang, Ford Mustang, you want to talk about it. If you have a koi pond Koi and love your grandmother, talking about it. If you have a little 'ceramic figurines, talk about how you or your mother or your best friend loves these things. Talk about their dog or cat and make friends with pets.

I'm not saying to be false or make-up is not something that is true. It only takes a few seconds to a couple of things to see that actuallyhave in common with them. The more you share with your perspective, the more you feel as if you're from the same root and more comfortable with you, they will be.

15) build value

Explain how the solution to their problem in detail. Educate your prospects about your product and how great it is. Remember the two most important issues and continue to respond. Let your customers know how difficult your task will be to speak on special toolTo use or the amount of work required.

In my work, people often call me to patch a carpet. In the eyes of the customer, there was only one thing, they need me to do, just fix the carpet. I create value, explaining how to patch carpet. This is not a simple process, is more like ten different processes that must be met before you begin, be sewn to their satisfaction. Ten steps have more value as a step. Over time, I explained everythingvarious steps to patch up their carpets, the customer I think I know what I mean. At this point the customer has the opportunity to see that I really care about him and his house. Moreover, he saw that it was not as easy as he thought, and that will work and the ability to adopt. Realizing that it is more serious than he thought he willing to pay more for the job. Most people are willing to pay for a job whenunderstand how much work is needed.

16) expectations

The easiest way to a satisfied customer is give him the reasonable expectations from the outset. To explain his problem, so make sure to explain the downside. In my case, the repair of carpets, I would say something like: "You can do … but you'll probably patch. I think it will be much better when you see what you have now, but again, you may be able to apply the patch when it was spanked. "Then writeThey say the contract so that no misunderstandings.

17) "Lift up your thermostat money." Sentence from Secrets of the Millionaire Mind T. Harvester Eker.

Remember that your money matters is not necessarily your client's money matters. For example, you think $ 125.00 is a lot of money, so I am not convinced that a heavy load. Actually, your potential customer more than willing to pay twice the amount.

My proposal is to raise taxes10% – 25%, and test results. You will probably find that your potential customers are more than willing to pay higher prices.

Wait a couple of months, then raise rates again. The thermostat money will raise prices on the rise. You know you gotta go away when you start to lose the bid.

18) Provide the offer

The first thing that comes out of my mouth when it's time to talk about the price they want a discount, but first I want to know the total cost ofrecovery. "

He estimated that the maximum amount that normally control and then someone writes "Full Price" and put the contract on the figures, circle and then draw an X through it.

During the full price that I write, "cheap". Has increased considerably. discount amount into a U.S. dollar figures are not a percentage.

Among the awards that I write "Total price reduced" and write the total.

19) The reduction

When I approach the prospect with the written agreement;(Note that I did not call it a contract) I repeat that I shall give a discount. So I explained to him why I give a discount. Makes it honest.

20) The order is

Do the potential customer a written agreement and said something.

"Ok, so I had it all now I understand you want a discount because I will not go away empty-handed .. I think that the full price for something like this would be about $ 450, butI want to be sure that this work will take $ 75 in the top right to get so I can do now. "

Never ask for a signature. Just put an X on the bottom where the customer to sign and said: "All you need is your good here and I can start." People would say well if you trust them. Remember, you called his problem. Do not have much on how he has a contract to sign. Just insert the right with John Hancock is much easierswallow enter into a legal contract and binding.

21) Deposit

Give a 100% lifetime warranty labor for life. Put in writing and be sure to explain to the customer that the material will not wear your profession.

22) Mark your territory.

If not do a good job there and I saw that at least do something, the work begins. In our case, we can pull the edge of the carpet and turn it on condition of wallpaper or you canconditions of the tactical bands. The thing is … when work began, it is unlikely that customers cancel. The disadvantage of this method to do this is that if the customer does not seem to cancel, you must go back to things again.

23) Quality

If you are the best at what you do, your confidence shines through. People are attracted to confidence. Not only are the prospects attracted to you and your service, but you should feel good about yourself and your work.

24) Followon

When work is complete, call back customers to follow. I call and say, "Hello, this is Steve from Creative Carpet Repair I have only a limited number of quality back to ask questions .." I wonder then if they are satisfied with the work. In this case, they pay us if they get the chance. The customer can usually say "Yes", and asked them if I could send a couple of business cards. Send business cards with a thank you letter the same day, if possible.

25) Repeatbusiness

I usually wait a year until I had to call to see if they need my services again all in your case, it is wise to send them a letter every six months. Existing customers, most of the employment relationship has already been built in recent times. When talking on the phone with them, are always happy to hear from you and when you go to their house would be like if I were old friends. Everything went very smooth with repeat customers.

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