By
Brian Jump
http://www.nodents.com
I should
also mention this is also,
Why to Upsell as well.
ON that note,
lets hit that 1st..
Why? Cash.
Cold hard cash/profits. You
need to make money, right?
I mean you dont run a recon
business cause you are independantly
wealthy and love detailing
cars or pushing dents instead
of traveling the world or
raising your kids full time..
So, you need moola, and Upselling
will help you, I promise.
So the Why
is now covered.
Now we get
into the How part.
How..
1) If you are a detailer,
this is a no brainer. You
have established relations
with your clients. With those
relationships, you have communication
and your clients expect you
to talk with them about any
concerns etc. So, you try
a lite upsell. Maybe you do
it over the phone, maybe when
you see them in person, maybe
a mailer or email.
The best way, I suggest, is
in person. Second best is
over the phone. Mail and email
are the least effective since
that mode of communication
is rather passive and can
be brushed off if inaffective.
So, you call. What do you
say? You tell your client
that you noticed they have
a scratch on the side of their
car and you can handle it
while you are finishing up,
and you would only charge
them $45 to do it (In this
example the scratch is small
:)
So, you pitched your idea.
For that price, and with your
soft sell, this should be
a cinch.
The phone for a detailer is
the usual way of upselling
since the client usually wont
be in your presence when you
comb the car for upsell opportunities.
And I dont suggest you take
advantage of your clients...wait
and only do this every other
time unless the client doesnt
come in monthly, then every
time would be fine.
Lets say you are a Paintless
Dent Removal tech, and while
pushing some dents, you notice
minor chips on the vehicle
or the headlights are cloudy.
You approach your customer,
and the pitch is given. Same
idea...and I would do it after
the dents are done, so it
doesnt look like you are greedy..you
just noticed it while you
were doing your job and brought
it to their attention.
But, this is the key ingredient
to the Upselling Recipe- you
should take a few moments
with most of your clients
and look for damages. And
if it is a used car, damages
and opportunities are usually
everywhere.
And that means money.
Now, go build
those profits!
Happy Pushing
Brian Jump
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