Identifying Potential Customers
Identifying Potential Clients
A potential customer will generally say this or something equivalent to it:
“How much do you charge?”
“How much is it”
Before I teach you how to answer this, there are two important factors to consider which is Why and when the customer is asking this.
Why the Customer Is Asking
The customer is asking you this as it's their way of indirectly stating that they are interested in our service. They are giving you a brief snippet of their time and it is up to us to close on this sale.
When the Customer Is Asking
If the customer asks you this right off the bat or two/three minutes into the conversation, it means they want to get to the bottom line, to see if our service fits their budget. It is important to understand that the minute you give out the price you have lost all control as you have not taken the time to build up their interest and to discover what they are looking for.
So when you tell them the price, all you can do is wait for them to say
“nope that’s too expensive”
“nope, I don’t want to pay for that”
“Oh the others do it for cheaper”
Thereafter, you will most likely go into what I call “Justification Mode” where you turn into this salesperson and say:
“Oh, our product is better”
“Oh, we’ve been around for X years”
“No but we wash cars this way”
It is important when a customer asks, “How much is it”, that you Redirect the conversation.
Redirecting The Conversation
The sole purpose of this is to ascertain the customers needs and find out why they are talking with you in the first place. To do this when a customer asks “how much is it”
You would simply reply:
“It depends.”
Then they may say something like:
“It depends on what?” or
“ For a Small/Large car”
Then you can finally say:
“It depends on what you’re looking for, so why don’t you tell me a little bit about what you’re looking for”
Boom. You go right back to the customers needs, you can listen to these needs, and target those needs before giving the price.
It is important, before pitching the customers needs that you start with why, our why is our mission statement and is written on all our vans, it goes as follows:
We believe in bringing value to society, in giving you the freedom to do things meaningful to you, such as spending time with your family, friends or resting. We try our best to do this by making our service affordable as we feel that everyone should be entitled to our service especially parents and professionals.
Our service is easy to use and environmentally friendly and we do this by washing your car at home.