“Objection!” claims the customer. Sometimes Spring Cleaning sells itself, and sometimes it is a bit harder. Actually your goal when selling Spring Cleaning is not make that one-time spring cleaning sale, but instead to strengthen your relationship with you clients and convert more recurring clients. To leave a lasting impression and Seal the Deal on recurring service check-out these strategies to handle the top 4 objections clients have to spring cleaning sales.
Objection 1: “DOES YOUR COMPANY SUCK? If I pay you to clean the house regularly why should I pay for spring cleaning? Does that mean you are not doing your job?” Spring Cleaning is a “deep down cleaning of less used, hard to reach, and forgotten areas of the home, that are not practical to clean on a weekly or bi-weekly basis”. Knowing the correct rotations for caring for a home without breaking your customers’ bank is part of your expertise, not a shortcoming. Spring Cleaning assures all portions of the home are well cared for, and keeping everything looking, feeling and smelling fresh.
Objection 2: “I CAN’T AFFORD IT! I want my house spring cleaned, but I can’t afford $450 for a cleaning. How can I get what I want with your company for cheaper?” Clients want options. Skip the “all or nothing” mentality”, and have options for your clients to pick and choose what is important to them. You can make recommendations of how to best spend a budget, given the client’s priorities, so that you never sacrifice your profit, but it’s a win-win for both.
Objection 3: “YOU ARE PRICE GOUGING ME! I can find someone for $12 per hour on Craigslist, so I must be a fool to pay you these high fees ” Your team’s skills, knowledge efficiency and level of care are what set you apart from the rookies. Yes, you may be able to find someone to clean 2 full days for what your team may do in a few hours, but because you really know your craft your quality, results and professionalism can be counted on…and the rookie can only promise hours spent.
Objection 4 : “YOUR STAFF IS MILKING THE CLOCK! I don’t like hourly charges because I have no control over how fast you work” Clients want to be in control. When you charge an hourly rate your clients are left with no control over how long your people take, and that is a big uneasy feeling for clients. Consider assembling packages that makes shopping easy and fun, as oppose to stressful monitoring of your staff to be sure they don’t waste time.