Howard Partridge has a cleaning business in Texas it's a business that he started
with just $3,000 he was a one-man band and very quickly as I'm sure some of you
have felt before became a slave to his own business he was working every hour
under the Sun and didn't have time for his friends and family what was worse is
this business was getting him into more and more debt Howard thought enough I'm
not doing this anymore and that's when he read E myth by Michael
Gerber if you haven't read this it is fantastic and a must for any small
business owner I'll make sure there's a link to that saw in this video because
you have to read that in a myth Michael Gerber talks about systems systems are
the way that your business operates Howard implemented these systems into
his cleaning business and it's a business that I've never seen somebody
implement the systems so effectively I saw the set up for myself and went to
Texas I saw the cleaning business and Wow it
really works like clockwork he has a fantastic team everyone knows their
roles they're meant to be doing and when I spoke to his team members they said
how it is a fantastic boss and we haven't seen him in the last six months
he is now teaching these same systems to other business owners like you he has
eight fantastic books he has fantastic workshops which I was looking off to
attend and he has a mastermind circle where he gives all that valued or the
business owners now I got to sit down with Howard to talk about a very
important system in his business which is sales how can a business run without
you if you're not the person doing sales well Howard's a perfect example of this
and he's going to share that information with you so if you want to know how more
people than just you can generate sales in your business keep watching this
video it is packed with value how many times have you said in your business I'm
the only one that can sell no one sells better than me I'd love to
take a step back from the business but I'm the only one that could speak to
customers sound familiar well you need to be able to scale this
to grow your business further and I am speaking to the king of systems who has
a system for how to sell so that anyone in your business providing you've got
the right people can sell your products or your service Howard thank you for
joining me my pleasure please can you explain the
seven step procedure you guys have to create a sales process that just works
you bet so first you have down a system and there's a couple things you need to
understand about sales the sells is not something that you do to someone is
something you do boring with someone if you take the attitude that you're just
helping someone get what they already want make it easier for them to buy then
you'll you'll be doing well so we developed seven steps that over the past
35 years have worked consistently in our business and both over the phone and
inside sales the three salespeople that you met today none of them have ever
been a technician Wow okay that's important they've been in the field they
talk with the technicians they've had some technical training and all of our
technicians none of them have ever they never clean carpets somewhere else
before they were all trained from the bottom up and their upsells are
outstanding and so we have guys who who upsell is over ten thousand dollars a
month without any pressure just by following the simple process so when you
get when you do marketing you get a prospect just follow these seven steps
number one is establish rapport and the way that you do that call them by name
you know be cordial maybe notice something there's a picture of an
airplane over there and you know are you a pilot or you know whatever the case
might be just don't get right to it and jump right into you know the job to be
done you know give them a little space to get
comfortable with you and maybe ask them how they will refer to you right so and
how do you know each other thank you glad that you know Daisy and and that
she referred you number two is connect with their
emotional state people who are getting cleaning or restorations restoration
they might be traumatized but that's in cleaning you know they might be a little
concerned about who's in their home they're concerned about the spot the
spill the condition of their carpet or whatever and so don't overlook that
don't be insensitive to that people are fearful of who's in their homes so you
want to be sensitive to that and say hey listen I understand that you've got a
challenge here and and you know I'm here to help you reach your goal you're not
the boss I'm gonna I'm gonna do this I'm gonna do that you know connect with them
emotionally number three is you do need to build some credibility and the way
that you do that is having a message that establishes you as the authority
and we have a five-point marketing message that we use and where you talk
about your reputation briefly your experience your training your system
that you're going to use and you're guaranteed to put them at ease so the
fourth step is identifying the problem not just the problem of the soiling on
the carpet and that sort of thing but the problem behind the problem right my
husband's gonna be angry if this doesn't come out or you know we were having
company come and I got a real problem here be sensitive to the problem behind
the problem but identify the need and you know in sales selling hate we have a
saying that says selling ain't telling and that's a little southern us okay so
good selling proper selling is asking good questions right and getting as much
information as you can the more they tell the more you sell the more you tell
the less you sell then step by the is outlined the solution again you're
going to ask a lot of questions so we're going to do this we're going to do that
here's our process does that make sense to you it's not look like what you're
looking for then step six is to quote the investment not the price the
investment a price is something you pay money's gone forever and investment is
you invest money and you get a return on that investment the investment yes yes
share the investment and then if there are any objections that's the final
piece is number seven and again you always ask a question if they say too
high it's too high than you know you feel like it's too high can you tell me
more about that what are you comparing that to what is
your budget and so work with them by asking them clarifying questions to find
out what the real objection is maybe they're comparing you to someone that's
you know there's no comparison yeah right no great and one thing I've found
about the questions as well is it can also help you to upsell and what I mean
by upsell is solve another one of their problems right if they come home and you
ask questions and find out the mother's about to have a baby that's when you
sell them staying protection or make sure they know that you use child
friendly products so your so write them questions allow you to paint that bigger
picture to solve more of their problems and as a result spend more with you yeah
the upsell is the most profitable sale ever made and
myself when I was in the field our team the up selves or literally off the
charts believe it or not we have had technicians sell over $25,000 in upsells
in a month it's not really uncommon so if you think about it if somebody has a
bunch of oriental rugs yeah I'd be at $10,000 order or marble floor or
something like that so $25,000 what could that do for your business
yeah and that's in one month of upselling this is inspirational stuff
Howard I really thank you and if people want more tips on amazing things like
your systems where can we go to find out just go to Howard Partridge comm opt in
we always have some sort of you know free information I think you're on our
email list and we'll ask you if you're in the cleaning business we'll give you
specific things that will help you solve problems in your business thank you and
you know this is a guy that's done it so take advice from someone that has grown
it he's grown the business that you guys are longing for he sits on a beach while
his employees love working with him and help grow all of their dreams
so dude sign up to that mailing list and thank you once again my pleasure thank
you