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DOING ITS JOB
Scotchgard protection helps protect carpet against oil-based and water-based stains. In addition to keeping the carpet looking newer and fresher, it aids in treating the carpet fibers from resisting soil. When spills and accidents do occur, the homeowner has more time to get the spot up before it stains the carpet. And the Scotchgard also has the ability to release stains more easily on carpet and upholstery when professionally cleaned. The perks of this product make it an easy upsell.

CONVINCING THE CUSTOMER IT’S WORTH IT
When reviewing with your customer the basics of the carpet, such as age, frequency of cleaning and location of trouble spots, you can easily transition into a conversation on Scotchgard. Let your customer know that her carpet has already been pre-treated with a form of protectant, but it’s good to reapply it after yearly carpet cleanings. This is a fact. All carpet mills sell their carpets with a generic form of stain protectant already on the carpet. Although the mills do not manufacture the protectors, they wouldn’t recommend it if they didn’t think it was highly important to the maintenance of a healthy carpet, right? Now is the perfect time for you to ask your customer if she’s heard of Scotchgard. You’ve already offered a pretty tight sales pitch, but you have more ammunition if need be. For the stubborn customer that just won’t seem to budge there’s a secret weapon… the Scotchgard Blotter Card.

THE PRODUCT THAT SELLS ITSELF
By demonstrating the amazing capabilities of Scotchgard to your customer with the Scotchgard Blotter Card, your customers will see for themselves what exactly Scotchgard can do before making the investment. A simple and very effective sales tool, even the greenest of technicians can close a deal with the blotter card in three easy steps. It works like this. Half of the card is pre-treated with Scotchgard, the other half is left untreated. Simply pour water or cola on both the treated and untreated sides of the card. Scotchgard’s protective barrier will keep the liquid from penetrating the protected half of the card so that liquid literally rolls off. Your customers will see instant results with their own two eyes. Amazing! They’re sold.

EDUCATING THE CUSTOMER
Another fantastic tool for selling Scotchgard that will deliver a double punch in your favor is the Scotchgard Presentation Book. Designed to fit in your pocket, it has multiple uses, both for technician and customer. For the customer, this mini-book can be handed over for simply more information or reading up on the product and warranty. And the illustrations in the Presentation Book are great visual references for technicians to refer back to when using yet another power sales tool, the Demo Tube. Although it just looks like a plastic tube from first glance, the scratched one and shiny end both represent something very important. No matter how much or little experience your technician has, this again is a key ingredient in the sales pitch of Scotchgard.

If your technician simply refers to the Demo Tube, comparing it to an oversized carpet thread, this could be the deal closer. When carpet it is new, like the tube, it’s reflective and shines. But when soil builds up around the individual carpet fibers, the soil acts like a tiny saw, cutting into the protective coating, taking away from the shine, leaving the fiber looking dull and dark. Thus, the scratched end of the Demo Tube. The visual image of the Demo Tube helps reiterate your explanation of Scotchgard that much better to your customer.

•Step1 Ask the customer if you can show her how Scotchgard works to protect her carpet.


•Step2 Run the Blotter Card under the tap, soaking it with water.


•Step3 Show the customer the difference. Have her touch the treated and untreated sides. BINGO! You’ve just made more money!

WRAP IT UP
Although it doesn’t seem like a sales tool, the Certificate of Authenticity, when presented to the customer after the Scotchgard application, reassures them that they’ve made a good investment in the future of their carpet. This is actually one of the most important tools in your sales arsenal that you use AFTER you sell the product. The non-reproducible Certificate of Authenticity acts as a warranty certificate to your customer because you’ve just applied a quality product to their carpet that you can guarantee. Unscrupulous cleaners who claim to be applying Scotchgard will be unable to provide their customers with proof and guarantee. This is what makes the Scotchgard Success Kit such a winning sales tool for any carpet cleaning company, big or small.

SEALING THE DEAL…LITERALLY
If you’re considering offering Scotchgard as an extra service to your business, make it an incentive for your employees to learn. Offer your technicians the opportunity to share in the benefits you’ll be reaping. If they sell ten Scotchgard applications (valued at around say $750), you’ll compensate them with a $25 gift certificate for a local restaurant. You’ll be amazed by the results all around. After all, the process of learning this product could not be simpler! The Scotchgard Blotter Card and other sales tools in the Scotchgard Success Kit sell the product for you! It’s the difference between settling for $75 an hour or doubling your net income. Your price per job remains the same, so it’s no added cost to the customer. The homeowner stays happy. It’s virtually a win-win situation. The choice is yours.

Call Jon-Don today at 1-800-556-6366 for your free supply of Scotchgard Blotter Cards or you can order the complete Scotchgard Success Kit.