 With the current news and social media pumping your paranoia about the outbreak and the restrictions set in place, everyone is panicking
(when there’s no need to be) Stay healthy, rest and eat well. Stay indoors as much as you can, wash your hands and practice basic hygiene 1) There’s always opportunity in every bad situation Warren Buffet once said “Be fearful when others are greedy and be greedy only when others are fearful” Business is booming right now in some of the industries like medical, marketing, grocery, etc The pandemic is cleaning up the economy - it’s weeding out those who can’t pull themselves through and the strongest one will get ahead of the game Let the fly-by-nights die, and the pros live Detailing should be considered as an ESSENTIAL business in this pandemic, as it sanitizes your customer’s vehicle keeping it clean and detailing services should fall under auto services (even though it’s not stated officially) Check out the press released by International Detailing Association here 2) Golden opportunity Now it’s the time to go harder than ever before Everyone is staying home with their eyeballs glued to their screens, ad cost has dropped significantly and now it’s the PERFECT time to put your business out there Start doubling down on interior detail & protection, angling your message more towards prevention and peace of mind of the virus Then upsell to exterior detail/protection when you’re working on your client’s car 3) Cash reserves This pandemic should teach you a thing or two about having solid cash reserves. Cash is king in recessions like this If you’re a mobile, have at least a minimum of $20k cash reserves at all times If you have a shop, have at least $50k-$100k cash at all times In my opinion, any detailers who are running their business without solid cash reserves is going to get their ass kicked by environmental changes like this/their competition Having solid cash reserves allows you to: a) Keep your head in check all the time, and not in a state of neediness when you’re talking to a potential client b) Rock-solid confidence c) Weather through a storm like the current coronavirus pandemic we’re facing 4) Shut the doors, pull the curtain and focus Turn off the TV, shut off your social media, and go hard on your business. Don’t listen to the news and media too much to keep yourself sane. There are more to just detail, there’s the entire backend side of business you can work on (which most detailers neglect) like branding, sales, admin, rearranging supplies, marketing, systems etc If you’re being forced to shut down for the time being in your city, time to restructure and think long term for your business If you’re still able to operate, the show goes on and it’s time go harder than you were already before If you need help weathering through the coronavirus storm and create a bulletproof strategy for your detailing business, schedule a 45-minute strategy session with me and let’s see how I can help and grow your business with the current pandemic: Click here to schedule your 45-minute strategy session
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It was the 3rd quarter of 2015.. Just another random day where I'm browsing through my Facebook newsfeed and I came across a coating brand (with a line of car care products) that caught my eye and wanted to get my hands onto it as it just got released here in Australia Reached out to him and I just so happened to be in Sydney that week and we caught up at his shop As I was walking to his shop, I could not believe what I just saw - It was Moog's Mini!  It's like I'm watching their YouTube videos with a virtual reality goggles on lol that's how it feels like..  They are prepping their cars the season premiere event which is held at a local cinema later that evening  They didn't directly get me into the coatings, but that trip to Sydney is the first time I ever got exposed to the coatings world
I did not know what to charge, at that time I was only thinking of charging an extra $200 for a 5-year coating I got smacked in the face (not physically) by being told I have to charge a MINIMUM of $500 on top of paint correction "$500 on top of correction for coatings?!?!?" I thought to myself. My mind was blown at that time Most people want to get their foot in the door for coatings by doing their own cars and/or their family and friends cars Why take the long route when I can go straight into it I went straight to selling it at $500 on top of paint correction without any coating experience Results? A week after I came back to Melbourne, I did my first ever coating job on a Ferrari F430 wrecking my nerves (story for another day) Looking back, I did not regret taking action on every opportunity I get for my business to expand and grow I've always been a "let's just do it" kinda guy. I never dabble around thinking like "oh should I? should I not?" One take away I learned from multi-millionaires, is not to dabble. It's either a fuck yes or no. Indecisiveness kills time and productivity New coating? I'll order 2 bottles the same day it released to apply on my clients car to test out New rupes released? I'll order 4 new ones for me and my team New products? I'll make sure I'm the first to test it out Facebook updating their algorithm? I'll make sure I bet my money from my own pocket to figure that shit out Fly out to another city/country to take a seminar on bettering my marketing/selling/polishing/detailing skills? I'll make sure my flights are booked in that same hour It's a detailers thing to have a huge ego and think they are the best above all the competition. Especially when you start getting dem higher end cars rolling in Not a single time in history I think that I'm the best. I'm always a student for life In life and in business, there WILL ALWAYS be room for improvement and there are always people out there who know a lot more than me and I can always learn from them I'm always trying new stuffs, experiments, tests and super grateful to have met Moog and Marty along my journey which I have been watching their videos since season 1 and 2 where they film at marty's mum's driveway Went from charging $500 to charging $1,500 - $2,500 for GTECHNIQ's line of coatings on top of paint correction If I can do it, it's my belief that every single one of you guys can do it too ;)  Phone rings..
Get em excited about the correction and coatings, then when we get to the price they're like "yeah nah too expensive, i'll let you know" It's frigging annoying And I think to myself "fuck man. if ONLY every person books in with me for dem coatings, i won't be struggling and taking on the soccer mum jobs" It drives me nuts. I've been experimenting and learning a lot in the past couple of years to get better at sales - is to eliminate the source of the objection before it even comes up After talking to thousands of potential clients, closed hundreds of thousands of deals.. I noticed a pattern Those who flawlessly went ahead book with me and my best clients.. They don't have much objections because they have SEEN the value of what i do before the price even comes up I've learned that if your potential clients gives you any sorts of objection like: "Let me think about it" "I don't make decisions like this on the phone" or the classic of all "Let me talk to my wife" Means it's a SIGN that I did not do my job properly to help them find out what their problem/needs/wants are And chances are razor thin that they will come back (I say this because a small percentage of them actually will) The problem it's not them - it's you. The most common issues is trust/believe and they don't understand what it is (HUGE) Objections is a SYMPTOM of a much bigger problem that somewhere along the line you, as a business owner, a salesman did not walk through your potential clients their problem, needs, wants and how your services can help How do you eliminate it? Go straight to the source of the objection whether it's trust, they don't believe/understand how it can help them 1) Understanding their state of mind Often we think that someone calls us is to book it in - but in reality they ARE shopping for options Potential clients are always in option hunting mode. The ONE thing they want when they speak to you is to get an option, store it in the back of their head and come back another time (which most of the time they won't) How many times have you walked into a retail store just to 👀 around? Same spiel for your potential clients Understanding this is huge, because you don't want to just give them the option You want to understand their problem/needs/wants and get them to feel like it's something they need to get it done This is however not the case for every single call, 80% to 97% people who enquire will be hunting for options, the 3% will be "hot" to book it in right now Start of the call, frame the conversation and ask them what is motivating them to enquire, because there will be something that motivates them to enquire Pull out their motivators and double down on that 2) Eliminating the source of objections before it arises When I get on the phone with my potential clients, my purpose is not to get them to book it in (Paradoxical, i know) My focus for the entire call is make sure i listen and UNDERSTAND where they are at Really focus on understanding their problems, what is motivating them to enquire for my services and what they want And not to try and sell them like a sleazy salesman at your local dealership lol If you focus entirely on trying to get that person to book it in, then you're going to have troubles booking them in Tell them about how you can help on the right time after you have explored on what they need and want, and position your offer as the main thing that helps them How to be good at it? Practice Once you are so good at listening and understanding what they want, objections almost never comes up as it makes sense to book it in right then and there You can feel it "clicks" with them Making sure they see the VALUE before discussing about prices If they don't see the value, it's almost guaranteed the objections WILL come up 3) Handling objections like a pro + tonality Ok, say the objections DO come up - you can still book it in IF you handle it like a pro The key to objection handling is to drill down to their WHY with EMPATHY, and then resolve it from the core of their objections. Is it because they don't believe it can help them? Ask them if they like the idea, or what they don't like about it Is it because they don't like the price? Ask them if they like the idea and if they think it's for them if they see the value in it. If not downsell and work out another deal suits them better Is it because they really need to talk to their wife/think about it? Call out their bluff and say "Sure i totally understand and i respect that. But usually people tell me they want to talk to their wife/think about it usually don't get back to me. Is there something you don't understand that you'll like to discuss? Just want to make sure I answer all of your questions that's all" [In a calm, and understanding tone. If you mess up the tonality here you are going to sound like a sleazy salesman] Hope this helps you guys to book better deals with your potential clients 👊 |
