 How To Drive Urgency To Book A 4-Figure Detail Job
Barely anyone is going to call you to book a thousand dollar detail out of the blue You'd be silly if you think they do When they call you, typically they don't even know what they want other than just a detail But what is detail exactly? A glorified name for a car wash? Extra meticulous clean on the outside and inside? Restoring the paintwork? It is an EXTREMELY broad term You can't even put a price on it if it's that broad It's like asking how much is food What food exactly? Croissant? Steak? Noodle soup? Fried Chicken? That is why sales is CRUCIALLY important in your detailing business When the phone rings and someone wants to get their car detailed, you'll either get it booked at $200 for a glorified wash or a $2,000 detail depending on how well you sell It's your role on the call/meeting to pinpoint exactly what they want, and their driving forces That's why naming your price upfront usually blow your potential clients away You NEED to know 1) what you're dealing with and 2) what do they want People pay BIG money to solve a problem, especially when it's urgent To get them booked with you at a high rate, you NEED to drive their urgency and cause pain for them to book now Selling your services and what you do do is not enough You pinpoint and magnify the problem, figure out what they want and position your offer as the solution to the problem People don't buy what you do and your processes - You are selling a result, an outcome, the ultimate solution to what they want It's kinda like a paradox You're not really selling what you think you're selling I sell training and coaching programs for detailers to get high-end clients consistently to grow their business And more often or not I don't sell the training itself I sell the result they want, their goals and dreams and exactly what they want and how life would be miserable without my training programs If they understand that my product/service is the ONLY solution to get them their result, how I do it is really irrelevant Same goes for your detailing services as well Selling your processes and how you do things will only get the potential client to think "man that's so much work, probably will cost a lot I shouldn't even bother" So how do you drive urgency? You do that by asking the right questions, questions that INFLICT pain and drives urgency Asking the right questions can be VERY powerful, as it gets them to actually think how bad the situation really is without telling them directly so Questions such as: - How often do you wash your car? - How do you wash it? What's your process and products you use? - How's the paint condition in terms of swirl marks and blemishes? - When is the last time you got it detailed professionally? Any questions that drive urgency and magnify the problem is great as it allows you to ease into the close when you present your offer Also asking the right questions allows them to know that you care and you want to solve his problem (with the right tonality of course lol) Now go close some 4-figure jobs and make it rain
0 Comments
 Escaping General And Grimey Interior Detail Jobs
I friggin hate them Spilled/dried up coffee in cup holders, sweaty/damp seats, stale, 3 months old fries somewhere under the seats, kids toys, even used condoms Been there, done that It effing sucks I can even sense the smell of the stale interior just by writing this right now 🤦🏻♂️ It’s usually the everyday soccer mum’s or someone’s daily whom interior hasn’t been vacuumed in 10 months Quote above $200 for a not so grimey interior and they lose it “But XYZ detailing charges $125” “Go book with them, PLEASE. I’ll be so happy and tell them I said hi!” (in a genuine tone btw, no sarcasm intended) Exterior ain’t too bad, I can deal with it but general details don’t pay much than I like to More work and less money.. Meh. I’d rather sleep in and eat my toasted sandwich (with spam, sunny side up and cheese HOLY SHIT) Everything shifted when I started moving away from those jobs.. One of my good clients pays me $150 every month or so just for a basic 2-bucket wash on a G63 AMG (no vac or any interior), topped with spray wax. Usually takes me about an hour And that’s my entry price - it should be yours too Ceramic Coating jobs takes me about 5-8 hours and it starts at $1,000 2-part coatings are a little tricky, usually takes 10 hours or more but sure as hell $1,500-$2,500 is worth the price tag No more general or grimey interior jobs ever again Don’t do them lol. Walk away, your time is worth a lot more But ok yikhai I get your point but how? 3 key shifts in your business NEEDS to happen Branding, High-Ticket Sales and Marketing DO NOT underestimate branding in your detailing business Your branding reflects your image If you want to charge high price your business image better damn well reflects on it Branding is the entire vibe of your business How you represent your business, how you talk on the phone and in person, your logo, your work on social media, your website etc If you want the high-end clients, be one first High-Ticket Sales Having sales skills is responsible for landing me a one of a kind Porsche GT3 RS 4.0 on top of: $1,750 Coating job for a brand new Range Rover Velar $1,900 Coating job on a brand new Tesla Model S $1,800 Coating job on a Black Jaguar F-type R $2,500 Coating job on another Grey Jaguar F-type R (no V6s f-type pov packs. hate em) $1,650 correction and coating job on a late 90s GC8 STI Converted WRX (yes you heard that right) Just to name a few… Ignore sales and persuasion at your own peril I rarely meet detailers who knows how to sell properly They name the price at the very start of the conversation (BIG mistake) Anything above $400 NEEDS persuasion Rarely someone is just gonna call you and book something above $1,000 When someone calls you to get their car detailed.. You can either not learn how to sell and then book the service at subpar $200 And scrapping the barrel to meet rent and having the instant ramen lifestyle Or you can learn how to sell and close at $2,000, then take your girlfriend/wife out to that restaurant which she has been subtly begging you to bring her there Targeted Marketing You NEED to know your ideal customer before this can even happen Marketing is not just some cool video slammed on social media with a meaningless objective for likes Seriously that’s what everyone does And that’s how you lose your money on paid ads With ad cost raising, we need to be smart about how we market We need to hyper-target our ideal customer We do that by talking to your ideal customer’s language and a bait which will get their attention Someone looking for quality won’t be attracted by something cheap Ready to make the change? I help detailers exactly that: to nail those 3 points we mentioned: Branding, High-Ticket Sales and Targeted Marketing in my Uplevel Detailing program I know ins and outs of the detailing industry and how *exactly* your competitor run their business and get their high-end clientele No detailing business secrets left unspoken... It’s not about being established for 10 years Guys who are in this for only 1 year can absolutely tear apart someone who is in this industry for 30 years You make the judgment In Uplevel Detailing, I work with and help detailers to grow their detailing business to the 6-7 figure calibre by consistently book high-end clients In the program, we sharpen & tune your branding, train you to become dangerous on the phone and *exactly* how to use organic and paid ads to hyper-target your ideal clients who will not flinch at a 4-figure detail price tag How would having 5, 10 even 30 high end clients per month consistently going to change your detailing business and your life? Guys in program is seriously ready to wipe out their competitors and eating their lunch This program is only for serious detailers who are looking to level up their business to the next level; Any inexperienced detailer/uncommitted detailers, save your time and energy and don’t bother. I won’t work with you (Also don’t pm me asking how much I charge or how much is it. You won’t get an answer lol) BUT If you’re looking to level up to book high-end clients consistently and play at the 6-7 figure clibre, I’m your guy. Shoot me a message and let's talk If you’re serious about growth on your detailing business, I'm currently offering a free 45-minute strategy session where we'll dive deep down where you are right now and where you want to grow this business to, and we'll map out how we can bridge that gap. If you're a good fit for the program, we'll then consider letting you come onboard where we work together in 6 weeks to grow your business to the next level Click here to schedule your FREE 45-minute strategy session  The ONLY THREE things That Matter When Comes To Growing Your Detailing Business
Rest is just noise and distractions... What separates you from making huge money, is where you put your effort and energy in Time is EXTREMELY limited, you need to be smart about it You can either spend hours looking at what other detailers are doing or actually doing things that move the business forward #1 Foundations and leveraging your time/effort Stop busting your ass on $200 - $300 details all week You are going to get burnt out, tired and end up not making much money If you're going to bust your ass make sure you spend your effort and time at the right place $200-300 details only give you shitty clients, extremely dirty cars (also everyday boring soccer mum SUVs and daily cars) with clients not appreciating your work Raise your prices, rebrand your image to the high-end market and stop offering full details and start offering the high-ticket service that actually makes you money My entry starts from $200+ and that's just a wash, vac and spray wax.. And honestly the pricing weeds out customers who are looking for a deal Usually, the guys that book my entry $200-$300 mini details are my returning clients every few months or so who originally got their car coated Correction, Coatings, PPF, Detailing Training and Coaching, Vinyl Wrap etc is where the big money is You want your average sale per customer to be $1,000+ Work smarter, not harder Low volume high-ticket is WAY better than high volume low-ticket Seriously my back hurts just by thinking about the general and interior jobs lol #2 - Generating leads Many detailers I've spoken to seem to be under the mercy of slow seasons.. Was crushing it for 3 months on the top of the world, then another 2 months barely any work coming in scrapping the barrel contemplating about a part-time job to keep the business alive 2 reasons why: 1) They don't have a predictable way of generating leads and 2) They don't have a systematic way to close leads Word of mouth and referrals are the best leads - but they are seriously unpredictable and we can't measure it They usually post on FB buy sell groups, marketplace and listings Those platforms seriously is a terrible way to generate high-quality leads.. It'll only give you cheap customers Find out who is your ideal customer, go where they hang out, talk to them and build a connection - by all means putting yourself out there talking to people and getting them booked Once you have an ad budget to work with, build a client generation machine with paid ads and target specifically your ideal customers If you don't know who your ideal customers are, of course you can't find and talk to them #3 - Closing leads Sales is CRUCIAL I'll go as far as saying it's the lifeblood of your business Probably most important amongst the 3 things that matter With sales, you can turn any conversation into a paying client Knowing how to sell makes a HUGE difference from someone booking it in for $200 or $2,000 You could master how to generate leads but if you don't know how to sell, those leads will go down the drain you might as well give it to your competitors Once you know how to sell, you can mess up pretty much your lead generation, your branding, heck you don't even need a website to get high paying clients You need a systematic way to close leads Have a script, work out your closing ratio Once you know your closing ratio, you can work backwards and work out how many leads you need to generate a day to reach your target month Once you master these 3 things, you should be making at least $10,000/month with high end clients working less and working on awesome cars Focus on these 3 things RELENTLESSLY The rest are really just distractions and noise You will be tempted to do anything else but these 3 things like checking emails, cleaning up your van/shop, socialising with other detailers, seeing what your competitors are doing or worst complaining about why you are not getting much work If you focus on the 3 things: foundations, generating and closing leads - you will not have another slow season again and be consistently booking high-end jobs making 6-7 figures You can either figure these 3 things all out by yourself, and it probably will take 1 year? 3 years? Maybe even forever.. OR I can help you dial in all 3 of these things to be razor-sharp And become the top detailers in the industry Get it all dialed in within 6 weeks and eating your competitor's lunch (and dinner too if you're hungry for success) My Uplevel Detailing program does exactly that I work with and help detailers in the program to move away from doing general & interior jobs to the high-end market booking high-end correction, coating and PPF clients consistently with predictability, then grow to the 6-7 figure calibre with operations In the program, no stones left unturned like - Setting the foundations, mapping your price points and ideal customers - High-ticket sales to close leads systematically - One-click website install - Client generation machine blueprint with paid ads to generate leads consistently with predictability - Running the operations of the business like a well-oiled machine This is not for anyone and I don't just work with people who aren't serious, time is limited and just like working smarter (I practice what I preach lol) I only want to work with detailers who are serious about growing their business to the next level If that's you, let's talk. I'm currently offering a free 45-minute strategy session where we'll dive deep down where you are right now and where you want to grow this business to, and we'll map out how we can bridge that gap. If you're a good fit for the program, we'll then consider letting you come onboard where we work together in 6 weeks to grow your business to the next level Click here to schedule your FREE 45-minute strategy session  Business cards is dead. Why are you still handing them out?
It's not 1985 folks - we are in the digital age I was at a networking event and some random person walk up and gave me their business card about their accounting firm It ended up in the trash couple hours later You go to a car meet, or maybe you saw someone at the petrol station and they have a cool Porsche You DON'T give him your business card - it'll land in the trash somewhere too When is the last time you looked up someone's business card to ring for their services? Probably 10-20 years ago when people keep their contacts in their business card holder (lol) It takes someone to see you around about 7 times before they consider your services That is why retargeting ads hitting dem impressions again and again is so good, especially if that person don't know you and/or your business and have never seen you anywhere before We need to be smart about it and we need to go with the flow as times are changing Throw out all your business cards Strike up a conversation first WITHOUT selling your services - build a connection like a normal person who is not there to sell like any other vendors People smell salesmen from like 100 miles away After the connection and rapport has been built, you then GET them to FOLLOW your Instagram and LIKE your Facebook page where you post your quality work regularly (Ninja advice: exchange personal Facebook too and you have a 10x more chance of getting his car booked. Facebook heavily favours personal posts over page posts at any given day 24/7) The line that separates business and personal is fizzling out Doing business is no longer formal where you have to exchange business cards and do all the formal business meetings and quotes The more you put your personality out there with your business, more people will trust you with thier cars People book with you is because they like you, trust you and your passion for what you do That there is your biggest unique selling proposition and that's how you outcharge your competitors and don't get price shopped for a $300 full detail  How To Charge What You're Worth
Charging per hour is old, rigid, broken and problem with scale I went to a mechanic the other day to get my rocker cover gasket replaced because it was leaking oil Can't be bothered getting my hands dirty replacing it myself He sat down with me, painfully listing down how much it would cost them per hour on labour + parts to get it fixed I can't help but kept thinking am I paying for his dinner? Am I paying for his gas bill? I don't give a flying fuck about how much he's charging per hour. I just want to know is my problem going to get solved, what value am I getting and I just want the job done Guess what? I never went back there again Your clients HATES it when you're telling them you're charging them per hour for your work - they DON'T see the value in it And It's a selfish way of running a business and with this old model you can't really grow too Per hour model is just encouraging you and/or workers to pump more hours into it Yes, i get it - there's overheads, bills, rent, family, life etc There's a better way to price your services You're not selling your pounds of flesh per hour You're selling a SOLUTION to a problem, you're selling value and a future of what things could be when they choose to buy from you Price your services based on VALUE Ask yourself this question, how much is it worth for them to get their cars done? If the mechanic reassured me that my gasket will be replaced with no worries - he could have done it in an hour, charged me $300 and I wouldn't give a shit and would have GLADLY pay it But telling me he gotta spend 3 hours sourcing parts, doing this and that and pricing $100/hour x 3 - fuck this mechanic I'm out and i'm finding another mechanic that can solve my problem Think about what value is your clients is getting E.g Headlight restoration could save them from getting new pair of headlights (look up the price for a pair of OEM W205 C-Class headlights, that will give you a wake up call lol) Paint correction could save them from getting their vehicle resprayed Ceramic coatings could prevent their cars from deterioration Pre-sale detail could massively increase the vehicle's resale value massively Price per hour and you'll burn yourself out, but once you price things on value, everything will shift for you You can start charging what you're actually worth and that's how you can out-charge your competitors Because by positioning yourself as value based pricing, you're the ONLY detailer that understands their needs and wants better than they do themselves  Struggling to book higher end clients? You're probably targeting or selling to the wrong people 🤔
Probably my biggest headache for not being able to book higher end jobs is for a long time I've been targeting and selling to the wrong people Not everyone wants to drop $1,000 or more on a detail When I was trying to book clients for my higher ticket services I thought everyone should get a $1,000 correction because why not right? It restores your paintwork back to brand new (or even better than brand new) and it saves cars from getting a paint job Literally the best thing since sliced bread lol I didn't know who my ideal customer was.. Posted my services everywhere, every listing I could think of Most common would be gumtree (craigslist equivalent), buy sell groups and even facebook marketplace because it's fast, free and easy Got all sorts of customers who treated my services like no different than a car wash - pinching pennies for detail, expecting the moon for $300 full detail Everything clicked when I was learning the concept of narrowing down my ideal customers If you target everyone, you get no one - or at least the cheap customers you don't want to deal with I started speaking at my ideal customer's language, hang out at places where they hang out Started targeting the right people and everything shifted for me (and sleepless nights trying to crack my head changing a whole bunch of things like branding, how I sell, how I market to them too) And I started getting high end clients who values my craft, and would pay a premium for it Nothing beats the feeling of being appreciated for your work and getting paid what you're worth Even the best lead generation/marketing agency would not give you the best leads if your messaging, branding and sales skill suck (been there, done that) All they will give you is a bunch of leads who won't pay more than $300 for a detail Need help booking high-end correction, coating & PPF clients consistently? I have a program called Uplevel Detailing that does exactly that In the program, I help detailers to move away from doing general and grimey interior details to do correction, coating and PPF clients consistently, and then scale to 6 figures We do that by narrowing down your ideal clients, branding, targeted marketing and high ticket sales to generate those clients consistently and then scale to the 6-7 figure calibre with operations It's a higher level program for serious detailers who wants to grow their business to the next level serving the higher end market 💪 I'm currently offering a free 45-minute strategy session where we'll dive deep down where you are right now and where you want to grow this business to, and we'll map out how we can bridge that gap. Click here to schedule your FREE 45-minute strategy session |
