How To Drive Urgency To Book A 4-Figure Detail Job

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