People Sell The Way They Buy And People Buy The Way They Are Sold

If you're struggling to charge more than $300 for a detail..

It's not about the demographic, nor it's about the area that "doesn't pay for a quality detail"

It's all about you and your business

There are guys crushing it in 6,000 people small town with 4 figure detail jobs 

People still buy $100,000 cars and $2,000 iPhones in a small towns

And if you're really good in your craft, you will get clients to travel to you just to get their cars done (still blows my mind to this date)

Today's topic is more about the inner game of sales

And truthfully the inner game is 10x more powerful than any sales tactics  

What you charge is a direct reflection on how confident you are in your business and your craft 

And directly reflects on how much you have invested in yourself 

If you have never invested for anything more than $1,000 in your business and you've always want to think about it, then you will never be able to charge more than $1,000 and you will get people who will always want to think about it 

I used to pay for the cheapest chemicals to maximise my profit, always wanting a deal, always wanting to think about it, avoiding calls from clients etc

And I've never been able to charge more than $350 for a detail and I get the worst clients

Tried different marketing gimmicks and different sales tactics to book higher ticket jobs. 

None of it work 

Everything shifted when I started to invest in my business with better equipment, chemicals, tools etc

Did not spend more than 3 seconds to decide to buy a couple of the new rupes polishers 

A week later I booked a $1,500 job for a correction and coating - client booked it on the spot without thinking about it, and there wasn't a lot of "sales tactics" going onto it too

The logic behind is your subconscious doesn't believe people will pay for a $1,000 because you yourself have never paid for a $1,000 service 

People sell the way they buy - If you've bought other services over $1,000 before, then getting people to book a $1,000 detail is a piece of cake

And people buy the way they sold 

If you're not confident about your service, people won't be confident about your service and they will always doubt your work and try to find missed spots to beat you down 

If you have full conviction and confidence in your craft, they will not take another look at your work even after they have paid for it because they truly believe in your work

Happens quite common than you think, some of my clients never even took a second look at their vehicles even after they paid upwards of $2,000 - they have full trust and believe in my craft 

It is so important to become the clients you want to get 

Make decisions on the spot, don't linger decisions to think about it. Start investing in yourself even if there's a hefty price tag. Respect your vendors. Start supporting other businesses etc

People will treat you the way you treat other people

All of it it's going to reflect 10x in your business