Many people, me included, are uncomfortable with a hard sell approach, so I didn't do it. Soft sell worked for me. Examples: Don't up-sell protector. Without being asked, have a separate column on your survey sheet for protector and just enter the price there. When explaining the quote, say to the customer "Your lounge is $80 and, if you wanted to keep it looking good for longer, the soil and stain protector is half the price at $40.
Also, whilst quoting, say "Whilst I'm here, can I measure your hall, stairs and landing so that when you are ready for them to be cleaned, you'll know how much it will cost" You will be amazed how often you walk out the door with the order.
Learn how to highlight clean upholstery. Often, you can't add a lounge suite because of time restrictions for your day's schedule. But if asked to "freshen up the suite" you can do this in a few minutes per seat with a highlight clean by hand. A few extra $$$ and it does not devalue your regular intense clean using your equipment.
Rather than spend big dollars advertising to attract lots of new customers, just work what you already have. Once you are established you can reduce or even eliminate paid for advertising simply by maximising what you already have. Your turnover may go down but your profits will go up.
The JAGUAR MX-2 ETM @ cross-american.com