I would like to give my input without sounding pompous, so please don't take what I say and think that I am not a humble guy. I will give you my dual perspective (ie. customer and detailer).
As a high income earner (sounds so bad) I can tell you that your marketing approach would not appeal to me. I don't know you from the other guy on the corner. I do get approached a LOT, just because of the perceived stigma of being a medical professional, so another average Joe leaving a flyer at my office or at my house ends up in the trash.... because I have "people". They may not be the best, but they were the best when I researched at the time. My "routine" is established and I am knee deep in people trying to replace my people, so again, one more average Joe .....nahhhh!
You do not become a high income earner without being very pragmatic. The only way that I will upset my routine and current relationship is if someone bring in a "bigger or better" option, and I am not convinced by a nice business card or a well done brochure. I formulate my opinion when I see the guy, speak with the guy and see the results.
SO..... since I am a detailer I will tell you what I do. I go out an shake some hands. I never leave cards on cars or pamplet on front doors or just drop of a stack at a local business. I meet and greet. During that time I discuss the vehicle and see the love the person has for the vehicle BEFORE I even start a detailing conversation. I start asking questions about their maintenance routine and AVOID discussing the flaws of other detailers (keep the conversation positive).
Psych 101 says to create a bond, then nurture that bond, and if you read "How to win friends and influence people" you will understand the psycho-emotional first step before trying to present the "options".
ALWAYS incentivize a new customer with a "treat". I always add a small "Thank You" detailing incentive to all my customer (something that we did not agree on in the price they agreed to). I then give them 3 business card and tell them: "One is for you (keep it in your car), one is for a close family member and one is for a close friend". If it is a potential customer, I don't firm up any particular dates, unless they decide to firm it up. I always finish my conversations with "let me give you some literature, and I will call you in a couple of days to see if you have any questions". (The eager beaver usually turns me off because they take away my "control" as a customer. That follow up is CRUCIAL!!!
Last point I would like to make is high income earners are usually busy as all get up and don't want to remember to call you etc... so to improve your return business, inform them that you will call or text (periodically, depending on the agreed schedule) to remind them of the services they will need (ie. by-monthly maintenance washes, quarterly wax, bi-annually clay bar, yearly polish etc...) This way you are never out of mind, and it shows that you have your act together. In addition it prevents the customers from having to remember... <--this is a plus in my book!!!!
Your job is not to "detail the car" but to provide a customer experience they did not know existed, and won't ever want to compromise on.
