In all honesty though, area and the type of people you have around you make a HUGE difference. As an example:
I live in Boynton Beach, FL. Around here most common calls I get are for standard wash/wax/interior cleaning, and that's usually all you can get people to bite on especially with the prices.
Now the beauty of living in Boynton Beach is that you are right in the middle of two of the wealthiest areas in the country. Boca Raton, FL and West Palm Beach, FL. More often then not I get my corrections out of these areas. Granted I have only done about a dozen full corrections, but only 1 has come from my local area.
Although area has a lot to do with it, salesmanship is a HUGE factor (this is how I feel, others may disagree)...
My usual pitch is something along the lines of (dialogue changes from customer to customer...but you get the idea):
Me: "we can absolutely take care of waxing and detailing your vehicle, do you have a minute so I may go over some other options I might have for you?"
Customer: "sure" (or any other variation)
Me: "As I am sure you have loved your car after a fresh wash/wax, the paint looks great, rich, glossy, wet, and very reflective right?"
Customer: "Yes of course! That's why I like getting it done!"
Me: "Well how about the next day? When it's nice and sunny out, you see your car and it looks gorgeous from afar... until you walk up close to get in it and you see those circular light scratches that look like spider webs...has that ever caught your eye?"
Customer: "Yes all the time, but I just thought it was how paints looks no matter what is done" (seriously... I get that A LOT)
Me: "What if I told you I could make those disappear? Make your paint look as good if not better than how it did when you bought it?"
Customer: "That would be great, but is it really possible?"
At this point (or whenver the "can it be done" question) is brought up, I pull out my portfolio showing my 50/50's & before and afters. This brings in the "WOW" factor which really grabs a customers eye. Without that pop or uniqueness, nothing will get them to go for it.
The "WOW" factor and selling it, are the biggest things for me. I keep my portfolio simple, maybe 4-8 pictures per job. I obviously take more, but short, sweet, and to the point (KISS) drive the point home quickly and can help the customer make a decision.
Hope this gives you some ideas....
. I've never met Joe or read the article prior to this thread, but it sounds like a few of us here think along the same lines as many others.
rops: