Help
Options
Didn't know it?
click below
click below
Knew it?
click below
click below
Don't Know
Remaining cards (0)
Know
retry
shuffle
restart
0:00
Embed Code - If you would like this activity on your web page, copy the script below and paste it into your web page.
Normal Size Small Size show me how
Normal Size Small Size show me how
aptive pest control
| Question | Answer |
|---|---|
| What Wasps does aptives service treat | Paper Wasps, Mud Daubers, Yellow Jackets |
| What arachnids are treated by Aptive service | Spiders, Ticks, Scorpions |
| What Rodents are treated by Aptive service? | Rats, mice |
| What other pests are treated by Aptive | Ants, Centipedes, earwigs, milipedes, crickets, sow bugs, pill bugs, fleas,Cockroaches, Silverfish, snails and aphids |
| Sales Pitch Intro | Hey, how's it going? I'm Josh with APTIVE pest control. I'm sure you have seen my trucks in the area. I'm out here servicing (Fred) (Henry) & (Sarah) and 23 other homes |
| Sales Pitch Intro Part 2 | The BIGGEST issues have been ants & spiders and a LOT of wasps. |
| Sales Pitch Intro Part 3 | Now, im doing a huge neighborhood discount and if you can be here, im getting everyone done for more than HALF OFF the initial service charge. |
| Sales pitch Price Part 1 | Typically for a home your size its $249 on my initial service and then I come out quarterly for $135 so its cheap |
| Sales pitch price part 2 "the deal" | But for you, im taking off $150 so im doing the initial service for just $99 bucks and thats for everything |
| Sales Pitch Service part 1 | The first thing I need to do is sweep out the eaves, you know how you get cobwebs & wasps up there? Well I need to knock those down to make sure there is nothing getting into your attic and dropping inside the home |
| Sales Pitch Service part 2 | Something uniqueabout my service is I have a power sprayer so I can go for 3 feet up and 3 feet out around the entire base of the home sealing off cracks and crevices so that you are not getting sall spiders and ants inside your home |
| Sales Pitch Service Part 3 | The biggest reason everyone is giving me a shot is because I have an agricultural license this allows me to step away from the base of the home and spot treat the entire property for fleas, ticks and voles literally flushing them off the property |
| Sales pitch "The sale" | You're going to be here tomorrow right? Perfect and what was your name? |
| How to handle barking dogs? | Wait for break in knock Ask customer if they would like to step outside and talk |
| Customer answers door with screaming child | Evaluate: are they at ease. If so continue approach. If no then ask them if it would be better if you came back later |
| Customer answers door on the phone? | Tell them you will come back later do not compete for their attention. |
| Customer is mowing lawn? | |
| What are things a customer might say that are buying signs | |
| 1. Do you guys take care of the inside too? 2. Will it hurt my pets? 3. Is the discount only for tomorrow? 4. Do I have to be home when you service? 5. Do you also treat the garage? 6. Will you come by if I have problems in between services | |
| What should you do when a customer gives you a buying sign | Immediately close |
| What is Priming? | Getting the customer to say yes several times before the hard close |
| Give an example of a soft close (primer question) | 1. You’ve seen the spider webs along the eaves, right? 2. It would be great to not have to worry about those ants always getting into your garbage can right? 3. Now you guys are going to be here tomorrow? In the morning time? Between 10 and 12? 4. I’ll be in the neighborhood tomorrow. Will 10:00-12 work or will between 3:00 and 5:00 be better? 5. Tomorrow, I’ve got a slot in the morning at 10:00 or in the evening at 4:00 |
| Give an example of a hard close | 1. Ive got openings at 9:00 or 3:00. Will the 9:00 work for you? 2. Will the morning/afternoon/evening work for you |
| Ideal ratio of soft to hard closes | Third times a charm so I guess 2 soft closes followed by a hard close |
| Give an example of an Urgency Close | 1. Ive just got 2 slots left this week. Are you going to be here at 1:00? 2. As soon as a spot is available |
| Give an example of a Bandwagon close | 1. I’m servicing your neighbors _____ and ____ tomorrow between 10:00 and 12:00. If I come over right after, will between 12:00 and 2:00 work for you? (Search through IPad as if searching for a time slot) 2. I’m servicing your neighbors John at ten (pause and search) and Carol at eleven (pause) Will twelve work for you? |
| Give an example of the Discount Close | 1. You know my service professional is already going to be here tomorrow (pause and take a deep breath as if it hurts you to do what you are going to do). Ill tell you what. If you can get it done between 2 and 4 tomorrow, Ill knock an extra $25 off just so I can take care of you at the same time as everybody else. |
| How to properly explain the discount close to a customer | This additional discount is only available because my guy will already be in the neighborhood, and the savings it provides my company to service multiple homes on the same street is being passed on to you. |
| Give an example of the Sincerity and Pride closes | 1. Tell you what, I really want your business (pause look the customer directly in the eye) If I can get it done tomorrow Ill go ahead and do the first service for just $49. Does that sound fair to you? 2. Im proud of what I do (look customer in the eye( If you can get it done tomorrow with everybody else, Ill knock an extra $30 bucks off the first service just to prove my worth to you. Does that sound fair? |
| Give an example of the lightbulb close | 1. (After explaining the features and benefits interrupt yourself by pausing-as if having an epiphany-and say) Now you’re going to be here tomorrow right (nod your head) (when they say yes follow up this soft close with a hard close) So, tomorrow morning at 10:00 will work for you? 2. If they say no ask “And what about the following day” 3. (If no to that) When will you be here this week? 4. If they are only there on Saturdays “so you guys are are just here on Saturdays because you normally work. |
| What Statement Close is good to use when they haven’t heard of aptive before? | “Bottom line, we’re going to take care of you?” |
| What to do if someone responds with No to your initial lightbulb close? | 2. If they say no ask “And what about the following day” 3. (If no to that) When will you be here this week? 4. If they are only there on Saturdays “so you guys are are just here on Saturdays because you normally work during the week?” If yes follow up with “Perfect. So Saturday in the morning works for you?” |
| What statement close is good to use when they are worried about the products? | I promise I’ll take care of your home like it was my own. |
| What statement close is good to use when they are deciding between me and their current service provider? | The difference between us and the competition is that we’ll spend the extra time on your home. |
| After a close and especially a hard close what is one of the most important things you can do? | REMAIN SILENT let them decide. Fear of silence shows a lack of confidence |
| What to do if a customer cannot make any of your time slots? | It is okay to suggest a service 3 days or more out. Saturdays are an option but they fill up very fast and fewer customers remember their Saturday appointments so there are more reschedules. (Always push for Saturday afternoon if you have to resort to Saturday because the morning is more easily filled) |
| What to do if a customer has a situational Roadblock | These can’t be resolved move on |
| What are some Examples of Situational Roadblocks | 1. For sale sign 2. Bankruptcy or Foreclosure 3. Customer lost their job and really does not have the money 4. They are renters and do not have the authority to sign for the home 5. They have a family member that is a pest control provider and does it for free 6. They already have Aptive’s service |
| What are smokescreens? | These are not actual objections. Mainly they are preconditioned responses to get me off their doorstep. |
| How to handle smokescreens? | Drive past them quickly and fluidly and refocus the customers attention on the positive impact my service will have in their life. |
| When encountering a smokescreen what are some strategies for driving past it? | 1. Sure or I Understand 2. Thats exactly Why I’m here |
| How to respond to “I am not seeing any bugs on the inside” or “I don’t really have bugs” | Sure. Most of your neighbors aren’t seeing too much on the inside, so I am treating all of the entry points on the exterior to make sure we keep it that way. |
| Customer says “I already have a service” | Of course you do. That’s exactly why I’m here (be nonchalant about it very matter of fact) |
| How to respond to “Do you have a card of a flyer you could leave with me?” Part 1 | 1. I can leave you with a card, however I’m here setting up my last time slots for people in the area today, and the deal leaves with me 2. We only offer this deal once per year, and it is when we are already in the neighborhood and have a couple of vacancies on our route |
| How to respond to “Do you have a card of a flyer you could leave with me?” Part 2 | 1. Like I said, im just here today because I can offer the discounted price while I am close by. My company saves money, and passes them on to you 2. Sure, I have lots of flyers, but like I said I’m trying to take care of everyone at the same time. Thats why im doing it for HALF PRICE tomorrow. |
| How to respond to “Do you have a card of a flyer you could leave with me?” Part 3 | Oh, I don’t carry flyers. Im only setting up a few last people in the area today, so the deal goes with me. You see, normally when Im not running this promotion it can get pretty expensive. We only offer a deal this good about once per year, when we are already in the neighborhood and have a couple of vacancies on the route. I’ll tell you what, if you can get it done with the rest of your neighbors tomorrow...” |
| Is it a good idea to give out business cards yes or no and why | NO! It kills all your momentum and they almost never call |
| How to respond to “Can I call you later” | Sure, I have a number, but unfortunately this isn’t a call in discount that I’m offering today. The price I can offer now is marked down 150 bucks |
| Why is it important to not let the customer think they can get the discount later? | You lose the urgency and probably the sale |
| What are the three steps in solving any concern or objection? | 1. Acknowledge the concern. 2. Turn negatives into positives: Answer the question by explaining the benefit 3. Transition forward |
| What are ways to acknowledge the concern of a resolvable objection that keep your momentum? | 1. Thats a great question 2. I know how you feel 3. I understand where you’re coming from 4. You know you’re right 5. That’s a great idea 6. Your neighbor asked that same question |
| Give an example of acknowledging a concern | I totally understand...is there anything else that would keep you from signing up with the rest of your neighbors |
| When some one says they need time to think about it or asks for a card what they are really saying is you haven’t built enough value for them to buy it. What are ways to transition from their doubt and explain features and benefits to get them interested. | 1. You know, that’s the best thing about my service 2. Actually, that’s why we do things differently 3. Some people I talk to ask the that same question, but that’s how I really stand out from my competitors |
| How to respond if a customer says “I don’t want it because it might hurt my dogs” | I understand where you’re coming from. But, you know, that is the best thing about my company. Our specialized products are a derivative of a biological compound found in the chrysanthemum flower. After just 30 minutes, once the product has dried, you can let your dogs back into the yard. Even if they eat a dead bug they will be just fine. |
| What are some ways to avoid the dead air that comes after answering a question? What are ways to transition forward? Part 1 | 1. I’ve got openings at ____ or ____. Will the ____ work for you? 2. Now you’re going to be here tomorrow right? 3. Bottom line, we’re going to take care of you. Now I have openings on my route at ____ and ____ tomorrow 4. Does that sound fair to you? |
| What are some ways to avoid the dead air that comes after answering a question? What are ways to transition forward? Part 2 | 1. You know, it really helps when everyone in the neighborhood is taking care of their homes at the same time; that way im not chasing bugs from one neighbors property to the next. If I can get you done tomorrow with the rest of your neighbors Ill knock an extra 25 off and that first service for just $75. Will you be here between ____ and ____? 2. When my service professional is here tomorrow, would you like him to go ahead and treat the garage as well? |
| What are some ways to avoid the dead air that comes after answering a question? What are ways to transition forward? Part 3 | 1. Most other competitors charge extra for this, but if you can get it done tomorrow, I’ll go ahead and take care of your ___ at no charge. Will you be here at 3:00? 2. Im really proud of what I do. If you can get it done with everybody else I’ll knock another ____ bucks off the first service, to prove my worth to you. Does that sound fair to you? |
| How to respond to “Is this a contract” | 1. (Explain yes it is a one or two year agreement) We do this to reward our customers loyalty and ensure their discounted rate won’t increase during the term of agreement. 2. Of course, im putting all these homes under warranty. I’m not one of those smaller companies that will leave you hanging if the pests come back. |
| How to respond to “I don’t want it for a year” | 1. Sure Most of our customers will keep us for as long as they live in the home. None of my customers go less than a year; its just not effective. In fact, many of your neighbors are going with our 2-year agreement since our rate is so low right now. |
| How to respond to “I don’t want to sign a contract” | 1. We have a 100% satisfaction guaranty meaning if any pests return we will return as many times as necessary to resolve the infestation. Does that sound fair to you? Our agreement works to your benefit and makes certain that you will receive the discounted price for the length of the agreement. |
| How to respond to “What if I decide I don’t want it after 6 months” | 1. What would make you decide to cancel after only 6 months? You know I ask you to try me out just for at least the first year to earn your business. You need to do it for at least 4 seasons to break up all the different pest’s egg cycles. Even after the first year one must maintain that preventive barrier around the home and yard to ensure that pests don’t return. This is why the majority of our customers stay with us for as long as they live in the home. |
| How to respond to “I just want a one-time service” part 1 | 1. (Confidence) One time services are simply not effective for providing long-term pest control solution. The pests will come right back it takes multiple treatments to break up their egg cycles. Really the only people who use a one shot treatment anymore are real estate agents when trying to sell a home in a hurry. |
| How to respond to “I just want a one-time service” part 2 | 2. I wouldn’t do that to you guys. The problem is that if we treated just once, they’re going to come right back. A lot of times, it’s like throwing gasoline on a fire because you might even stir them up. That’s why we always come back 30 days later |
| How to respond to “I don’t need it during the winter” | 1. Im sure you don’t see much during the winter right? (Nod) Thats actually when I do my best work. During the Winter I can finally get to them when they’re at their weakest. My winter treatment will help knock out their populations in the wall voids and ensure they don’t have a chance to reproduce. Winter is also the most active time for rodents |
| How to respond to “I don’t want the follow-up service” | 1. The follow up treatment is actually the most important service for the long-term control of pests. Your initial treatment will take care approximately 70% of your adult pests. Your follow-up treatment will eliminate the remaining 30% of surviving adults and recently hatched eggs. There isn’t a product that can kill an egg, so I need to return to break up the egg cycle to get you started on the right track |
| How to respond to “Im not seeing any bugs” | 1. Sure and we expect that. It’s actually a lot easier to keep them out than to get them out. Most of your neighbors are just seeing the ants and spiders on the outside. What we’re doing is protecting your investment. Something your neighbor john liked... 2. Great that will make my job easier (then explain the protective barrier in detail) |
| How to respond to “Im broke” | Figure out whether its a smoke screen or they actually is broke 1. It’s a lot cheaper than you’d think normally its $249 to start, but if you can be here...you know its only about a buck a day |
| How to respond to “Why are you so expensive” | 1. We’re not the cheapest but we are BY FAR the best value around. Most companies don’t guaranty pests such as wasps and spiders and the crazy thing is that these are 2 of the most common reasons why people get pest control in the first place. 2. You get what you pay for we do so much more than most competitors we treat the eaves and the yard |
| How to respond to “Five hundred dollars is a lot of money” | Sure. But think about how much gets spent on TV, cell phone, electricity, cups of coffee etc. Why should pest control be any different. This will likely be one of your lowest bills. It’s only about a buck a day to have a pest free home |
| How to respond to “I’d like to shop around” | I understand. That just shows me that you’re a smart consumer, and I can appreciate that because so am I. You know it’s my job to know my competition, and one thing is certain the harder you look around at other companies the better my company will look. I’ll tell you what: if you can be here tomorrow, I’ll go ahead and drop that initial service price by another $25, just so I can get you done with everybody else |
| How to respond to "Are your pesticides safe? Will this hurt my children?" | You know, that’s the best thing about my company. We differentiate ourselves by utilizing family-friendly products. In fact, these same products are used to service restaurants and daycare centers.” (Remember it is ILLEGAL to say that the products are safe) |
| How to respond to "Im pregnant will this hurt my baby? | “Of course, your safety is our primary concern. Just so you’re aware, many of the products we use are also used in restaurants and day care centers. That being said, we still believe in being extra cautious and can use various alternative treatments that won’t involve any open-air products inside the home.” |
| How to respond to "I've heard that stuff causes cancer?" | “That’s the best thing about my service. Our specialized products are a derivative of a biological compound found in the chrysanthemum flower. Therefore, you don’t need to worry about us using a product with carcinogens in it, such as a Diazanon or Dursban. Most of those have been banned and off the market for about a decade.” |
| How to respond to "Do I need to leave my house?" | “That’s something people really enjoy about our service. Our exterior service does not require you to leave the comfort of your home.” |
| How to respond to "Will this hurt my pets?" | “That’s the best thing about my company. We specialize in pet-friendly products that are a derivative of a biological compound found in the chrysanthemum flower. After just 30 minutes, once the product has dried, you can let your dog(s) back into the yard. If they were to eat a dead bug, they’d be just fine.” |
| How to respond to concerns about fish, turtles, snakes, birds | First, find out if these animals are inside or outside in a pond. “Not a problem. I’ll be sure to let my service professional know so we can take the necessary precautions.” Inform them that the service professional will not spray around fishponds and will stay back 30 feet to avoid any concern. WARNING Birds, fish, and reptiles are very sensitive to our products make sure to note it down if they have them |
| How to respond "Will this hurt my plants?" | “This is one of the many reasons why customers choose Aptive. Our products will not hurt or burn your lawn, plants, or flowers.” |
| How to respond to "will this hurt my new sod lawn?" | If the sod has just barely been laid, we will need to wait ten days while the sod takes root. This is to avoid damaging the freshly laid sod.” |
| How to respond to "Will your product harm my vegetable Garden?" | “Treating around your garden is actually a good thing because it will reduce the pests that harm your produce. Legally, we cannot treat directly onto a garden with fruits and/or vegetables, so instead we will put a barrier of protection around the perimeter of the garden to help protect against pests.” |
| How to respond to "Can you spray my fruit trees?" | “Legally, we cannot hose down your fruit trees because this would cause our product to drift all over the place, and that wouldn’t be environmentally responsible. Instead, we will treat around the base of each tree to help prevent pests from trafficking up and down the trunk.” |
| How to respond to "What kind of guarantee do you have?" | “That’s a great question and I’m glad you asked. We have one of the best guarantees in the industry. In fact, we will come back to re-service the interior or exterior of your home for free any time you request it between our quarterly visits. We promise to make a time available within 48 hours; however, we can usually respond within just 24 hours.” |
| How to respond to "What if I see bugs after you spray?" | “It’s common to see an increase in pest activity within the first 10 days after your initial treatment. The product is flushing out pests as they try to escape. However, if you’re still seeing a significant number of pests after about a week, make sure to call us so we can return to flush out any survivors.” |
| How to respond to "How do I know you will do what you are saying you'll do?" | “Aptive is the fastest-growing pest control company in North America, and you don’t get to be the industry leader unless you take great care of your customers. Aptive prides itself in high-quality work and takes care of our customers like family. If you ever have a question about a service being performed, call my office and I’ll come right back out for free. We really pride ourselves on going the extra mile for our customers.” |
| How to respond to "What do you do for spiders? My last company told me they are impossible to get rid of? | “Great question. Spiders are really bad this time of year, aren’t they? First: we will diminish their food supply by de-webbing your home. Without a web, the spider will have no way to obtain food. Second: our treatments eliminate much of the spiders’ food sources, forcing them to relocate away from the property in search of food. Third: our perimeter treatment will target spiders where they live and breed, creating a barrier around the home to prevent future spiders from climbing and nesting in the eaves. |
| Spiders concern part 2 | Spiders are a little more difficult to get rid of because they walk on all 8 legs and their bodies tend to have less contact with the ground than other insects. Lucky for you, Aptive is the spider specialist! In fact, most companies do not guaranty against spiders because they don’t use products like we do (emphasize Demand CS as the top product in the market). Honestly, it may take a couple months to decrease your spider populations, but you should notice about a 70% reduction within 45 days.” |
| How to respond to what if it rains before or after you service my home? Will that service be ineffective?" | “That’s one of the best things about my product. It only takes approximately 30 minutes to dry. The product will then adhere to the surface and remain effective, even if it were to rain shortly after." |
| How to respond to "Does the technician always need to treat the inside of my home" | “95% of all pest problems can be resolved by a thorough exterior service. This is because all pests first originate from the outside of the home. If you were to require inside service, just let my service professional know so he can inspect and customize a treatment for the interior of your home.” |
| How to respond to "Do I have to be here every time you service my home?" | “That’s one of the best things about my service. Normally, you don’t have to be here when we treat. However, we do need you to be home just for the first service, so you can meet my service professional and have him report his pest findings and prevention tips to you.” |
| How to respond to "I keep hearing scratching noises in the wall. Can you tell me what it is?" | “It could be any number of things. Do you mind if I have a look (nod confidently)?” This will get you inside the house, where you can solidify the sale. Mention on the service agreement which room the noises are coming from so the service pro can take a look when he comes out to identify the problem |
| How to respond to "I like my spiders they're beneficial because they eat the other pests?" | “You know, you’re right. The great thing about Aptive is we can take care of ALL the pests at once, and then you don’t have to worry about unsightly spider web residue in the corners of your ceilings and garage, and along the eaves." |
| How to respond to "I've never heard of your company before" | “I’m sure you’ve seen our trucks on the road. We actually take care of quite a few of your neighbors. We’re also the fastest-growing pest control company in North America.” |
| How to respond to "Will you be the one servicing my home tomorrow" | “I’m going to have my service professional out here to give you guys an extra thorough inspection.” |
| How to respond to "Do I have to leave the home when you guys treat? I don't know your tech and I don't want things stolen" | “You know, that’s one of the best things about my service. 95% of all pest problems can be treated from the outside because this is where the bugs come from. Even if we do need to enter the home, all of our products are family friendly and pet friendly, so in most cases there is no need to leave the home. |
| How to respond to "we've used a service before and it just didn't work" | “What company did you use? You know, pest control is the same as every other industry, in that you get what you pay for. I know a lot people figure we’re all just spraying the same stuff, but that’s simply not true. We use some of the best products in the industry like Cy-Kick, Taurus and Demand CS...” |
| How to respond to "My neighbor had pest control and the dog got sick" | “That’s awful. What exactly happened? Do you know what company they were using?” Then, sell Aptive’s service by emphasizing the value of our “pet-friendly” products. Use a statement like, “That’s the best thing about my company. Aptive’s products are pet friendly, meaning they will not cause any harm to dogs or cats. We treat our customers’ homes like they’re our own.” |
| How to respond to "my neighbor had pest control and his/her kids got sick" | Because our service professionals are highly trained and use only family-friendly products, our service poses minimal risk to people with pre- existing health concerns. We are also able to customize our service to the most specific of needs. |
| How to respond to "My neighbors had pest control and the chemicals stained their walls" | “That’s awful. I’ve actually heard that's rumored to have happened with a couple cheap competitors’ services. Some of the cheaper products will do that. In fact, we’ve picked up a lot of customers for that very same reason. We only use the most advanced products. It’s actually an easy thing to avoid.” |
| How to respond to "The technician was always late when my neighbor had pest control" | “We’ve picked up a lot of customers from other companies that way. We respect your time and have a reputation for punctuality. We also have GPS tracking in all of our service vehicles, so our office can let you know exactly where your service professional is at any time; we won’t leave you waiting.” (We gurantee a 2 hour window not a 4 hour window) |
| How to respond to my neighbor/friend/ brother. in-law/ dogs former owner does it for me" | Find out if the neighbor is a licensed pest control applicator and how much the customer pays to see if there is a chance to switch over the customer. |
| How to respond to "I think I need a monthly or bi-monthly service instead of quarterly" | “We actually provided monthly and bi-monthly services a long time ago. However, when we started offering the quarterly service, we found that 96% of our customers preferred it because they received the same results seasonally. Our advanced products |
| How to respond to "im renting" | You get the landlord’s permission (which is required by state law). They are long-term renters and sign a 2-year agreement. One-year agreements for renters are not allowed because it takes Aptive a minimum of 2 years to make its money back after paying out sales commissions. Therefore, representatives who sell 1-year agreements to renters may be terminated and will not be paid on the accounts. |
| How to respond to "Im moving" | They can transfer the agreement to cities where aptive operates. Don't waste time with houses with for sale signs in the yard |
| How to respond to "Im still moving in" | inform them that this is the best time to receive service, while we still have easy access to the majority of the walls to perform treatment. Or just let the customer know our focus will be on the outside and that it won’t affect the inside of the home. |
| What should I know about our competition? | WHO ARE YOUR MAJOR COMPETITORS IN THE AREA? 2 HOW MUCH DO THEY CHARGE? 3 HOW OFTEN DO THEY PROVIDE TREATMENTS OR SERVICES? 4 WHAT IS INCLUDED IN THEIR SERVICE? |
| How to respond to "I do it myself" | “That’s great. You’re smart! Living in this area, you have to do something; otherwise, bugs would overrun the place. A lot of your neighbors haven’t done anything, and they’ve been pulling their hair out. Tell you what: let me show you what I’m doing for everyone else tomorrow, since I’m discounting the whole neighborhood for over half off.” |
| What are things a professional pest control company can handle that a DIY'er cant | 1. Neighbors- John was doing it himself but our products are professional grade and require a license... 2. Convenience- DIY products degrade in UV light and wash away with sprinklers 3. Effectiveness and response time 4. Safety- Did you know there are over 6 million injuries to children every year from stored chemicals |
| How to respond to One leggers part 1 | “I understand. My spouse does the same thing. Your partner probably wants to get rid of those ants, right? Since I’m already here, would you mind giving them a call so you guys can take advantage of the 50% discount?” |
| How to respond to one leggers part 2 | “They'll love it! You know I’ve never met someone who didn’t want to get rid of bugs Tell you what: Since I’m already here, if you can save me a trip from coming back later tonight, I’ll go ahead and knock off an extra 25 bucks right now. Does that sound fair to you?” |
| How to respond to one leggers part 3 | "I'm sure he / she want to get rid of the ants too. Let's just give them a call and I can answer any questions they might have so we can get you guys this discount." |
| Ways to collect payment | You must have an initial payment to start the service "Did you want to take care of that using our easypay?" Customers are encouraged to use easypay but can use check but NEVER cash |
| How to explain easypay | “EasyPay takes care of all future services with a card or checking account on file. Over 90% of our customers do it this way because it saves them time and money not wasting stamps and envelopes." |
| What are some ways to "Firm up a customers commitment?" | “When my service professional comes out tomorrow, can you make sure to show him exactly where you’ve been seeing those spiders in the garage? This will make the service pro’s job easier and help them target those trouble spots.” “Will you show my service professional tomorrow where you have seen those rat droppings?” |
| What are some ways to set proper expectations? | “You may see an increase in insect activity over the next 5 to 10 days. It doesn’t always happen, but sometimes we stir up some nests. If you haven’t noticed a decrease after about 10 days, be sure to give us a call, so we can come back out and take care of any surviving pests.” |
| Whats a good way to set the expectations of a re-service | Explain where they live may be unique or neighbors pests may move |
| What is a good way of explaining the 48 hour reservice | “If you were to see anything pop up, will you make sure to give me a call so I can come back to take care of you guys?” |
| What are the 4 things you should review with the customer before leaving to solidify your professional appearance | 1. 2-hour window when our service pro will be out for the initial treatment 2. Point out the specific areas of pest activity for their service pro 3. Unlimited free reservices but that the product needs at least 10 days to take effect 4. Aptive will be returning in approximately 30 days for their first quarterly treatment |
| What is a good way to escape a chatty customer | “Thank you very much, Mr. _________ (name of customer). I know you’re going to be really happy with my service,” |
| How to ask for referrals? | “I'm going to be talking with the rest of your neighbors in the next few days, who else do you think I could help?” or “Do you have any friends or family who also need service?” |
| Switchover Script Introduction (1) | Hi, my name is Josh with Aptive pest control. I'm out servicing 10 of your neighbors tomorrow (John, and Mika) its mainly been the spiders and the ants. If you can be here tomorrow im doing it for half price |
| Switchover Script Responding to the already have a service (2) | Sure. I figured you probably did. Who are you guys with right now. |
| Switchover Script finding out about the other guy (3) | Perfect. And they're coming out for you guys ______(monthly bi monthly quarterly) for about ____ (Price) |
| Switchover Script teh switchover part 1 (4) | You know the reason I ask is because I've had a lot of neighbors switch over from other companies. One of the things they've loved about my service is that every time I come out, I take down all the spiders webs and wasps nests. you know it looks nice not to have them up there, but I really need to do this to keep the spiders and wasps from getting in the attic and dropping down inside the home |
| Switchover Script the switchover part 2 (5) | Another reason your neighbor ____ (use name) really liked us is that I take care of the entire property, inspecting and spot-treating all the areas where pests actually live and breed. From the front yard all the way to the back fence |
| Switchover Script the switchover part 3 (6) | Now because you are already with a service Im going to drop our normal quarterly price to just $95 per quarter, which will save you guys about an extra $50 dollars per year. And because im already going to be here tomorrow I can do that first service for just $39 bucks. Now you guys are going to be here tomorrow right? |
| Phone sales example | Hi John, this is Josh with Aptive. Did I catch you at a good time? I’m just calling to see when the best time will be to service your home tomorrow. I held on to an extra spot for you on my route in the afternoon at 3:00. Will that work for you guys? |
| I’m not interested | .” Assume the customer is not interested because they aren’t seeing pests inside by responding with, “Sure, most people aren’t seeing a whole lot on the inside right now. It’s primarily been on the outside with the spiders and the ants. Let me just show you what I’m doing for everyone else tomorrow. Normally, a home your size costs...” |
Created by:
Joshmay1996