SWITCHOVER Flashcards
prac (15 cards)
INTRO
Hey, I don’t know if you know ____ and ____, just down off ___ street. I’ve got a couple of trucks coming out tomorrow, servicing them and about 13 others in the area. There’s only 3 slots left. So If I squeeze you in I’m doing all the pest control half off.
Now I know a lot of people already have someone they use, who are you guys with for the year
THREE QUESTIONS
- Who are you guys using this year
- What did you call them out here for
- Put their service in a box
Buzz phrases transitions to have you ever seen them spray
They’re not bad — we’re just a higher quality service.
Most people I’ve signed up used to be with them. They just wanted a more reputable company that can actually keep those pests out long term.
+ BUG CONFESSION
____(neighbors) were calling for mainly the ____ and ____, same with you guys.
What does our service do that makes us better than their current provider?
- Granular
- Eave treatment instead of just sweeping
- Flushing out the walls
- Mosquitos
2nd objection. I’m gonna stick with my company
Look, you’re paying for pest control, and there are still bugs right here. Just delegate it to me, and I know I’ll do a better job than this. — You have absolutely nothing to lose.
-I’m gonna stick with my company
-not interested
-card
-no bugs
I get it, but once everyone else starts getting treated, if you’re one of the few people without your home properly secured, where do you think they’re gonna end up?
Price Drop: Below Visit Cost
At that price, we’re barely covering the technician’s visit — but I’m a pretty competitive guy. I want to earn your business, so for that initial service, I’d be willing to do it for just ___ to show you the quality upfront.”
(Then go into the assumption close.)
Tech Route Capacity
We don’t use the cheap stuff like some of the other guys. The price I’m giving you is actually lower than what it costs us to come out, but I’m willing to do it just to earn your trust, and show you why were the top company in the nation.
group rate drop
Since I’ve got one of my techs already doing a lot of the homes out here tomorrow, I can squeeze you in while they’re here. That’s the only reason I can drop the price this low — we’re already in the area, so it saves us time.
Do you know the size of your lot?
Your neighbors are about 2500, they do tend to vary, I just want to make sure I have all my numbers right so I’ll take a quick peak, (start walking) can you just meet me in the back real quick?
SPOUSE SAUCE.
Find out why she would want too*
“Does she know your dealing with ___ ____
So she knows your dealing with the___ and obviously wants what’s best for the home. Why do you think ___ would be opposed to solving something that you’re currently struggling with.
Just so I ubderstand would (spouse) be happier if you guys continued to have this issue?
ALREADY HAVE SOMEONE AND THERES STILL BUGS
When did they come out last for you**
I just want to make it clear there’s a big difference in just having a pest control, and having a pest control service that works.
And for you that would be the difference between ___ and us.
YOUR obv PAYING FOR RESULTS MOT JUST THE SERVICE.
Do you know how much they’re charging you?
Husband does it objection after intro
Got it, Is he around by chance? I’d love to quickly introduce myself and let him know what we’re doing in the neighborhood tomorrow should only take a second.”
Build value
Spraying the foundation without flushing everything out just drives those spiders, carpenter bees, and carpenter ants deeper into your walls, where you won’t see them, and as they multiply and eat away at your wood throughout the summer, it’ll turn into less of a pest control problem and more of a full blown renivation.
