How-to deal with clients who shop around for the lowest detailing price
Being part of the high end automotive detailing industry and running a business in a major traffic area in Chicagoland tends to give me lots of exposure. A lot of that is great exposure as more and more caring enthusiasts find my information in local directories, both online and in print. On the other hand, this exposure also leads to many calls from local consumers who are simply shopping around for a detail job and might not be the ideal client for the services offered through my detailing business. That said, here is what I have found to be the best way of dealing with such clients and ensuring it’s done properly without leaving bad feelings between the two parties involved.
On one hand, I have been contacted by people who are completely new to proper car detailing, having only paid $5-10 for a car wash in the past, but they decided to come to my and have become regulars due to the quality of work provided. On the other hand, I’ve dealt quite a few times, too many if you ask me, with people who call me and ask for a price “for my cheapest buffing service”, then after I reply they say they can get it done elsewhere for much cheaper and hang up! Regardless, my strategy for dealing with new clients shopping around always stays the same.
Dealing with low price shoppers
That strategy consists of simply providing education on proper auto detailing. My goal is to explain to the potential client that the services I provide are not more expensive for any random reason, rather because I use better tools, products and techniques to provide results that cannot be compared with typical car wash places. The goal is to have the person calling understand exactly what I do and how it can benefit them and their vehicle, rather than just trying to negotiate a price. There will always be someone doing car detailing work for less and for more than what your business charges, so your goal is to educate the client on proper automotive detailing and how your business accomplishes that. Price basically becomes a non-factor because when you properly educate the client because before it comes down to the price, you and the client will decide whether or not your services are what that client was initially looking for.
Needless to say, there will still be clients that will simply walk away as they don’t want to pay a certain price for a service you offer, but you have to understand that those were not your clients in the first place. Hope this helps any business owners out there struggling with this issue as I’m sure most of use have dealt with it at one point or another. Please leave your thoughts, comments and questions below.