Healthy Home by Simplicity Cleaning Product Spot Sales Demonstration Guide The demonstrations you do will have greater influence on your customers than anything you say or do. A demonstration creates the desire to buy, but only if it s a good demo. Practice at home, in front of other employees and with every customer. Salespeople who are good at demos are above average because they know good demos pay big dividends. Simplicity s demos and methods are called spot demos because they are on the spot. It s these types of demos that create immediate interest and lead to further interest in your other products, leading to transition selling. Put the appeal of your products into your own way of talking, so you re comfortable with it. This is the only way the customer can feel the fire of your enthusiasm. The customer is the focus of the picture, so don t do anything that doesn t gain immediate and respectful attention. Using showmanship is entertaining, but always consider the customer s needs. The customer buys cleanliness; be sure to show him that. Along those lines, talk the customer s language. There are technical words that describe what s happening during a demo, but remember: you are not talking to a chemist! The best chemical salesman does not sell with jargon but with demonstrations and expected results. Think of yourself as a teacher, educating the customer about what you can do for him. Tell the customer the whole story, logically, step-by-step, because what you leave out may be the only thing he needs to hear that makes him buy.
Basic Demo Methods for Hard Surfaces Circle Demonstration for Horizontal Areas (soiled surface or one you have soiled) Spray a circle 6 12 inches in diameter. Visualize a clock. Start moving counterclockwise in a circle to 9:00, and then continue moving counterclockwise to 6:00, then to 3:00 and then to 12:00. Now that you have completed the circle, spray the center. Make sure the center is completely wet. Remind the customer that the chemical is doing the work (point out the moving bubbles) not you (less physical work). After the chemical has set for 30 seconds or so, take a microfiber cloth (tell the customer that the microfiber finishes the job), and wipe from 12:00 to 9:00 and down to 6:00. Turn the cloth over and show the customer what you have picked up. Start again at the 12:00 and wipe down to 3:00 then down to 6:00. Be sure as you wipe the circle to leave a wet outer edge. When you have reached 6:00, show the customer the soil you have on the flip side of the cloth. Now wipe the center. If your demo was good, you should have a clean, perfect circle with the outside of the circle wet. Now fan the area dry. After drying, pull out a clean, white wiper (paper or cloth) and rub the clean area. Show the customer the clean wiper. That means no film. Vertical Demonstration (soiled surface or one you have soiled) Spray upwards about 12 15 inches with short bursts of spray. Point out that you are cleaning with chemical action rather than with physical action. After a few seconds, take your clean microfiber cloth and wipe off a few inches at a time. Show the customer your soiled cloth with each wipe. Don t wipe the whole wet area at once, or you will spoil the whole pitch! Leave a wet area at the top. Now fan the area dry. After drying, pull out a clean, white wiper (paper or cloth) and rub the clean area. Show the customer the clean wiper. That means no film. Practice these demos until you can do them flawlessly. We can use the Circle Demo or Vertical Demo with practically every product in the General Household cleaning line. Whether it is a polish or cleaner, the methodology is the same. We use chemical action and microfiber action to make less work, cleaner surfaces, film-free surfaces, and protected surfaces. Remember these are spot demos. So choose the product you think will have the most effect for you, and demonstrate it. After you sell the first product, you can transition to other products by teaching about each one, not necessarily demonstrating each one. The Circle Demo and Vertical Demo can be adapted to all your products with some minor variations. -2-
Product Cleaning Demos Supplies: Grease (a block of crud from a restaurant vacuum is great) Paste Shoe Polish (not liquid) Lipstick Sharpie Permanent Marker (blue is best, black contains a lot of graphite) Blue or Black Ballpoint Pen (roller tip gets the ink out easier) Catsup Small Jar of Vicks VapoRub ChapStick (more grease) Assorted Microfiber Cloths (color coded and labeled as to use) A Chrome Vacuum Wand 8 X 10 Picture Frame with a shiny paper picture (black or red) covered with the glass 8 X 10 Picture Frame with the glass replaced with piece of varnished or well painted piece of Luan plywood (semi-gloss) A Handheld Mirror Sample Piece of Laminate Flooring and Pre-finished Hardwood Flooring Samples of Various Countertop Materials (available from home improvement stores Emery Cloth or 200 Grit Sandpaper 4 X 4 pieces of Shower Curtain Carpet Samples (tight weave kitchen style is easiest to work with and to prepare) Spotting Brush Cotton Balls Ziploc Bags Eyedropper and Bottle of Vinegar (apple cider not distilled) and Ammonia Black Tape Healthy Home by Simplicity Cleaning Products: - I make steel stainless - You cook. I ll clean - I do windows - I rock at polishing - Adore your floor - Restore your floor - Stains stink. I fix both - For spot s spots (and smells, too) - Take your carpet to the cleaner - Hey pet people, I m your carpet s best friend - Fountain of youth pre-treatment -3-
The Demo Stainless Steel Cleaner and Polish - Healthy Home by Simplicity s I make steel stainless - Black tape - Chrome vacuum wand - Microfiber cloth - Sharpie This spray gel cleans dirt, streaks and fingerprints from metal surfaces as well as protects them from soiling (great for enameled appliances too). Place a piece of black tape around the middle of the wand. Thoroughly clean and polish the top half of the wand. When the customer is present, explain how this product cleans and protects appliances. Now clean and polish a small section of the top of the wand (above the line) with a microfiber cloth and the Stainless Steel Cleaner and Polish. Label this cloth. Take your Sharpie and draw a small line on both the top and bottom half. Wait a few seconds and take a fresh, moist microfiber cloth and show how the mark on the top half is easily removed while the mark on the bottom half doesn t come off. Stress the importance of regularly cleaning the surfaces using the cleaner polish and the ease of using just the microfiber between times. Take the order for microfiber and the polish. Foaming Window Cleaner - Healthy Home by Simplicity s I do windows - Handheld Mirror for Glass/Mirror Cleaning Using lipstick, draw a big S on your handheld mirror. Lightly spray with glass cleaner. Follow the procedure for the Vertical Demo using your special mirror microfiber cloth. Leave the outside of the S wet and showing for dramatic effect. Ask for the sale. Then turn your cloth and finish wiping the mirror clean. Ask for the Microfiber order. Granite Cleaner and Polish - Healthy Home by Simplicity s I rock at polishing - Shoe Polish - Grease Prepare your samples by polishing them well, in advance. When in front of the customer, mark a sample with shoe polish, lipstick, grease or a combination. Apply a small amount of polish and wipe clean with microfiber. While polishing to a high shine, explain how this product cleans and protects. Reapply the lipstick and wipe clean with a damp microfiber cloth. Stress the importance of periodic maintenance with the polish, but also how easy it wipes up with just a damp microfiber cloth. -4-
Odor and Stain Eliminator - Healthy Home by Simplicity s Stains stink. I fix both. - Vicks VapoRub - Shower Curtain Rub a bit of VapoRub on a piece of shower curtain. Spray with Odor and Stain Eliminator, and let set for 30 seconds or so, while you explain that this product not only cleans but also deodorizes without the use of harmful chemicals using natural enzyme action. Most deodorants contain alcohol-based products that actually kill nerves in your nose! Wipe clean with a microfiber cloth and have the customer note that not only is the grease gone but so is the odor. Foaming Kitchen Degreaser - Healthy Home by Simplicity s You cook. I ll clean - 8 x 10 Frame - Grease - ChapStick Mark your painted frame with your lipstick, grease, or ChapStick or all three. Spray with foaming kitchen degreaser, and do a Circle Demo with microfiber. Emphasize how the foaming action lifts the grease and holds it away from the surface so you can easily wipe it clean. Wood Floor Cleaner and Dust Mop Treatment - Healthy Home by Simplicity s Adore your floor or Shoe Polish Mark the glass of your framed glossy paper with lipstick and/or shoe polish. Spray with Wood Floor Cleaner and do a circle demo. Wipe with microfiber. Note that it is film free. While the circle finishes drying, show the microfiber stick tools and pads. Go back to the frame and note again that if the cleaner doesn t leave a film on glass, it won t leave a film on your floor. You can also do this with an actual piece of laminate. The more uneven the sample, the more dramatic the demo. Wood Floor Cleaner and Polish - Healthy Home by Simplicity s Restore your floor - Wood Floor Sample - Sandpaper Take a wood floor sample and using sandpaper, lightly scuff with the grain. Mark with an X of Lipstick. Spray with wood floor cleaner and polish. Wipe clean and polish, following the grain just a few times. Emphasize that it may take a cleaning treatment followed by a polish treatment and maybe more than one to be effective (it won t in your demo so they will really be amazed). Show them their restored floor and take the order. Make sure they have micro pads of daily cleaning and separate ones for their restoring/polish. -5-
Carpet Demos Carpet Spotting Demo Basics - Healthy Home by Simplicity s Take your carpet to the cleaners - Healthy Home by Simplicity s Fountain of youth pre-treatment - Carpet Sample - Shoe Polish - Ballpoint Pen - Catsup - Spotting Brush There are 2 distinct ways to demo carpet stain removers. We prefer an educational approach as opposed to the Billy Mays approach. In one style you have a carpet sample and permanent marker. Mark it, spray it and absorb it. This approach sells carpet stain remover but little else. It also often leads to unreasonable expectations of the product. More often than not, the technique for removing a stain is as important as the stain remover. (Note: a Sharpie stain that is less than a week old is very easy to remove because the solvent that makes it is the same solvent in most stain removers. It takes long time for all the solvent in permanent marker to leave, which makes it truly permanent.) Prepare a sample of carpet with lots of stains spaced at least 6 apart from edge to edge and about an inch in size. Use shoe polish, lipstick, ballpoint ink and catsup. Don t get too attached to this sample. The difference between a spot and stain (permanent) is the length of time. Tell the customer which stains you have on your sample. Ask him which is hardest for him to remove. Spray a circle around the stain at least 2 3 inches away from the edge of the stain. Explain to the customer that stains on carpet are like icebergs far more of the stain is under the carpet than on top of the carpet. (In real life, starting 6 inches from the stain is more realistic.) Once the stain has been ringed, to keep it from moving out instead of up, spray well the inside of your circle. Once well wetted, agitate with your spotting brush. Then take the scraper edge of the spotting brush and push the solution to the center. Work from the outside in. Now take a microfiber cloth, fold it and place it on the stain and press down. Re-fold and repeat. (On a real carpet, use your foot and bodyweight while doing a bit of a jig.) Stress the importance of never rubbing, only brushing and blotting. Make sure you sell the brush and the microfiber along with the spotter(s). When using dry carpet cleaning powder as a stain remover, always use pre-treatment spray. The spotting demo can be used as sales demo for a dry carpet cleaner program. -6-
Pet Stain and Odor Remover - Healthy Home by Simplicity s For Spot s spots - Vinegar and Eyedropper - Cotton Ball Take a cotton ball and put several drops of vinegar on it with your eyedropper. Make sure the customer gets a good whiff. Now spray with pet stain and odor remover. The odor will be gone. Put some vinegar on a light-colored carpet sample (the color and odor are about as close to the real thing as we can get) and follow the general spotting directions. Dry Carpet Cleaner For Homes With Pets - Healthy Home by Simplicity s Hey pet people, I m your carpet s best friend - Ammonia - Cotton Ball - Ziploc bag Put several drops of ammonia on a cotton ball and drop in a Ziploc bag. Add some dry carpet powder and shake. Give it a bit, and the odor will be gone. -7-