Episode 1148 – Back by Popular Demand: Get Commercial Cleaning Contracts Without Begging & Competing on Price- Pt 1
Welcome Back to a Classic Episode
Hey, Cleaning Nation! Today, we’re revisiting one of our most popular podcasts. If you missed it before, now’s your chance to catch up on some golden advice. We hope you find it as helpful as others have. Let’s get into it!
Mastering Bid Closures
In this episode, Mike Campion tackles a crucial topic for cleaning companies: how to land more contracts. The focus is on improving your bid closing ratio. Whether you’re dealing with residential or commercial contracts, this guide will help you refine your approach. For residential cleaners, this might be more detail than needed, but it’s great firepower to have. Commercial cleaners, especially those with large contracts, will find these strategies particularly useful.
Understanding Your Prospect
Before you even start thinking about the bid, Mike emphasizes understanding the “pre-frame” of your potential client. How did they find you? A referral is different from a Google search, which is different from a trade show meet-and-greet. Knowing how they found you helps tailor your response. For instance, a referral might come with built-in trust, while someone from a Google search needs more convincing.
The Art of Asking Questions
Mike stresses that the key to successful bids starts with asking questions and really listening. Many cleaning business owners make the mistake of talking too much about their company instead of focusing on the client’s needs. Mike advises asking about the client’s issues and listening more than talking. This helps you understand their problems better and shows that you’re genuinely interested in solving them.
Qualifying and Disqualifying Leads
Another essential tip is to qualify or disqualify leads before setting up an appointment. Mike suggests asking questions to determine if the client is a good fit. For example, ask why they are looking for a new cleaner and what’s urgent about their need. This helps avoid wasting time on bids that might not lead to contracts.
Setting Ground Rules
Finally, Mike introduces the concept of setting ground rules before the appointment. Agree on uninterrupted time and make sure both parties are clear on the next steps. He recommends setting expectations for how decisions will be made and handling any objections upfront. This way, you avoid wasting time on bids that might not go anywhere.
In the next episode, Mike will dive into what to do once you’re on-site. For now, these tips will help you refine your phone conversations and set yourself up for success. Stay tuned!