Episode 1149 – Back by Popular Demand: Get Commercial Cleaning Contracts Without Begging & Competing on Price- Pt2
Welcome Back, Cleaning Nation!
Hey, Cleaning Nation! Mike here with another fantastic episode that’s a blast from the past. We’re revisiting one of our most popular podcasts ever: Part Two of “How to Get More Cleaning Contracts.” If you missed Part One, hit pause and go check that out first, because everything we cover here builds on it. This episode is perfect for those quick drives to jobs or the office—so let’s dive in!
Recap: Setting the Stage
Last time, we talked about the importance of pre-framing. Knowing where your customers come from and their mindset when they contact you is crucial. Then, we moved on to the initial phone call, stressing the importance of asking questions and really listening to the client. This helps you qualify or disqualify them, saving your precious time and energy. We also discussed setting clear ground rules before any on-site visit—like ensuring you have uninterrupted time and understanding the decision-making process.
On-Site Visits: The Right Approach
When you get on-site, start by thanking the client for inviting you. This shifts the dynamic from salesperson to professional consultant. Reiterate the ground rules, ensuring everyone is on the same page. If they try to cut your time short, gently remind them of your agreement. This not only shows professionalism but also sets the tone for a respectful working relationship.
The Pain Conversation
No pain, no sale. It’s as simple as that. During the on-site visit, dig deep into what’s not working for the client. Ask questions like, “Why did you invite me out today?” and “Can you give me examples?” The goal is to get them talking about their pain points. The more they share, the more they realize the need for your services. This conversation isn’t just about cleaning; it’s about how these issues are affecting them personally and professionally.
Talking Budget: No Fear
Once you’ve identified the pain, it’s time to talk budget. Many salespeople shy away from this, but it’s crucial. After understanding the client’s issues and commitment to fixing them, ask them straight up about their budget. This helps you tailor your proposal to meet their needs and ensures there are no surprises down the line. Remember, the budget conversation should only happen after you’ve thoroughly explored the pain points.
Final Steps: Wrapping It All Up
After discussing the budget, do a thorough site walk. By this point, you’ve built a solid understanding of the client’s needs and expectations. This walk-through is just the final step in a process where you’ve already set yourself apart from competitors. You’re not just another cleaning service; you’re a problem solver who listens and understands.
And there you have it! A quick but comprehensive guide to securing more cleaning contracts. Remember, if you’re struggling to implement these strategies, we’re here to help. Head over to GrowMyCleaningCompany.com/talk to book a free call with our team. Let’s turn these ideas into real, actionable results for your business. Until next time, keep it clean, Cleaning Nation!