Episode 330 – The Power of Getting Your Customer’s Pain When Bidding Cleaning Jobs
Today we’re talking with Ahmed from Violet Enterprises!
Ahmed started his cleaning company sixteen years ago. Just like with brand new companies, it’s important that he continues to ask, “How do I make my cleaning company stand out?”.
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Ask yourself these four questions to make your cleaning company become an integral part of your customer’s life.
What is your customer’s biggest pain point?
The ability to make a sale is 100% tied to your ability to find, understand and communicate with a prospect. If you can fix their pain points, you can grow your clientele.
How does your customer talk about their pain?
It’s crucial to let your customer tell you how they are feeling. Ask them questions that provoke them to share pain points of their business with you.
Why did you invite me out today?
What made you call me today?
How long have you been dealing with this?
Can you give me an example?
Asking these questions moves the sale from a logical choice to an emotional one. Yes, you’re helping them clean their carpets but really you’re making their life stress free. If you can pivot the conversation from logic to emotion, you’ll be able to increase your sales.
Where is there a lot of pain?
Find a market where there is a lot of pain. You want to be able to solve a customer’s daily or weekly pain.
How can you use this pain to market your cleaning company?
Repeat back to the prospect the same words they used to describe their pain. Use their verbiage to sell your cleaning services by speaking to them on an emotional level. Then, automate this system for an inflow of new clients.
RESOURCE ALERT: How To Create Systems For Your Cleaning Business https://www.youtube.com/watch?v=tO-8xNsW8vQ
Best advice you’ve received either personally or professionally?
Don’t be afraid to say no.
What’s the biggest mistake you’ve made in the cleaning business we can all learn from?
Acting out of urgency, plan before you act.
What’s one idea cleaning nation can put into practice to improve their business or their lives immediately?
Use worksheets to pinpoint the needs of your customers.