Convert More Bids into Customers
Winning Cleaning Business Contracts Can Be as Simple as Following 4 Easy Steps
This week Mike spoke with Marty Wren, of Alpha Omega Building Maintenance, about how to seal the deal on cleaning business contracts. Marty has made several bids to a potential client, with no luck. Mike goes over four things Marty could do to close the deal, and come out from under the iceberg.

RESOURCE ALERT: Get more in-depth content on the“Iceberg” concept 

While performing a service for a local church, Marty noticed that the carpets’ cleanliness really wasn’t up to standard. He made the risky move of telling the church manager that. This tactic gauged some interest for a while, they even had Marty give a bid. However, the bid didn’t stick and inevitably Marty was left waiting around.

Sick of waiting around for response after submitting a bid? Read on and learn how to close more cleaning business contracts.

KEY POINT: Make It About Them
If you’re going to turn a potential client into a customer, you’re going to have to make the proposal all about them. Never say “I’d like to have your business.” It doesn’t matter what you want. It matters what they want. Instead say, “I’d like to fix your problem.” This lets them know you are interested in them and their needs, not just your own monetary gain. Other great examples are, “I’d like to see how we can make your life better,” or “Tell me how to make your life easier.”

KEY POINT: Set Your Ground Rules Before Hand
Before making a bid, you’ll need to set some ground rules. This way you’ll be able to handle any problems, or know of any potential obstacles, beforehand.

When a potential client asks you to come out and give a bid, ask the client to agree to let you know right away if they don’t think it will be a good fit. You can say, “We’re so excited, but before I come out there if for whatever reason you don’t take the bid, would you do me the service and give me the heads up that this isn’t going to work?” More often than not, they will say yes.

Then ask if you can be extended the same courtesy. Say, “I’m only interested if we’re the absolute best fit. If for whatever reason I don’t think we are the right person for you, can I have permission to tell you?” Once again, they will probably say yes. This lets them know that you are putting their needs first and not just trying to add more cleaning business contracts to your books.

After you have these two commitments, you can then ask “What would you like to happen next?” They may tell you that they’d like to hire you right then and there. That is the best case scenario. However, if there will be more obstacles along the road, you’ll be prepared.

For example, a church may need to present the idea to a board. If that’s the case, you may ask to be able to speak at the board meeting. Knowing ahead of time keeps everyone’s expectations in check, and allows you to manage timelines and proposals.

RESOURCE ALERT: Get more great stuff on setting ground rules 

Finally, make sure you know their budget well ahead of time. When you know what a potential client is willing to spend you are better able to gauge what services you can provide for them.

KEY POINT: Speak To Their Pain
This falls under the “Make it About Them” realm. If a potential client expresses dissatisfaction with their current situation, ask them to elaborate. Key phrases that can work to your advantage include: “Tell me about that,” “Do you have an example?” “How much is this costing you?” and “How is this affecting your life?”

Most of the time people make decisions based on emotion. If you ask them to describe the trouble their trying to eliminate you can better understand how you can help them. By asking them questions you will help them get in touch with their pain, and realize that a switch may be warranted.

KEY POINT: Make The Transition Easy
Sometimes potential clients may think the transition will be more painful than staying with their current situation. Show them how you can eliminate this stress with systems you put in place for all your new cleaning business contracts.

For example, some potential clients may not want to get rid of their current staff for fear of the difficult conversations. You could let them know that as a part of your service you will call the old cleaning company and handle the exchange of keys. Make the transition as easy as possible so that the decision is a no-brainer.

Armed with these four tactics in mind, you’re ready to get out there and get more signed cleaning business contracts!

All good things must come to an end but never fear, Marty kills it in the…