Here's how to Overcome the #1 Objection

"We already have a cleaning service." Ever heard that before?

Well, the fact is that most cleaning services out there are not doing a good job at all. They rush through the cleaning process, do very little dusting if any and they are not giving the customer their moneys worth at all.

So, what do you say to that? You say this,

"I understand. Are they doing a good job for you?"

At this point you should perform the simple 3 second test as explained in the Instant Office Cleaning Kit on page 39 and then say:

"I'd like to submit a competitive bid for you to keep on file because things change"

Nobody wants to be a pushover but your not asking them to hire you at this point and your really not trying to sell them anything either. You want to give them something for free. Your just asking to submit your bid to them (page 30)

Think you can do that? Of course you can!

My customers are getting accounts, submitting bids and making money!

You can too!

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What Is Your Price?

Many people in the cleaning business make "Price" their key selling point.
When you cave in to a low price, you may be giving money away. Sure,
price matters but it is never at the top of the list for most decision makers.

Standing your ground to sell a quality cleaning service may have a bigger payoff than lowering your price.

There are 2 types of buyers out there. A price based buyer who wants the best deal on every purchase they make and the value based buyer. They want to know what they are going to get for their money. A price buyer will test you to see if you will come down in price... but ... a value buyer will test you to see if you believe in your price and believe in the quality of your service.

You must believe in it before anyone else ever will!

Stand firm and believe that your quality cleaning service is worth the price you are asking. A good response during your discussion with any decision maker is to ask:
"May I explain to you why you would be smart to invest your money in this"?

Prepare to answer that question and
get what you should be paid for your cleaning service!



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Thinking about entering the foreclosure market by cleaning up foreclosed homes? Click Here!

If you've got a few cleaning customers and now need an advanced system to keep your business on track and simplify the paperwork Click Here!

Who Should Buy the Paper Product Supplies?

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Here's a Cleaning Tip

Who pays for paper products at an office? You know, the toilet paper, the folding paper towels and the rolls of paper towels. The decision
maker for a large office building told me that he wanted my price to
include all of the paper products used in the building. No way!!

Janitorial supply businesses are commonly the source of all paper
products for small offices and large office buildings. I would respectfully
suggest to the office manager that they set up an account with a local janitorial supply store. You can be responsible for ordering these paper products when they are low and they can be delivered to the office and paid for by the office.

This is how it should be done. There is no way that you can know how much paper products they may use in an office or office building. For this reason I suggest that you offer to order them for the office as need be, but not pay for them.

Just order them when they are low and the janitorial supply company
should bill the office or the decision maker who has set up an account
for doing it this way.


Remember...the happiest people don't necessarily have the best of everything. They just make the best of everything.

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Research Your Customer's Business BEFORE You Bid

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BIDDING TIP


This is a great icebreaker that you can use for your cleaning business and it will really work to your advantage, too!

Briefly study up and read some information on the internet about the business (or industry) that you are going to give your bid to.


You can easily and quickly do a search online for some interesting fact or current development associated with the type of business that your potential customer is in before you meet them in person.

For example:

If you know that on Monday morning you are going to go and give a bid to the decision maker of an advertising agency.

Briefly look for some facts about that industry (from a quick search on Google or Yahoo) such as the growth in general and/or the trend in general of that type of business. Using this information in small talk would then be very influential if you were applying for a job to work there as an employee or submitting a bid because they would be impressed with your knowledge of their business and they would remember their conversation with you because of it. Few if any cleaning business owners do a little homework like this before going in to submit a bid and talk with a decision maker.

When you do meet the decision maker, you can mention to them that you read, (such and such) about the business (their business).

You will find them to be very impressed by your knowledge of their business and it will actually assist you in getting their office as a new account and in gaining their favor before you even begin to talk about the price for your cleaning service. Make this small talk / facts /a part of your bidding process because it will help you get the account.


Remember...

You can't make someone employ your cleaning service, and sure...

it is a decision makers choice to hire your cleaning

service, or not, but it is your decision to try to get the account.

Afterall, there is a lot at stake. Steady monthly cash flow is at stake.

Increased income is at stake and quite a good amount of it too.

There is no other cleaning service that is going to do a better job

than you will. You have something of value to offer any office or office

building in town. Even if they are not interested at the moment.

The moment changes and you will be the one they have in mind when

it does because you are the one who is persistant in trying to get them

as a client. Also, if you are persistant in trying to get their business,

it sends them a message that you will also be persistant about doing

a good job for them.

Listen... I know hard working people who have been laid off from their

job or had their hours cut back. That's really what motivated me to share

what I know and develop this great instructional product. It's really... A Great Business Opportunity to get into. Go to:

Start Your Cleaning Business--Click Here!


Also, you should know by now that in addition to the "Instant Office Cleaning Kit" Stan provides great customer service and he's always happy to assist in any way he can.

The Fact Is...


If you depend on One paycheck from One JOB for your income, you're taking a

very big risk. Almost 10% of Americans are out of work... and with the

economy the way it is, more people are losing their jobs everyday.

Source: Bureau Of Labor Statistics

Start and Grow Your Own office cleaning business now and use the Original Instant Office Cleaning Kit to make it happen. Others are having very good success in this business Right Now and you can do it too.

Start Your Cleaning Business--Click Here!

As we all are in uncertain economic times,
I wanted to send this word of encouragement to you.

My friend, Sam Rodman, just recently helped someone who had
purchased the Start Your Cleaning Business Guide.


About one week earlier, he asked Sam for a second opinion on
the price of a bid and Sam, always willing to help his customers who buy his ebook on starting a cleaning business, assisted him with that.

Well, guess what?!? Sam's customer landed a very profitable
office cleaning account that pays him over $2000 every month and, of course, it is very part-time cleaning that gets done.

So...what did the guy say to get the job? What did he do? Well, I can tell
you the same thing that Sam suggested to him. That is this:

**Instead of just giving someone a price for your cleaning service,
and leaving it at that, ASK them some questions FIRST.

!>>Have a brief discussion with the decision maker regarding the price
to get their feedback on the value of the cleaning service from their perspective. Ask the decision maker these questions-and get the answers:

!>>How much were they paying? What was the problem
they were having with their previous cleaning service?

!>>Is such and such a price per month in their budget?

!>>Can they justify a higher price for you if you include the
changing of the burned out ceiling lights?

Always speak with the decision maker in person
and always try to come to an agreement with them
on the price that you want to get paid for your service
before you put that price on your service agreement
and give it to them.


!*!*!*!*!*!*!*!*!

And consider this....

Authority is inner confidence. Trust in your judgement,
in your skills and your abilites. It comes from the inside, from an
attitude of "I can do this and I deserve success"

This attitude will radiate outward to any decision maker as you assert your rights, honestly ask for what you want to be paid and develop a willingness to give to others and yourself.

Pick up your copy of Start Your Cleaning Business--Click Here!
Success is only a click away!

Is Your Competition Under Bidding You?

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When you are bidding on any size account, there are times when you will come across a situation in which some of your competition may be under bidding you.
Have you ever encountered that before? If not, you probably will sooner or later.

IS YOUR COMPETITION UNDER BIDDING YOU?

You cannot control the price of another persons bid, but you certainly can
control your price. Regardless of what the price may be on any other bid,
you should consider the following:

NOTE: Always make converstion (small talk) with the decision maker.This is very important. The price you charge on your bid is entirely your decision but,you want to try to come to an agreement with them on the price that
you will be charging. Most office managers will take 3 bids and then typically rule out the lowest priced bid right away. Most office managers are reasonable people who do want a good cleaning service. They know that they are not going to get it if all they care about is a low price.

Also remember, there is a security issue at stake.Unlike a lawn care service
that remains outside, your cleaning service will be inside their office
and you will also be given a key to their office.

If the individual decision maker does not care who is in the office there is nothing you can do about that but most decision makers do care about it.
They would not hire just anyone to work for their business as an employee, and they do not want to employ just any cleaning service either.

Basically you want to get across to the decision maker that you would like to submit a competitive bid for them to keep on file.

Things change and when they do,you simply want to be in the right place at the right time. One thing leads to another, so if you are able to submit a competitive bid, be sure to also have a brief discussion too.

Always ask if they would like you to be responsible for changing the burned out ceiling lights?

NOTE: including this additional little service for them justifies a higher price by itself.

Involve the decision maker in helping you to decide what the price will be. After all, they are the one's who are going to be paying it.

Start Your Cleaning Business--Click Here!

I am often asked about bidding on the larger office buildings.
You know, the one's that are over 10,000 square feet in size.
There are many of these and they are all over the place and a great opportunity for you. Once you get them under contract, these larger offices are your 'bread and butter'.

The "Instant Office Cleaning Kit"which you should already have (Get It Here!),contains lots of specific information that I know will be very useful to you in your own cleaning business. As you should know, it contains forms, service agreement, introduction letter, and estimating chart and much more useful information that is proven to be a great help.

The estimating chart in the Kit goes up to 10,000 square foot offices
in size and specifies the individual price per cleaning. Keep in mind that
if the office is in anyway medical that you should charge more because a medical office will have treatment rooms in them and each treatment room has a sink. If the office is medical, I will usually always double the price on the chart because you can get it and because it is worth it.

When figuring out a price for large office buildings that are
typically over 10,000 square feet in size, you should consider
the following as a guide:

BIDDING TIP

Simply multiply the total amount of square feet times .10 cents.
On the large office buildings, this will provide you with the price
per month. The total monthly price is determined in this manner.

Remember, this would be your monthly price and not your
individual price per cleaning. This monthly price is based on
cleaning to be done 5 times a week.

Most all office buildings this size requires the cleaning to be
done 5 times a week. Quite often in an attempt to control the
cost for cleaning they will only want a full cleaning 2 times a week
and a light cleaning 3 times a week. This is to be expected
on the large buildings.

Just ask them if they want the full cleaning
done 2 or 3 times a week but point out to them that the
cleaning service should show up 5 times a week.

A light cleaning takes half the time to do as a full cleaning, but you
can still get your .10 cents a square foot anyway. Especailly if you
are including the changing of the burned out ceiling lights.

This is a great selling point by itself and justifies a higher price
per month. Keep this in mind when estimating any large office

Click Here! for Cleaning for Profits

BIDDING TIP

My friend and author of a fantastic resource for you (Start an Office Cleaning Business), Sam Rodman, just sent this to me. I know you'll find it helpful:

Hello!

In these tough economic times, I thought it important to share
with you my thoughts on bidding. First of all, remember that
the service of office cleaning is in fact a recession-proof business.

There are many offices and office buildings that already pay for this
service because they need it. Even in tough economic times, they still need
it and they still pay for it. So you have that working for you.

I still get new customers for my office cleaning business and you can too.
When the going gets tough the tough going.

BIDDING TIP

Your goal is not to just make phone calls and mail out letters. Your goal is to submit your bid and then mail out your bid follow- up letter. Do those things first and getting the customer will follow.

If you need to, involve a salesperson in your business. If you do that , I suggest that you offer them a 10 percent commission every month for the first 6 months on each new account. At that point the commision would stop.

Whatever price you come up with for a new account you should still try to discuss it with the decision maker and come to an agreement regardless of any other bids they may have. You want them to employ you and your cleaning business over any others.

So , discuss the situation with the individual in charge. Point out to them that your cleaning service includes everything listed on the first page of your service agreement.
In addition to that,( if need be) tell them that you will include the changing of the burned out ceiling lights as part of your service. This is a very good selling point and quite often a deal breaker. Most cleaning companies do not perform that service but you can offer to include it.

There is always a price range in which an office or building could be cleaned for. Normally that range could go up about 50 percent higher than the price that you have in mind.
Point out this range to the decision maker and ask them if this is in their budget?
Try to come to an agreement with them and get the job for your cleaning business, regardless of any other bids. It's not all about the price.

There is a security issue for them to consider as this is an indoor service. They don't want anyone in their office anymore than you would want anyone cleaning your home. Especially different people all of the time. Get personal with the decision maker.
What is it going to take for them to employ you and your cleaning business over anyone else?

Be persistant with them. Follow up with phone calls , letters and even a personal visit.
Build up your own list of prospects. Even if that list starts out small, say 10 prospects,that would be just fine. You can refine your list as time goes by. Keeping only the hottest prospects on your top 10 list. Keep in touch with them and always try to come to an agreement with them in person.

By asking them the question, "is that in your budget?" you are involving them in the price.
You are getting their feedback and their help in coming to an agreement on the price. Most people will be helpful with you and they will at least open up with you regarding the price they are willing to pay you for your service. Use questions as a tool when speaking with the decision maker as this will always help you out.

Start an Office Cleaning Business
For more tips and resources check out my Squidoo lens--http://www.squidoo.com/StartAnOfficeCleaningBusiness