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!

Start Your Cleaning Business--Click Here!

More Tips for Your Success

My friend,Sam Rodman,arthor of Clean Up the Profits!, sent me a few fantastic tips to put your cleaning business ahead of your competition. I want to share them with you:

Do you have a slogan?

It has often been said that you can become the vision that you have
of yourself. It is called visualizing and it is something you can do to achieve greater success for your business. Start doing this by putting a sub-title or a slogan underneath your business name. Say something that makes you stand out or better than other cleaning companies. Put it on your business cards and letters and service agreement under your company name.

Remember...
When you are speaking with potential customers, you never want to be seen as someone who is desperate for a sale. Many cleaning companies make that mistake and if they ever do get the account it is always for a low price. Acting desperate for an account will never work in your favor. Acting professional WILL work in your favor.

Ask questions to gather information. Find out what the competition is not doing for them and be seen as someone who is there to help them and not there to sell them anything. You'll be amazed at the difference it makes.

Decision makers are attracted to a cleaning service that can help them, not a cleaning service who needs them. You can do it!


Start Your Cleaning Business--Click Here!

Start the New Year with New Approach

You need to get noticed and recognized among the new account competition of todays market. To do that you want to do things a better way, a different way than your competition and a way that is sometimes more affordable to a potential customer. To win new office cleaning accounts, make changes and be different.

For Example
"More affordable" does not necessarily mean that you make any less money for your cleaning service. Instead...offer to do a light cleaning and then the next time do a full cleaning to save them money. A full cleaning is everything listed on the first page of your service agreement. A light cleaning is simply getting the trash and touching up the restrooms. That's all and it goes very fast!

This can reduce the price per cleaning around 25% for a light cleaning and you'll still do very well. The customer would save money and you would get a new account.

Saving them money is a great way to get your next new account. Suggest it to the decision makers in emails, faxes, phone calls, letters or post cards.


Need a service agreement-Click Here!

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