Ok. I have my cleaning company for over years now as a sub-contractor but now is the time to get my own janitorial contract myself. I am wondering if anyone here that can help me how to get one, I am looking for commercial, industrial and offices or even Restaurant. My company is Licensed and Insured.

I am thinking of going to places and talk to the owner of the business or the manager who maintain the janitorial service but I am not really good at English as you can tell by the way I talk here but I really really want to get this started so I will take anything to get my own contract.

So please anyone can help me or give me advice, I would really really appreciate it.

Have you thought of contracting a sales person? Or servicing business' that are owned by those of your native language?

More info may help me help you.

First decide what 1 thing you offer that no-one else is offering. Whether it be service, price, whatever you are offering as a competitive advantage over what service they are currently using.

so please anyone can help me or give me advice, i would really really appreciate it.Hello e:

It doesn't matter how you talk. It matters how well you sell yourself. What matters even more than that, is how many times you call on them to sell yourself. People want to do business with their friends or people they like. It may take a while to establish that relationship, but don't give up...

As I'm telling you this, I'm reminded of a movie I saw about a door to door salesman who suffered from cerebral palsy. He could barely talk AT ALL... But, he stuck with it, and he made a success of himself.

excon

HI,
Your English is great. I completely understand you! I also understand that you want to present yourself in the best way possible. This is what I would do.

1. Write out what you want to say. Have a script with all the most important features of your business. You can say you are fast, efficient, honest, reliable, experienced, insured and licensed (anything else that is special about your service or that you feel is important). This script is for you to practice what you will say. Memorize it.

2. Come up with a flyer. You want to leave this piece of paper behind with the business owner so they remember you and know how to contact you. You want to include the important points of your business. An example of a flyer can be:

Ebb Clean Janitorial
Reliable Friendly Efficient Service
Specializing in Commercial and Industrial
Licensed and Insured
Call 777-7777 for a quote

You can add other things here.

3. Visit potential clients in person and be sure to look very clean and neat. Introduce yourself with a big smile, firm handshake and all the confidence of a person who knows his service is the best. Convince them you are the best! Please do not say, "My English is not very good." You don't want to say anything negative. If you are positive, enthusiastic and nice personality, they won't care about your English!

Ask them if they would mind if you check in with them in a month or so to see how they are doing. Be sure to take a notebook with you and include their business card, the name of the person you spoke with (should be the decision maker), the date and any comments to remind you of the conversation.

4. The other thing you can do is post an add on craigslist classifieds: jobs, housing, personals, for sale, services, community, events, forums (http://www.craigslist.org/about/sites)
I have not done this myself but others have and say it's pretty good.

5. If they are already happy with their cleaning service, remind them to keep your name on file in case the other service cannot show up.

Here are some links for you to look at.

Click Here: How To Start Your Own Janitorial Business (http://www.howtoadvice.com/JanitorialService)

Click Here: How to Start a Cleaning Service - Entrepreneur.com (http://www.entrepreneur.com/startingabusiness/businessideas/startupkits/article41426.html)

Click Here: Starting a Janitorial Service or Cleaning Business (http://www.powerhomebiz.com/vol95/janitorial.htm)

Click Here:Starting a Janitorial Service Business Part 2 (http://www.powerhomebiz.com/vol96/janitorial2.htm)

How to get customers.

Click Here: Finding Customers for Your New Business (http://www.businessknowhow.com/marketing/find-customers.htm)

Click here: Small business tips: how to get repeat customers (http://www.essortment.com/career/repeatbusiness_sgly.htm)

Don't worry about your English. Show them your personality and enthusiasm.
Good luck! :)

Morning Ebbclean

As I have been a sales rep for... well lets say several decades, I have to remark on one thing

There is and never shall be an ideal sales rep!

People come in all shapes and sizes and the one thing that makes sure everyone can be identified from each other is their personailty

Concentrate on who you are, never hide from this fact as it will promote deceit

You state your english is not so good, simply use this to your advantage - most people are genuine and are wiling to help people who ask for help

So my tips are :

1. Know your features of the product and Service
2. Understand the benefits of the service you offer
3. Explain your experience in the field to promote understanding
4. Be Nice - Try saying no to someone who is nice - not easy
5. Don't be afraid to ask for the order

AND MOST OF ALL!!

Never ever forget that at somepoint every company had to ask for the first order - Coca Cola had to make their first sale, so did Sony and so on, if you are asking restaurants etc the chances are you are speaking to the owner and as such they had to ask for their first order - remind themof that by stating you are asking for your first order - I guarantee you will get a sale from someone very soon following these simple rules

summer7 and phlanx thank you very much for advice.

When I go to a place and talk to the potential customer do I gave them what? My flayers, my introduction letters for my company or the Service agreement? I get confuse and don't really know when and which one to give to them first.

Oh and guys my first bid went bad because I lost the bidding and this is client emailed me

-------------------------------------------------------------------------------
Hi Bryan,

Thank you for your time and viewing our facility and providing us with a
Quote. Unfortunately we have decided to go with another cleaning service at
This time. We will keep your information on file for future reference.

Thanks again,
Potential client
-------------------------------------------------------------------------------

This is the emailed I got and I was very sad when I read it.

Also some office open on Saturday and also the restaurant
You think weekends is the best time for them to visit their place and offer them about my service?

Hi,
It can be disappointing to get an email like that when you had your hopes set on this client. Use this as a learning experience so you are prepared for the next potential customer contact.

I would ask the client to tell you why he chose the other service. You can say something like, "It was my pleasure to meet with you the other day and to tell you about my service. I understand you chose another company. It is my desire to offer the best to my customers so may I ask what you liked about the other company?"

Hopefully they will tell you what they preferred. You can then give them a better offer than your competitor to see if you can win this customer back.

Another thing I would do is say to this customer, "Again, it was a pleasure to meet with you and I would like to call you in a couple of weeks just to check on you and make sure everything is going OK with the new service." Make sure you call because they might not be 100% satisfied with the new service but will just keep them to avoid the hassle of trying to find another company. Don't give up so soon. Really work each contact until you are satisfied you did everything possible to get the business. Never sound desperate but sound confident that you have the best janitorial service out there and you don't want them to miss out.

After about a month, I would leave a flyer with them reminding them about you. A flyer is a piece of paper giving specific info about your company. Company name, address, phone number, email. You can also write something about yourself... a brief description about your business. You can also offer something here like a discount or some special. This paper is used to advertise your business.

A very powerful tool to use is email. When you have met with potential customers and have their business card with email etc. Send out an email to all these people every 2-3 months. When you are sending a mass email to all these potential clients, make sure that they do not get the list of all the people you contact. Set your email so that it hides all the other email addresses and doesn't send them to everyone. Your email can say something like:

Happy Holidays from your friendly Eb Clean Janitorial Service
We would like to offer you a holiday special. You get (make your offer here)
This special is available December 1 2009 to January 30 2010.
---------------------------------------------------------------------------------------------
Ready for that Spring cleaning?
Let Ebb Clean Janitorial take care of the job for you.
We are offering our friends (make your offer her)
This special is available March 1 2010 to April 30 2010
--------------------------------------------------------------------------------------------
You get the idea...

You can post your flyers around. I see them at grocery stores. You can hand them out to people or post them at janitorial supply stores and hardware stores etc.

When you meet a client, you can give them the introduction letter. Later on you can offer the flyer if you have not won them as a client and want to offer a discount or tell them of something new you are doing that is special. You can also use your introduction letter if you want to contact a company by mail. It is more formal. I think face to face contact is best. You give them the service agreement when you have secured them as a customer.

You ask if going on Saturday is a good idea? Yes, great idea... If it is a restaurant be sure it is not during their busy time. Always make sure you are talking with the decision maker if not you are wasting your time.

A very important point, remember, you are an expert in what you do. You are a hard worker and have a wonderful service. You have years of experience in your field... When you are meeting with these potential clients, speak with friendly confidence. Never sound desperate or like you are begging for the job. Your appearance is the most important part. Hair cut and combed, clothes clean and neat, shoes polished, hands and nails clean.

You will get customers. It is a numbers game. Meaning, you need to approach a good number of potential clients in order to get customers.

Please keep asking questions if something is not clear to you.

Good luck!

Salvo Ebb

No problem, I would like to reiterate what summer has stated as good advice to you

There is a decision you have to consider though, in this country England, and other european countries, where you have a customer/supplier who tries to get the price down by getting two contractors to compete on price - we call this a dutch auction

Basically the only winner is the customer, your decision however is what price you need to get to make a profit - never be a busy fool in this regard, if the job isn't going to pay the bills and have some left over for the company then it isn't worth doing

I have trained many sales reps, and there is one constant, those that call the most customers get the most orders

You will have numerous rejections, sometimes you will find out why, sometimes you will not, but if you contact many customers, one will say yes to you

Never take a no as personal - it never is, when you ask for an order the answer will be yes or no, that is the outcome you are asking for, so when it is a no, don't worry about it, you have to have the no's to get the yes's!

With a new campaign such as yours you may need to change a few things, in terms of paperwork, maybe price, or pointing out what you get for your money, this is where the feedback comes in from customers who say no

Never be afraid to be honest, I have been in plenty of situations where I hadn't got a clue what the answer was to the customers question, by always being honest you will project trustworthiness

And that is primarily the key to sales, does the customer trust the sales rep to deliver on everything he has said, will the product and/or service deliver the features the contract promises

And this last point for new sales people, the first sale will come - keep trying and learning from each contact with a customer, and it will come to you

If you need anything clarifying or require any further information then please do not hesitate to contact me

Steve

In reference to your question, when is the best time to call -

Well, the only way to find out is to call, and if it is a bad time then don't worry about it, smile at the customer and simply say no problem, which day in the week is a good time to call back?

This question is phrased to ask the customer a day - you are not asking him whether he has a quiet day as this could cause offense, you are not leaving it open by simply asking when can I come back, but automatically getting him to choose a day that is good for him, which is very easy for him to do and without realising it you have then got an day appointment

Next ask him what time would be best for him on that day - reiterate the day he chose to re-enforce the appointment date

Hey presto - you now have an appointment made in seconds at a time that is good for the customer

Don't take offense if the customer just tells you to get out if they are that busy and he is stressed

Make a note and go back to the customer a few days later - try to pick what looks like a quiet day and simply reintroduce yourself, also stating that you didn't mean to disturb him the other day and ask if this is a good time or he would prefer another day

Again your getting the customer to tie himself down to a specific date with a simple question

Don't worry about your english, just be comfortable with what english you have and keep learning the rest

oh and guys my first bid went bad because i lost the bidding and this is client emailed me

-------------------------------------------------------------------------------
Hi Bryan,

Thank you for your time and viewing our facility and providing us with a
quote. Unfortunately we have decided to go with another cleaning service at
this time. We will keep your information on file for future reference.

Thanks again,
Potential client
-------------------------------------------------------------------------------

this is the emailed i got and i was very sad when i read it.


If you close (sell) one out of three or four of your actual bids you are doing very well.

When you are told that you did not get the bid it is time to do a post interview with the prospect. Time to continue to learn; about your competition, your pricing, your services, yourself, etc.

Call them and thank them for letting you bid. Tell them that you would like to find out why you didn't receive this work. Don't ask in an abrasive manner, but in a quizzical way. Tell them that you want to improve and by them being honest in responding you can 'grow' in a positive way and improve. Pay close attention to what you are being told and use this information.

By being polite and honestly wanting to find out you will find that most will help you.

When I first started in this business I bid on a very large building ($112,000.00 per month), I lost. When I called them and expressed that I was very disappointed and that I didn't know why I lost it he replied; "Sometimes it isn't the price, the service, or how you conducted yourself it is something else that you didn't do..." "You had all the information in your bid but you were just not as professional as I would have liked." " You stapled all this information together without a cover sheet, not boned together, no front cover, etc, this made me question your experience and your professionalism. I need to feel comfortable and trust that you have the ability to do this work."

Yes, I learned a good lesson, but leaning your business is a continual process, it never ends. When you stop trying to learn and improve your business WILL reflect it.

Stringer

Hi, ebbclean!

I'm not going to interrupt the fine advice that you've already been given, but would like to ask you what sort of things that you do to point out to customers that would enable them to realize that they might need your services, please?

Thanks!

Wow I really learned a lot here, but I definitely need more help for this cleaning business lol to get my own contract etc.

Clough -i am not really sure if o pointed anything to them because this was my first time bidding and I was really nervous. What I did is, introduce myself and then I gave them my intoduction letter about my company and then I gave them another sheet of paper saying all the service we will do to their office and then they told me that they actually have a sheet of paper of list that needs to be done in their office then after that they walk me through their office and explain everything what exactly they want to be done how they want to be done etc.

And then after all that I ask her if I can give my bid proposal through fax or email then she said yes and I ask for her business card. Then I submit my proposal to them through email..

If you close (sell) one out of three or four of your actual bids you are doing very well.

When you are told that you did not get the bid it is time to do a post interview with the prospect. Time to continue to learn; about your competition, your pricing, your services, yourself, etc.

Call them and thank them for letting you bid. Tell them that you would like to find out why you didn't receive this work. Don't ask in an abrasive manner, but in a quizzical way. Tell them that you want to improve and by them being honest in responding you can 'grow' in a positive way and improve. Pay close attention to what you are being told and use this information.

By being polite and honestly wanting to find out you will find that most will help you.

When I first started in this business I bid on a very large building ($112,000.00 per month), I lost. When I called them and expressed that I was very disappointed and that I didn't know why I lost it he replied; "Sometimes it isn't the price, the service, or how you conducted yourself it is something else that you didn't do..." "You had all the information in your bid but you were just not as professional as I would have liked." " You stapled all this information together without a cover sheet, not boned together, no front cover, etc, this made me question your experience and your professionalism. I need to feel comfortable and trust that you have the ability to do this work."

Yes, I learned a good lesson, but leaning your business is a continual process, it never ends. When you stop trying to learn and improve your business WILL reflect it.

Stringer

See the problem with me is I don't know how to ask them in a quizzical way, would you mind giving me a good sentence/ letter that I can use to reply to that email they sent me? Really appreciate it.


Also id like to know if all the paper stuff I have that I gave it to them is good. I want it to show you but I am not sure if I should post it all here.

wow i really learned a lot here, but i definitely need more help for this cleaning business lol to get my own contract etc.

Clough -i am not really sure if o pointed anything to them because this was my first time bidding and i was really nervous. what i did is, introduce myself and then i gave them my intoduction letter about my company and then i gave them another sheet of paper saying all the service we will do to their office and then they told me that they actually have a sheet of paper of list that needs to be done in their office then after that they walk me through their office and explain everything what exactly they want to be done how they want to be done etc.

and then after all that i ask her if i can give my bid proposal through fax or email then she said yes and i ask for her business card. then i submit my proposal to them through email..

What they gave you is called the specifications (specs). That is what you base your proposal and pricing upon.

Stringer

see the problem with me is i dont know how to ask them in a quizzical way, would you mind giving me a good sentence/ letter that i can use to reply to that email they sent me? really appreciate it.


Also id like to know if all the paper stuff i have that i gave it to them is good. i want it to show you but i am not sure if i should post it all here.

Eb, I don't presently have the time to do this at the moment, I am also putting together a proposal at this time due tomorrow. I will try tomorrow afternoon to get back to you... k?

Stringer

Absolutely man, I really really appreciate your time that you are giving me.

Also id like to learn to how do this bidding in a professional way.

BTW. Are you in a Cleaning business too?

absolutely man, i really really appreciate your time that you are giving me.

also id like to learn to how do this bidding in a professional way.

BTW. are you in a Cleaning business too?

Yes for over 30 years now. I presently own 3 companies in the Chicago area.

Where are you from?

Wow over 30 years? What companies you own?

Im from Calgary, Canada

I only own 1 company right now which is my cleaning company,
But I been thinking to own a shop for automotive repair shop because right now I am a 1st mechanic and would like to get my journeyman ticket.

But as of right now I make more money on my cleaning business and been thinking if I should continue this career or focus on my cleaning company and make more money. What do you suggest?

Morning Ebbclean

Sounds like you have the same problem as I do, can't decide on one thing specifically so decide to go for all

All I can suggest is, get one company up and running and working well

This will pay the bills, look after the family etc

Anything else then you can do but at very low risk to your main income

While you are trying to get one company going - concentrate on that

Phlanx

I agree with Phlanx Ebb.

Seventeen years ago we started our cleaning company and found a 'niche' that overall has been good to us. This required a lot of extensive knowledge that kept us ahead of the curve in our industry at least locally. Although in the beginning we took whatever business that we could, eventually we were large enough to make decisions that benefited the company and made us much more profitable... that was the 'niche' that I was referring to.

Once the company was up and running, profitable and stable we brainstormed to find other things that we could do based upon our knowledge of the industry. That is when we started the other two companies.

One is a type of 'Temp Service'; when a company is using their own people and they are on their payroll we provide trained personnel to replace those that are off due to sickness, pregnancy, vacations, etc. All we provide is the trained person/s, they provide all the equipment, supplies, and supervision. So we charge a flat rate by the hour or the month.

The other company is a company that provides sub contractor work relative to our business and is still quite young although we did over $190,000.00 last year.

I agree, find what you want to do and devote everything you have to making it a success, then consider branching out.

Stringer

see the problem with me is i dont know how to ask them in a quizzical way, would you mind giving me a good sentence/ letter that i can use to reply to that email they sent me? really appreciate it.


Also id like to know if all the paper stuff i have that i gave it to them is good. i want it to show you but i am not sure if i should post it all here.

By 'quizzical' Ebb I meant simply ask in a way that will get you results;

Suggestion: (Although you need to do this in your own way with your own words and personality); "May I take a moment of your time? I seriously want to get better and improve in all facets of my business. Could I ask you just a few quick questions? I am sure that your answers and advice will help me archive this...."

(Pick your own questions here, however:) )

What were the main reason/s that I was not chosen?

Was there something in particular that I could have done better?

Do you feel that I related to your problem/s and I could have possibly provided a solution/s?

What exactly was the reason that you chose the other company; Price? Professionalism (explain, please)? Something that I have not considered?, etc.

And, something that I always close with... "Is there something that I did not ask you or something that you would like to add?"

Ebb, do you get the flow here in asking these questions? You have to be sincere and not use this information in any way that will offend the person. Also tell them in the beginning
That everything they say WILL be held in confidence... and keep it there.

This is a close knit industry and your reputation is vital... always protect it, act and make decisions that are very professional.

I hope this helped Ebb,

Stringer

I agree with Phlanx Ebb.

Seventeen years ago we started our cleaning company and found a 'niche' that overall has been good to us. This required a lot of extensive knowledge that kept us ahead of the curve in our industry at least locally. Although in the beginning we took whatever business that we could, eventually we were large enough to make decisions that benefited the company and made us much more profitable...that was the 'niche' that I was referring to.

Once the company was up and running, profitable and stable we brainstormed to find other things that we could do based upon our knowledge of the industry. That is when we started the other two companies.

One is a type of 'Temp Service'; when a company is using their own people and they are on their payroll we provide trained personnel to replace those that are off due to sickness, pregnancy, vacations, etc. All we provide is the trained person/s, they provide all the equipment, supplies, and supervision. So we charge a flat rate by the hour or the month.

The other company is a company that provides sub contractor work relative to our business and is still quite young although we did over $190,000.00 last year.

I agree, find what you want to do and devote everything you have to making it a success, then consider branching out.

Stringer

Its really a tough decision. Right now I am still thinking and still can't decide which one.

My cleaning company that makes more money than my full time mechanic job or
My full time mechanic job that I really want to do for the rest of my life but not paying as big as my cleaning company.

And also I am running a Car forum community as well where people can advertise on my site and pays me then also Google pays. http://www.forums.tunedtech.ca

If you guys were in my position what you would do?

When my partner and I started this business we sat down with our friend and attorney. We eventually started talking about all the things that we wanted to do. He said that we had some very good ideas (some of which we have not implemented as yet) "but it takes money." "When you have the resources, there is a freedom that you don't enjoy presently."

That was seventeen years ago Ebb, we started these two other companies about six years after that. We then had the money to do what we wanted and also made investments (now that some of those investments have been obliviated :( ).

Go with what got you there... find success (whatever that is to you) and be happy. All I am saying is that you can do a lot of things IF you have the money. (And by the way, that means that you can help others also.)

Always... ALWAYS deal from a position of strength, never forget that my friend.

Stringer

By 'quizzical' Ebb I meant simply ask in a way that will get you results;

Suggestion: (Although you need to do this in your own way with your own words and personality); "May I take a moment of your time? I seriously want to get better and improve in all facets of my business. Could I ask you just a few quick questions? I am sure that your answers and advice will help me archive this...."

(Pick your own questions here, however:) )

What were the main reason/s that I was not chosen?

Was there something in particular that I could have done better?

Do you feel that I related to your problem/s and I could have possibly provided a solution/s?

What exactly was the reason that you chose the other company; Price? Professionalism (explain, please)? Something that I have not considered?, etc.

And, something that I always close with... "Is there something that I did not ask you or something that you would like to add?"

Ebb, do you get the flow here in asking these questions? You have to be sincere and not use this information in any way that will offend the person. Also tell them in the beginning
That everything they say WILL be held in confidence... and keep it there.

This is a close knit industry and your reputation is vital... always protect it, act and make decisions that are very professional.

I hope this helped Ebb,

Stringer



Yes it really helps me a lot. But I am not sure if I did it write. Here is the message I sent her lol


Hi Chrissy,

May I take a moment of your time? I seriously want to get better and improve in all facets of our business. Could I ask you just a few quick questions? I am sure that your answers and advice will help me archive this...

What exactly was the reason that you chose the other company; Price? Professionalism (explain, please)? Something that I have not considered? etc.

Everything you say will be held in confidence and keep it between you and me. I really appreciate your time and hospitality that you given to me and answering all my question.

Thank you
Bryan Bene


I just kind of add it and edit it :(


anyways can i have advice how to get more cleaning contract?

And also how do I get those contract for the building that they just making it and its almost done? Who do I contact for that etc?

Yes it really helps me alot. but i am not sure if i did it write. here is the message i sent her lol




i jsut kinda add it and edit it :(


anyways can i have advice how to get more cleaning contract?

and also how do i get those contract for the building that they just making it and its almost done? who do i contact for that etc?

I hope that you called them on the phone with the questions Ebb, that will get you more results. Usually they won't take or have the time to respond... sometimes, but better to call.

Stringer

I would suggest that you do everything that has been mentioned so far Ebb in your thread. But to me the most important is to get out daily and make as many cold calls as possible. By sheer numbers you will/should be able to get the name of a lot of the 'decision makers', make appointments, and have opportunities to bid. Go see them personally. If you can't make an appointment then talk to the proper people on the phone. Don't get discouraged by voice mail/

On voice mail, be polite, be brief, tell them who you are, what you do, and what you would like. Leave your phone number and your name at least twice during the message. Normally I do not leave more than two messages per week. I may call more times but if I do not get them on the line, I just hang up. Too many messages left on their voice mail can irritate them.

Stringer

I hope that you called them on the phone with the questions Ebb, that will get you more results. Usually they won't take or have the time to respond... sometimes, but better to call.

Stringer

Hey Stringer,

I got email from them


Good Morning Bryan,

I appreciated the time you took out to visit our facility. Your professionalism and
Mannerism was perfect, unfortunately we have a budget and the pricing that you
Provided did not meet that budget. I will keep your information on file, in future
Things may change.

Thanks again, I hope I have answered all your questions.

Chrissy Riley


But told them that if the price is the problem we can arrange it and negotiate it no problem. :(

I would suggest that you do everything that has been mentioned so far Ebb in your thread. But to me the most important is to get out daily and make as many cold calls as possible. By sheer numbers you will/should be able to get the name of a lot of the 'decision makers', make appointments, and have opportunities to bid. Go see them personally. If you can't make an appointment then talk to the proper people on the phone. Don't get discouraged by voice mail/

On voice mail, be polite, be brief, tell them who you are, what you do, and what you would like. Leave your phone number and your name at least twice during the message. Normally I do not leave more than two messages per week. I may call more times but if I do not get them on the line, I just hang up. Too many messages left on their voice mail can irritate them.

Stringer

This thing is on my mind already but I just need help how to proper talk to them when I get to see them in person.

Also wondering how do I contact those big building manager or owner?

Not sure exactly what you mean in your first sentence Ebb, when you say 'proper talk'? What exactly do you mean here? Are you looking for the exact words? Because you have to be yourself, a lot of this was discussed before here, but maybe I am misunderstanding what you are saying, please explain in more detail.

And as far as contacting large buildings you do it the same way that you do the other buildings Ebb. Go in, see the receptionist, ask her/him who with their company contracts for nightly janitorial services? Get the name, phone number and hopefully the email address. And then call them. Unless you are fortunate and they will see you immediately, but from my experience, that occurs very rarely though. Call and set up an appointment if they are looking for a new service.

I would suggest that at this point that if I were you, I would go after small to mid sized buildings/companies and build up to the larger ones. They are somewhat a different animal and require much more experience and financing.

Stringer

All right I guess I will stick to Cleaning Restaurant (dinning area only not kitchen) Small Offices, and banks.

Then once I get all set up ill try to go to bigger ones.


For my company I have my licensed, GST number and Insurance this should be good for now right?

Thank you very much

If I can help you in any way as you progress Ebb, just ask me about anything concerning this.

I would be interested in exactly what you say to new prospects and also what exactly is in your proposal to protect yourself. In my case my proposal is also a legal contract that they sign.

I have been in sales all my life, well, since I was 21 and that WAS a long time ago :eek:, and if I can make some suggestions and help as you go along I would be happy to do so, let me know.

That is what this site is all about Ebb.

Good luck, :)

Stringer

Alright i guess i will stick to Cleaning Restaurant (dinning area only not kitchen) Small Offices, and banks.

then once i get all set up ill try to go to bigger ones.


for my company i have my licensed, GST number and Insurance this should be good for now right?

thank you very much

We started with about 7 restaurants and you are right, back of the house is a b*t*h. Restaurants are tough I know, so are large retail stores. That was why we planned to have another niche (Medical), but those types of businesses got us started.

I only said that because that is probably the best way to start up. Control, staffing, financing, and experience play a big part Ebb. It's kind of like "Wow....Wow, wow....we got that big contract..............................(now what are we going to do?????!?!)"

You wouldn't want to fail (not that is definitely would happen) and lose money and hurt your reputation. The time WILL come for those large buildings I'm sure, stick with it. But these are laid out and planned differently, and consume a lot of resources up front.

All the five basic management principles apply always Ebb: Planning, Organizing, Staffing, Directing and Feedback. These are necessary in all projects. I try to use them in all my business and decisions and decision making processes.

Stringer

For my company I have my licensed, GST number and Insurance this should be good for now right? - Ebb

Not sure what the GST number is but if it is your tax number OK, liability insurance, yes... you should be fine.

Stringer

HEHEHE thanks a lot for all the info MR. Stringer
Are you still cleaning right now or you just get contract and hire someone to clean it?

Also can you give me a Good Flayers Info what can I put in a piece of paper to past around to the city.

I would not use flyers for commercial business, only if you intend to do rendition homes. And if you are going to do this take them to a printer, even Kinko's so they look professional.

No, I have not cleaned for fifteen years for my company, the first two years I did occasionally when there was a problem with an employee showing up for work.

Now Ebb, I have over 215 employees that work 5 to 7 days per week. We have an Operations Director, 6 supervisors, three 2-man floor and carpet crews, 5 salespersons counting myself as I still am involved in sales and an office staff.

Holly man.. I admire you Stringer.. I hope I can be successful like you in the future.

I don't like residential only commercial and business so what should I use then to give it to my potential client?


You think is a good idea to hire a Salesperson at this point for my company?

What is your cleaning company called? You got a website? Just want to look it up and see things.. if you don't mind.

I would not use flyers for commercial business, only if you intend to do rendition homes. And if you are going to do this take them to a printer, even Kinko's so they look professional.

No, I have not cleaned for fifteen years for my company, the first two years I did occasionally when there was a problem with an employee showing up for work.

Now Ebb, I have over 215 employees that work 5 to 7 days per week. We have an Operations Director, 6 supervisors, three 2-man floor and carpet crews, 5 salespersons counting myself as I still am involved in sales and an office staff.

When you first started on this business did you work as a sub-contractor to like me or you work for some big cleaning company as a employee? Or you franchise?

I believe that anyone that wants to start a business and be successful should learn the business from within first. I started as a salesman for a janitorial company and eventually became the vice president of sales and marketing for the company. I was with them for over 15 years.

When we started our company we used sub contractors and switched to regular employees shortly after. There are many limitations and legal shortcomings to sub contracting workers.

And no, I don't think that franchising is the best way to go when starting a cleaning company.

Stringer

When we started our company we used sub contractors and switched to regular employees shortly after. There are many limitations and legal shortcomings to sub contracting workers.

Stringer

What is the limitations and legal shortcomings for Sub contract worker? Because right now that's what I am doing.

Most states and the federal government set rigid rules and regulations that define exactly what a true sub contract is. There are quite a few of them. If you are investigated, usually by the state first, the federal government will also follow suit. When you are ruled in violation, you will have to pay all back taxes, interest and penalties, it can be devastating financially.

Many feel that these rules were put in place to insure that all taxes are being paid; by the contractor (employer) and by the subs who (in the US) are 1099'd. In other words the subs have to pay all their own taxes (as I'm sure that you already know) and some don't.

I do not know the rules in Canada, however I feel that they are probably the same.

Who Is Considered Self-Employed? (http://www.irs.gov/businesses/small/article/0,,id=115041,00.html)

Just one site on this matter, there are many... Google the rules for sub contractors in Canada or talk to a tax attorney.

Stringer

Hi kindly draft me a letter stating that I new appoint has a customer support executive and hereafter I will help in all communications with the customers and also apologise for the inconvenience happened before I am koining

Hi kindly draft me a letter stating that I newly appoint has a customer support executive and hereafter I will help in all communications with the customer and also apologise for the inconvenience happened before I join

Hi Saigopal,

Please start your own thread and ask your question as the rules of this site state, you are not to piggynack it on someone else's thread.

Go to "Ask" and list your question please.

Most states and the federal government set rigid rules and regulations that define exactly what a true sub contract is. There are quite a few of them. If you are investigated, usually by the state first, the federal government will also follow suit. When you are ruled in violation, you will have to pay all back taxes, interest and penalties, it can be devastating financially.

Many feel that these rules were put in place to insure that all taxes are being paid; by the contractor (employer) and by the subs who (in the US) are 1099'd. In other words the subs have to pay all their own taxes (as I'm sure that you already know) and some don't.

I do not know the rules in Canada, however I feel that they are probably the same.

Who Is Considered Self-Employed? (http://www.irs.gov/businesses/small/article/0,,id=115041,00.html)

Just one site on this matter, there are many...Google the rules for sub contractors in Canada or talk to a tax attorney.

Stringer

OH I see.. '

Anyway what is the good thing to give to my potential client? You said flayers only for the resident ail but I don't want to clean residential only commercial and offices. So if I meet with my client what do I give them first?

OH i see..'

Anyways what is the good thing to give to my potential client? you said flayers only for the resident ail but i dont want to clean residential only commercial and offices. so if i meet with my client what do i give them first?

Obviously you have to give them your 'calling' card Ebb, do you have them? Your card is very important and how you have it designed. It says a lot about you, your company and what you do.

I leave a brochure with them and mail one if requested. This too is important as it accomplishes what your card does and so much more as you will have additional space to market your 'wares.'

There is a lot of information out there about what to put on your card and your brochure but I would suggest that you keep it simple and do not fill them up with so much information that it isn't easy to read. Give enough information to 'wet their whistle' so to speak. As the intent is to get them interested and to get a live interview with them.

Name, phone number, address, your logo and a brief statement concerning what you do for your card. Make that one sentence long.

Brochure; the same things, however on mine I ask questions on my brochures to get them thinking;

"Are you happy with all facets of the service you are receiving from your present cleaning company?"

"Did you realize that there are companies that can provide better service and you could possibly preserve more of your assets?"

"Do you have the time to resolve the problems that keep coming with your present service?"

Just some suggestions Ebb...

Stringer

Morning Ebb

I have taken a back seat to Stinger as he understands your market and country obviously better than I do, however the basics of selling are the same all over the world

I have been following and would like to reiterate the advice stringer gave you on 'wetting their beaks'

This is a key part of selling, you always want to give 90% of the information and allow the customer to ask for the next 10%, this forces the customer to have a conversation with you, and by talking to you they are not talking to a competitor

By talking to you, you are forcing the customer to get to know you, which breaks down the 'stranger' bonds and it is easier for them to give you an order

I would also like to add this

Every sales rep, business owner has had to learn from two sources

1. Advice from others
2. Their own Mistakes

I am sure stringer will agree, selling is about learning from one customer encounter to the next

Selling is about seeing or calling the most people

The best sales reps and most successive family run businesses are those that see the most people so they can learn the most

It seems to me you need to start calling as many poeople as possible, then and only then will you truly learn how to sell

On the way, ask the questions, but get out there :)

Agreed that it IS a numbers game to a large extent, there is no doubt about that. Especially in getting interviews.

Personally I have found that getting the personal interview is almost vital and in our business it is always very important to do a 'walk through' of every facility that you are bidding to be able to offer an intelligent and viable proposal. Before EVERY interview, I do my due diligence, I gather as much information as possible about their company, their locations, their history, etc, and about the individual I am going to see if possible.

Another thing, when you are in the interview and have a moment or two for 'small talk', pick a subject that interests the prospect, not yours. For example if you see pictures of horses on his/her wall... do you think you should talk about cats? Always use some common sense. I know this sounds elementary but you will be surprised how many are so self centered that they will try to switch the conversation to what they like... It is and will always be about your prospect!

When in a 'one on one' with the prospect I go over enough information pertaining to us that is necessary to build enough confidence. Then quickly go to asking questions, this helps build a level common interest and rapport. Keep the prospect talking/answering and a level of trust may develop that will assist in providing solutions for them.

As I have promoted in my seminars, if at some point the prospect starts to ask defined questions about his/her service that you may be able to resolve you are building that rapport and confidence that I spoke of earlier.

Although certain processes have to take place in these interviews such as assuring them that you are competent, buying is and always will be an emotional decision. Prospects and in fact anyone that you are in a conversation with will make decisions about you that are conscious and/or subconscious. IF they decide among other things that they 'like' you, you are 'first and goal.' Always be professional, sit up straight, dress appropriately (I always wear a suit out of respect for them), and hygiene is vital. Also watch your prospect during the interview, watch their body language, it will tell you a lot.

First and foremost, know your business inside out. But also most important is ALWAYS LISTEN, and KEEP LISTENING throughout the interview. Respond intelligently and decisively, respect that you are a quest in their domain but relax and confer in a general conversational way.

For example, on occasion, during the interview, I will ask a question like this;

"Mr/Ms ----------, the very fact that you are taking your valuable time and seeing me tells me that there is a situation or problem that you are having could you please go into more detail?"

If you have built up enough confidence with them at this point they will begin to elaborate and you will have gained a lot more than others who buy into the adage that I need to totally explain EVERYTHING about my company to sell them. If you do that, (and believe me your prospect has heard this approach at least a hundred times already) you will become just a number like so many others who don't realize... she/he wants solutions! AND a chance to voice what they are. People want to be heard, let them talk and you will learn a lot.

Provide them this platform and along the way make a friend and also get many referrals down the road.

Stringer

If you have built up enough confidence with them at this point they will begin to elaborate and you will have gained a lot more than others who buy into the old adage that I need to totally explain EVERYTHING about my company to sell them. If you do that, (and believe me your prospect has heard this approach at least a hundred times already) you will become just a number like so many others who don't realize.......she/he wants solutions! AND a chance to voice what they are. People want to be heard, let them talk and you will learn a lot.

Provide them this platform and along the way make a friend and also get many referrals down the road.

Totally agree, people want to talk about their business, if I understand correctly, the type you will be going after, the restaurants etc, you will be talking to the people who have spent every working hour for years, so get them to talk about it

I have used this technique for years, not only do I understand their needs better, but as they are talking, they fill with pride and feel good about themselves, this releases endorphins, which will make the customer feel at ease with you and this is the road to the customer feeling happy to trust you with an order

Hey Stringer,

I actually have a brochure but I am not sure if this is good enough or simple enough. But this is what it say


EBB CLEANING SERVICES
LICENSED & INSURED

WHO'S CLEANING YOUR BUSINESS TONIGHT?
IS YOUR BUSINESS CLEANED BY PEOPLE DOING DETAILED PROFESSIONAL WORK?
ARE YOU GETTING A COMPLTE FIRST CLASS CLEANING SERVICE AND BEST RATE IN TOWN?

WE DO NOT CUT CORNER'S, WE CLEAN THEM ALL

COMMERCIAL & INDUSTRIAL
AUTO SCRUBING & BURNISHING
CARPETCLEANING
POWER WASHING
STRIPING & WAXING

FREE ONSITE ESTIMATE

TELL: * edited out
FAX: ** edited out

Email: * edited out
Website: ** edited out

I will be honest as a business person and a person who did sales for years, unless that person is looking for a cleaning person right now, normally they flyers go into the trash, They are more likely to save business cards in a file ( maybe) but a lot of them also go into the trash.

In general it is follow up, getting to know them, and them you.

Chuck what you have said is very true, but you still have to do it.

As we said earlier, initially it is all about the numbers, on average it takes (in our type of industry) 100 cold calls to get 6-8 good interviews and you should close a third of those.

Yes they will probably throw away most of them but those few that don't make it well worth it. And when you first talk to the potential client you can ask a lot of questions that will determine whether you should send literature.

Primarily I leave my card on first contact and leave a brochure when the quality of the potential sale has progressed to an interview. Not all interviews materialize quickly into sales, if the potential is there it is well worth nurturing it for later. Which includes leaving materials and continued contact for a chance to develop a continued relationship which if handled properly will develop.

What is nice about our business is that in most cases those buildings will always be there. And if you did not relate to the person that you contacted, they will more than likely move on and you will have another chance with someone new.

(Side bar): For that matter, we have actually received a lot of new business because someone that was with a client where we provided service called us after they started at the new company.

Stringer

Totally agree, people want to talk about their business, if I understand correctly, the type you will be going after, the resturants etc, you will be talking to the people who have spent every working hour for years, so get them to talk about it

I have used this technique for years, not only do I understand their needs better, but as they are talking, they fill with pride and feel good about themselves, this releases endorphins, which will make the customer feel at ease with you and this is the road to the customer feeling happy to trust you with an order

It is basic human nature, understanding that is a giant step to being successful.

Today with voice mail, email, etc and the rush to get things done, people just don't have time to listen to other people. People love to be able to talk to an interested party, actually a lot of people crave this opportunity. So yes, let them talk, it could be about anything... but you are building a relationship in the process.

Stringer

Stringer is my brochure good or bad?

EBB CLEANING SERVICES
LICENSED & INSURED

WHO'S CLEANING YOUR BUSINESS TONIGHT?
IS YOUR BUSINESS CLEANED BY PEOPLE DOING DETAILED PROFESSIONAL WORK?
ARE YOU GETTING A COMPLTE FIRST CLASS CLEANING SERVICE AND BEST RATE IN TOWN?

WE DO NOT CUT CORNER'S, WE CLEAN THEM ALL

COMMERCIAL & INDUSTRIAL
AUTO SCRUBING & BURNISHING
CARPETCLEANING
POWER WASHING
STRIPING & WAXING

FREE ONSITE ESTIMATE

TELL: * edited out
FAX: ** edited out

Email: * edited out
Website: ** edited out

It's not bad Ebb, I would make some changes, however that is your choice.

Stay away from cutesy sayings, that may work in residential but not so much in commercial;

"WE DO NOT CUT CORNER'S, WE CLEAN THEM ALL"

I don't see the pertinence here;

"WHO'S CLEANING YOUR BUSINESS TONIGHT?"

Are you satisfied with the detail? Instead of:

"IS YOUR BUSINESS CLEANED BY PEOPLE DOING DETAILED PROFESSIONAL WORK?"

And I think that this is repetitive;

"ARE YOU GETTING A COMPLTE FIRST CLASS CLEANING SERVICE AND BEST RATE IN TOWN?"

"Do you have the time to take care of the complaint calls?"

"Call us, we can take care of these problems and we can prove it."

"Cleaning is more than a clean desk...it is an attitude."

Just some suggestions...

Stringer

EBB CLEANING SERVICES
LICENSED & INSURED

WHO'S CLEANING YOUR BUSINESS TONIGHT?
ARE YOU SATISFIED WITH THE DETAIL?
DO YOU HAVE THE TIME TO TAKE CARE OF THE COMPLAINT CALLS?
ARE YOU GETTING THE BEST RATE IN TOWN?
CALL US, WE CAN TAKE CARE OF THESE PROBLEM AND WE CAN PROVE IT.
CLEANING IS MORE THAN A CLEAN DESK. IT IS AN ATTITUDE


COMMERCIAL, OFFICES, RETAILS AND INDUSTRIAL

GENERAL CLEAN UP
AUTO SCRUBBING & BURNISHING
CARPET CLEANING
POWER WASHING
STRIPING & WAXING
POST CONSTRUCTION


FREE ON SITE ESTIMATE

TELL: -------------
BUS: ---------------
FAX: --------------

Email: ------------
Website: -----

What about that Stringer? Id like to keep the best rate in town so they know that we offer best price too. I don't know

So this brochure I have to give to my potential client right away when I am talking to them?

Hi Ebb,

Go back to my post # 55. I leave a brochure when I have the first interview and if I feel that there is potential for new business. I send a brochure after talking to them on the phone... again when I have determined that there is a good chance that this will progress to possibly a sale.

You can make them aware that you are competitive Ebb but to stress pricing a lot may be detrimental as you could be considered to be offering less that quality (cheap is not a marketing tool). It does depend on a lot of things, economy, the type of market, etc. For example, medical wants a good price, however quality and safety is extremely important.

Stringer

EBB CLEANING SERVICES
LICENSED & INSURED

WHO’S CLEANING YOUR BUSINESS TONIGHT?
ARE YOU SATISFIED WITH THE DETAIL?
DO YOU HAVE THE TIME TO TAKE CARE OF THE COMPLAINT CALLS?
ARE YOU GETTING THE BEST RATE IN TOWN?
CALL US, WE CAN TAKE CARE OF THESE PROBLEM AND WE CAN PROVE IT.
CLEANING IS MORE THAN A CLEAN DESK. IT IS AN ATTITUDE


COMMERCIAL, OFFICES, RETAILS AND INDUSTRIAL

GENERAL CLEAN UP
AUTO SCRUBBING & BURNISHING
CARPET CLEANING
POWER WASHING
STRIPING & WAXING
POST CONSTRUCTION


FREE ON SITE ESTIMATE

TELL: -------------
BUS: ---------------
FAX: --------------

Email: ------------
Website: -----

I made suggestions only Ebb, you need to decide what you want on your brochure. Gather some of your competitor's brochures and go on line to look at their websites, this may also give you an idea...

Stringer

I kind of like it too, so I think this is what I'm going to use

Stringer, are you saying give them a call first and ask if they need a janitorial service? Or its better to go there in person and talk them then give them my brochure?

Evening Ebb

You will have to check with stringer to see what the norm is over in the states, but my advice to you would be

If you go in person you can talk to the person who could you an order, if you call, he could always cancel later, but then you have to determine your own time management and costs for travelling verses profit

Evening Ebb

You will have to check with stringer to see what the norm is over in the states, but my advice to you would be

If you go in person you can talk to the person who could you an order, if you call, he could always cancel later, but then you have to determine your own time management and costs for travelling verses profit

True, but almost always you do not get to see the decision maker on a cold call (although some very small companies... you will) without an appointment.

One very big advantage is that when you go in person you will have the opportunity to see the building which is important. Then you can make a decision up front if you want to bid on this location and size building.

Calls in person are always best and then follow up to get an appointment. Which is another chapter and art/skill completely.

I would leave a brochure when there is initial interest or if it is a project that you have keen interest in. As I mentioned if one is requested on the phone, I try to qualify it before I send it as a lot of this is sadly just to get you off the phone.

Stringer

"CALL US, WE CAN TAKE CARE OF THESE PROBLEM AND WE CAN PROVE IT."

Ebb, always make sure that proper grammar and spelling is correct, although this may not be true, this can say tons about you and your company.

Not a big one but in my opinion:

CALL US, WE CAN TAKE CARE OF THESE PROBLEMS* AND WE CAN PROVE IT.

Stringer

Ok i have change it


ebb cleaning services
Licensed & insured

Who's cleaning your business tonight?
Are you satisfied with the detail?
Do you have time to take care of the complaint calls?
Are you getting the best rate in town?

Call us, we can take care of these problems and we can prove it!
Cleaning is more than a clean desk. It is an attitude

Commercial & industrial

General clean up
Scrubbing and burnishing
Carpet cleaning
Power washing
Striping & waxing
Complte floor care
Post construction
Complte office care


Free on site estimate

Tell: (403) 690-2363
Fax: (403) 253-0951

Email: [email protected]
Website: EBB Cleaning Services (http://www.Ebbcleaningservices.com)

OH I get confuse. So if I make a phone call? I ask for a manager right?

Do I bid over the phone or I ask him or her if I can make an appoint to talk with you and submit a competitive Bid?

OH i get confuse. so if i make a phone call? i ask for a manager right?

do i bid over the phone or i ask him or her if i can make an appoint to talk with you and submit a competitive Bid?

Rule number 1; NEVER quote, price or bid over the phone no matter what. Tell them that the only way that you can offer a competitive honest price bid is to tour the building.

There are too many nuances; What exactly is to be cleaned, 'cleanable' square footage, how many days per week, is Saturday and Sunday included. IF so, what is to be done on those days that is different from the rest of the days?

I do not quote anything,. anything over the phone, too risky and is not professional in our business. After doing a walk through and asking for a set of specifications ask when this bid is due. Sometimes, especially with municipalities. Schools and government jobs there is not only a specific due date but an exact time that it is due back. And if you are late, you could be disqualified.

I did once, early in my career and lost my shirt!

Rule number 2; Always ask a ton of questions and do a LOT of due diligence, seriously!

Here's what I ask the receptionist or anyone that answers the phone if they are not the person I need talk with;

"I wonder if you could please help me? I would like to speak to the person that contracts for you nightly cleaning service." This is clear and concise they will know exactly whom you want to speak with... usually.

The first 30 seconds of your conversation with this person, the decision maker, will determine if you will get to first base. How this first contact is handled is vital.

Most often the receptionist will tell you and or connect you. Always have a pen and paper ready when she says who the person is... ask her to please spell their name. And I ask if they have a direct phone line too.


The end of the first semester is drawing near Ebb... (ha :D ha) have you learned anything? :)

Stringer

OH OK.. I thought when I do a phone calls to business I gave them a quote right away?

OK after I talk to the a receptionist and they direct me to the Decision maker, what exactly do I tell (him? Or her?) I want to submit a competitive bid, so if possible I can make an appointment with you to go over your facility and tell you more about our Cleaning Services?

Is it kind of like that? Can you please give me a Phone call guideline here ? How to properly talk on the phone

Morning Ebb

It seems to me you are struggling with cinfidence to go and ask

Your questions are phrasing in such a away that the more you talk about this the more questions are raised

As I am sure Stringer can, I and all the seasonal sales reps can tell you stories of where it went wrong and cost them money

The biggest activity in selling is trial and error, you need to find a way of speaking that is comfortable to you, if you feel comfortable saying things, then it comes across as you are confident and competent in your work

A friend of mine came to this country 20 years ago and still has a very strong accent, the way he speaks to his customers throws every rule out of the book, but his customers respond to him

So there is no such thing as the exact right way or wrong way when it comes to selling

You need to find the pattern that works for you

In answer to your thread above, as Stringer states,

If you give the price straightaway, the customer will make a yes or no decision there or then, if you build a rapport with the customer first, then the chances of a yes increase

In selling ebb, the way you learn you lessons is by not getting paid

OH so your saying when I talk to decision maker don't give me price yet talk to him or her first to get attention and then after talking is all don't and walk through the facility then I can tell hi or her my price?

I just want to know how to ask them in the right way when I talk to them over the phone or in person and what do I give them when I see them in person.

Ebb, read this, it is not the final thing on this but may help you...

Cold Calling : Sell : How To : Eric Wolfram's Writing (http://wolfram.org/writing/howto/sell/cold_call.html)

Hey, All!

How about a person practicing a presentation on friends to see what they might think and the way that the presenter made them feel?

Thanks!

Ebb, read this, it is not the final thing on this but may help you...

Cold Calling : Sell : How To : Eric Wolfram's Writing (http://wolfram.org/writing/howto/sell/cold_call.html)

Hi stringer, yes that site helped me a lot but what I do need right now for a guide is in person
Like when I go to the place what do I give to me customer that I am meeting with. Do I introduce my name and company again.

Then after what do I say now


Thanks
Bryan

Ebb, please let me ask you a question.

In your original question you say that "i have my cleaning company for over years now as a sub-contractor..." May I ask you what experience do you have already? I ask so that we can establish a point of knowledge so we can better understand what you already know and have done and where you have to go from there.

This will help in determining what you may need.

Thanks,

Stringer

I have experienced Cleaning Office, Restaurant, Retail Stores and Some Residential for post construction. I know how to strip and wax and Auto scrubbing and burnishing. Basically I know how to do the job. But what I do not know how to get my own contract/sales

I don't know what to tell them to encourage them to hire my company etc. this is I am having problem.

Everything begins with the sale, nothing is shipped, stored, or used unless someone sold it in some way.


Let's do this Ebb...

Pretend that I am a potential customer/client. We have an appointment in five minutes, I take you into my office and ask you to sit down...

My name is Mr. Stringer, now please just start and tell me why you are here, about you and your company first. In your own words please.

Stringer

Hi Mr. Stringer, How are you today? My name is Bryan from EBB cleaning services. I'm here to offer you our Janitorial Service and I would like to make a proposal for your business (restaurant/Office) for you to keep on file.

Hi again, ebbclean!

How about, "Hi, mister (name). My name is Bryan. How are you, today? I'd appreciate an opportunity to show you how we might be of service to you with taking care of your cleaning needs. We offer competive prices and a variety of services. We'll also beat any price that you're currently paying for cleaning services. Would you please be willing to discuss how we might be of service to you? It's entirely up to you."

Just a thought...

Thanks!

Morning all

No offence clough, but you are asking too many yes or no statements in your post, this could lead the customer to say no on any of the points

Ebb, your post is for me almost perfect

Apart from the how are you today question, the rest is spot on

How are you, I think is an american trait so you will have to judge whether you need to say this or not

In England though we don't say this, especially out selling as it can lead the conversation straight down the road of awkwardness

My apologies, this being a holiday weekend and being extremely busy with having family over for Thanksgiving dinner and now other family obligations, I haven't had time to respond properly.

Ebb, this weekend I should be able to get back to this, I am sorry my friend.

I think what I would like to do with this exorcise is to first give you an interview outline which will first give you an overview and let you see how it can/should progress. There is a lot of excellent information that has been gleaned over the years that has proven to be very helpful. However Phlanx is correct in that no matter what outline you may follow or what actual words you may use it must be adjusted to your own personality to make it comfortable for you.

Knowledge and experience breed confidence. And confidence in yourself and what you do is vital.

Stringer

What's going on now?

Stringer, still waiting for you

It has been an extremely busy holiday weekend ebb. Please hang in there through these next couple days, I don't want to just throw out something quickly. In the meantime, here is some reading that will move you forward some: Although some of this may be a little controversial, there are some good points.

Cold Calling Techniques: That Really ... - Google Books (http://books.google.com/books?id=hwFN2sOZJtMC&pg=PA47&dq=cold+calling+tips#v=onepage&q=cold%20calling%20tips&f=false)

Stringer

Hello,

Just want to ask if anyone on here can tell me how to strip and wax or better if you know a video that can show me how.

Because I have a client that need their flooring to strip and wax with 3 coat.. no machine buffing require

Hello,

Just want to ask if anyone on here can tell me how to strip and wax or better if you know a video that can show me how.

because i have a client that need their flooring to strip and wax with 3 coat.. no machine buffing require

Ebb, someone here could probably tell you, but that will not teach you how to do it properly.

Are you buying your supplies from a janitorial supplier? (Saves you money and builds a rapport that will help you with their advice). If so, they usually have scheduled classes that actually let you do the stripping and re-coating; on hand experience. Which, in my humble opinion, IS the only way to actually get a 'feel' for the machine and what needs to be done properly such as the proper dry time between the coats of finish. I am sure that they also have vids from manufacturers also.

EDIT: If you are not involved or purchasing from a distributor Ebb, I would make contact right away. Most offer many things and programs other than just selling equipment and supplies.

Stringer

They said they will provide the chemical etc. they just need our labour for it. So wondering if anyone here can teach me how to do it.

I've done it once but it was long long time ago and I forgot the whole procedure. So please if anyone can help me would really appreciate it

And also how much do you charges for this?

Ok, first the amount of old wax on the floor is a factor. If there is 3,4,5 coats (layers) it will take more work to strip the floor. I am as summing this is conventional VCT (vinyl) flooring Ebb, is that correct? Use a 'stripper pad' and change it when necessary.

After you strip the floor of ALL old finish, mop the floor until it is dry and inspect it closely to be sure that it is clean, even the corners..

Apply one layer of wax (using a CLEAN finish mop) evenly over about 200 to 300 square feet (using a back and forth motion) then move to another area and strip it. Once the first area is completely dry (important) apply a second coat, let dry and then apply a third coat. In most cases 3 coats are standard, high usage areas could require four. BUT after each coat it must be dry before applying the next coat of finish. When applying the wax, put it down in a semi thin layer (watch for bubbling, do over if it does) do not put a thick layer as 'waving' will occur and you will have to strip and do it all over again.

When ANY stripper or wax gets on the baseboards, doors or any where it does not belong clean it immediately. If it dries it will show and look terrible, and removing it is a b*t*h, you will have to use stripper again to get it off. Also (very, very important) do not let even one drop get on the carpets especially the stripper, it will ruin it and you will have to pay to have it fixed or replaced. Tape all areas near the doors on the floors where you do not want to stripper or wax to go. Do not set the pad or the machine on the carpets... fair warning...

The reason that I wanted you to train is that using the stripper machine is tricky and you have to get a feel for it or you will burn the VCT if you leave it in one spot too long. Turn it off when you are distracted and tilt the machine up. Also I have seen new people let the pad grab the floor and put the machine through the wall... This takes experience not only in handling the machine BUT in having the right touch in knowing how much pressure to apply to the floor with the machine so as not to burn it as I stated before and the right touch in knowing how much wax to apply each time.

As far as charging... that's up to you as always, locally here in the Chicago market the competitive average is about $0.20 to $0.26 per square foot complete. That is stripping and applying all coats of finish. If they are providing the stripper and the finish then I would drop that to around $0.14 to $0.16 per square foot.

There you go... Good luck with this...

Stringer

Than you very much stringer you're a very good asset for this.

Yes the floor is vinyl and its for a Restaurant so meaning we have to remove all the tables and chair to do this and there's a lot of it so it will consume lots of times to take it out and put it back on.

For the sq footage they don't know how big it is really so I am confuse and worried how much I should charges them.

Estimate how long do you think it will take us to do this? Is this a long long as hours or should I charges them per hour for each person I use since we only providing our labour?

Thanks
Bryan

I cannot estimate how long it will take you to strip and refinish the VCT floor Ebb, no one can because you are new to this and no one can tell how long it will take you to complete it.

The standard in the industry for 'centuries' is using square footage for stripping, waxing and carpet cleaning among other specialized work. You will just have to go and measure the VCT Ebb.

Question... do you know how to measure for square footage? You will not make a decent profit if you don't know what you are dealing with, in fact you could lose money on this. Again, you need to measure the VCT flooring first.

Are you the only person bidding this? Are other companies bidding also or has he actually given the job to you and just wants a price before you begin?

After the floors are finished and dry do you have to replace the tables and chairs to their original positions also? If so, you may need their help in positioning this furniture to its proper place.

Break the labor down for moving everything to its smallest fraction. Figure how many minutes it will take to move one table and 4 to 6 chairs (however many chairs). Then multiply those minutes by how many table sets you have to move. Get your total minutes and divide by 60 minutes (hour) to get the total time for labor for this part of the job. Then you have to replace the furniture; So X's that time by two...

How many tables sets are there Ebb?

Ebb, it is dangerous sometimes to take on jobs that require some expertize and knowledge such as stripping and refinishing and carpet cleaning.. better to gather all the information that you can first then go looking for these types of jobs. Or, hire someone that knows how to do it right.

You are running a high risk that you will not charge enough, charge too much, and may cause damage to the facility OR the job is not done properly and you will have to redo it at you loss...

In this business your reputation and the quality of your work precedes you, always protect it.

Now, go see this person and tell him that you need to measure the VCT floor and count the number of table sets... you can't do this job anywhere near properly without that basic information.

Stringer

He actually given the job to me and he just wants a price before we can begin.

I also have people to this job for me that is really expert for this job. And all the supplies/equipment we need they will provide it

So the only thing I worried now is how much to charges them. I will try to get the sq footage for you.

Thanks

When your potential client says that they already have a cleaning service and they have a contract with them and they cannot change it.

Is this mean that I should stop talking to them and don't bother giving them a bid? What should I do?

when your potential client says that they already have a cleaning service and they have a contract with them and they cannot change it.

is this mean that i should stop talking to them and dont bother giving them a bid? what should i do?

Things change constantly Ebb. I would have asked them when does your contract expire or when will you be going out for bid. I would have left my card and asked them to call me if things change also.

In any case, I would put these calls in a list (possibly Outlook and configure it to pop up in 6 months) and call them again in about 6 months... "Just following up, are you satisfied with your present service?"

Stringer

Oh I see.. so give them at least 6 months? Is this same thing once I bid then loss? Check back with them after 6 months?

oh i see.. so give them at least 6 months? is this same thing once i bid then loss? check back with them after 6 months?

I would say that, that is pretty much the standard in our business.

Hey Stringer or anyone?

I am having problem with this VCT floor, I am wondering if anyone here can help me solve this problem.

Every time we mop the VCT vinyl floor it looks great but once the floor gets dry the dirty (white mark) shows again. So I want to take this out, is there any specific chemicals for this?

We think it is the salt from outside causing this problem, because our country is snowing right now and they put salt on the floor so its not sleepry but then people walk into the restaurant they drag this salt inside too so that is why it leave white marks.

So if anyone on here could help me or show me a trick how we can remove this without striping or waxing it again.


Thank you in advance

Several things may be the case..

You did not strip the VCT completely clean.

You did not remove all the stripper completely and waxed over it.

Or, you may have to use a Neutralizer cleaner to get rid of the salt. I think this is the case here.

Stringer

Well we haven't done the striping and wax. We are thinking maybe this floor really need a strip and wax able to take those with mark/salt. But if there is anyway to remove this without striping and waxing yet then please let me know.

We are currently using a neutralizer cleaner but still not coming off.

Try scrubbing the floor instead of stripping, then refinish it with two coats of wax. If this doesn't work, then strip it.

Stringer, we have scrub and wax the floor with 3 coats and apparently it keeps coming back. Any idea? Thanks

stringer, we have scrub and wax the floor with 3 coats and apparently it keeps coming back. any idea? thanks

There is a possibility that the tile is contaminated (chemically). If so it may have to be replaced. How large is the floor... square footage?

You say that you scrubbed it, but did you strip it? (See post # 101)

We tried to scrub it once but then it keep showing so we decided to do a Strip and Wax and we have coated it with 3 layers.

The floor really looks great, but once people gets in with their wet shoe it will leave white mark again and if we try to mop it it will come off but once the floor gets dry again it will show the white mark. This is the ongoing issue we having with the contract we have right now.

It sounds as if the 'white marks' are on top of the wax and not on the VCT or in the wax. Am I correct in my assessment?

Yes its on top. I am able to remove it once I spray with chemical and scrub it with my hand

Hi, ebbclean!

I don't remember if this has been discussed here, but do you have a commercial buffing machine?

Thanks!

Eb, I think this is what I was addressing before, you jumped into something that I think you may have lacked the experience and knowledge to perform well.

I suggested prior that you establish a rapport with a local janitorial supplier because they can give you invaluable advice when needed, such as now. Not being able to actually see the floor's condition my hands are tied.

Please look up and call a local distributor and explain your situation to them. Possibly they will even visit the site an advise you.

And Clough is correct in his question, are you using a high speed buffer?

I was used to using a 700 R.P.M. buffer for stripping and a 1,500 R.P.M. one for buffing, Stringer.

Commercial buffers can take care of a number of problems.

Thanks!

I was used to using a 700 R.P.M. buffer for stripping and a 1,500 R.P.M. one for buffing, Stringer.

Commercial buffers can take care of a number of problems.

Thanks!

That would do the job Clough. Ebb is saying that it is on (or in) the wax if I understand what he is saying.

There is also the possibility that the wax is contaminated or it could be 'bad' do to being left to freeze at some point also. But now, without being able to see the job he needs to get someone that knows what they are doing to go and see it. Or strip and start over with good wax.

Well that's why I was saying to them that after we striped and waxed we should run a buffer at least. And they're like no we don't want to use buffer because it will make the floor sleepy and they don't want that because it's a restaurant

Obviously they can't have it both ways, white 'salt' marks if you don't buff or shiny but slippery.

I have given several different synopsis/s above Eb and several choices; Call in an expert that can see the floor, restrip and recoat, and more...

As far as not buffing, that is, in my opinion the main reason that it is 'shadowing.'

I would buff lightly even so...

And, did you know before hand that they did not want you to buff this floor? Apparently. You didn't mention this to me.

There is a wax finish that is touted as 'non slip.' They supposedly put something such as a light sand mixture in the finish. We tried it years ago, did not like the results at all and it was still slippery.

At any rate, you need to take some action now to correct this, to save your reputation and to get paid. CALL in an expert-janitorial distributor now.

Try mopping the floor with a little vinegar in the clean water to lessen or remove the salt.

Stringer.

Problem was solve. I bought this special chemical and its from DUSTBANE called film away specialy for the white melt chemical.

But I will try that vinger with water too, to save me some money.

Question again;

Can you help me what should I write in the Agreement for my new client? Need to know what is the most imporatant thing to add the paper when we do signing.

Problem was solve. i bought this special chemical and its from DUSTBANE called film away specialy for the white melt chemical.

but i will try that vinger with water too, to save me some money.

I think that if you read the ingredients in the Dustbane you may find vinegar.

Strigner

Cleaning Services Agreement (United States) Form - LawDepot (http://www.lawdepot.com/contracts/cleaning-agreement/index.aspx?pid=googleppc-servag_us-cleaning_a&s_kwcid=cleaning+contract+samples|590340609&gclid=CKaeu-DK_54CFRPxDAodPkiTMA)

http://www.kcifma.com/documents%5Csamplebidspecificationsforjanitorialse rvice.doc

sample janitorial contract Addendums eBook Downloads (http://www.pdfgeni.com/book/sample-janitorial-contract-Addendums-pdf.html)

Writing A Cleaning Service Proposal (http://www.cleanoutlook.com/creating-cleaning-proposals.html)

Janitorial Services Contract for Commercial Building - Megadox.com (http://www.megadox.com/d/6004)
(Click on 'View a preview PDF)

The above are only a few that I Googled for you. There are many different types/kinds. I put my own together and it is 3 pages.

I have a living proposal that is also my contract with the client when signed. This originated over twenty years ago and is updated constantly. Even though I use a template I make sure that each proposal/contract is specialized and tailored to this particular client. Not just per the specifications, but anything that they mentioned to me where they are not presently happy with their present cleaning company... that receives attention for sure.

Stringer

Thanks Clough.

Happy New Year, I wish all the best !

Thanks Clough.

Happy New Year, I wish all the best !

HAPPY NEW YEAR to you too, Stringer! I wish and hope only the best for you!

Thanks!

I wish and hope for a happy new year for you too, ebbclean!

Just a suggestion though - if you're going to ask new questions that aren't about how to talk properly to a potential customer, you might want to consider starting new threads with the new questions.

If you do that, people with similar questions will be able to find the information more easilly because of the way that the thread is titled.

Thanks!

Hi again, ebbclean!

Your most recent question here has been titled and moved to the following thread since it really has nothing to do with your original question on this thread.

https://www.askmehelpdesk.com/business-plans/how-much-pay-sub-contractor-cleaning-430367.html

If you would like to change the title on the new thread, please let me know.

Please ask new questions by starting new threads.

This thread has had sufficient enough answers and dialogue and is now CLOSED.

Thanks!