Thank you Reef.
Yes, I think that if you do your due diligence on these companies and you are very specific in what exactly is a qualified lead/appointment then it could very well work for you.
Possibly you can even specify what size building/s that you are interested in; 10,000, 15,000, 20,000 sq ft etc. How many days of service per week? (We only take jobs that are 5 to 7 days per week. The only exception/s are when a large existing client has a new, small building that is less.)
Again, I have never used these types of companies, but common sense tells me that you will have to be very specific and have everything in writing. (By the way, all business is only by signed contracts.)
The first person that you have to sell day after day is ...yourself. You have to believe that you are the answer and there is never a doubt about that. That self assurance (not cockiness) will transfer to your prospects,
Knowledge breeds confidence...learn everything about the science of cleaning. It is not only a mop and bucket, it is so much more;
Specialized equipment
Specific cleaning agents
Control of your staff and the process
Scheduling
Customer Service
Follow up....
Public relations
Much more...
80% of the cleaning companies get 20% of the business....20% get 80%. (This is really the 80 - 20 principle at work) Now ask yourself why?
They are prepared, ahead of the curve AND they DO what they SAY they will...day after day.....consistently....(period), what ever it takes in all phases of this work; sales, operations and admin.
My business partner is a 'white knuckle', he also can to some degree talk with someone after the ice has been broken. However he is still working on that, yep even after 17 years. But his expertise is operations and administration. We 'jell' because that is ok in our particular business, as sales is my bally wig. You have to honestly believe in yourself, your company, like people and be interested in them. Ask questions, let them talk about themselves, build bonds/rapport.
Honestly, the main reason that people do not want to call on the 'gatekeeper' is fear, but why? Ask yourself, fear of what? Your own embarrassment, your lack of knowledge, confidence? Well, didn't we discuss this already, 'knowledge breads confidence.' If that is the answer then isn't that silly? That fear will keep you from becoming successful and having the type of life that we all desire? Every successful person will tell you that they have their 'crosses' to bear....but guess what Reef....they overcame them with determination and practice; they sucked it up and pulled up their bootstraps. I'm sorry, but if they don't, they become one of the masses.
Sorry again, I get way to deep and involved sometimes. But I have a passion and I sense that in you too...you need to remove your obstacles one by one.
I was shy as a teen. I loved singing, got into several bands. I had to develop a 'separate' personality to even think about standing up on that stage. I did it and it paid for most of my college ed. At 21 I got a job with Mutual of Omaha selling life and health insurance....wow, this was a challenge. Now I had to speak to people--one on one AND in their HOMES!!!! I won the sales contests in my division each of the four years I was there. I also worked longer hours.
What eventually happened Reef is that who I was and who I wanted to be...merged...
My mentor, my uncle, once told me; "if you are not going to make each day count, take a step towards success each day, learn something new, then why even bother putting your feet on the bedroom floor in the morning"? "Life goes by like a speeding train, take a ticket." Thanks Uncle John...it worked.
Again, sorry I do carry on don't I?
If I made any sense at all then please 'rate' my answer...hee hee that is my payment....
Any questions at all, I am available when I get the chance. Believe it or not, I am in my office at 11:20 pm on Sunday night writing this to you....Do I work all those hours now...no, "I now have people...."
There are a lot of answers out there Reef, you have to know what questions to ask first, research, become the most knowledgeable person about this industry.
Some suggestions:
Sales Tips:
Secrets of getting past gatekeepers.
How do you answer when a gatekeeper asks you "May I say why you're calling?" Some salespeople think revealing their business destroys their shot at talking to a decision-maker. So they resort to evasion: "It's personal." "It's confidential." "Just tell her Al Allen's on the line." Use these strategies instead:
• Understand that part of the gatekeeper's job is to eliminate callers who don't deserve their boss's valuable time.
• Cooperate with gatekeepers. They're more likely to cooperate with you. Make them feel it's important to get you in, rather than keep you out.
• Tell gatekeepers who you are, what company you represent and how your product or service can benefit their company. It all boils down to convincing them that your product or service can benefit the boss.
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The Competitive Advantage Ezine
Another is: Jeffrey Gitomer at:
[email protected] he "tells it like it is." I have attended his seminars several times, he hits the mark.
Try this site and there are plenty more...most are good, some ...well....
Stringer