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Stringer · Nov 23, 2009, 08:52 AM

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

Stringer · Nov 23, 2009, 08:55 AM

Originally Posted by ebbclean

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

ebbclean · Nov 23, 2009, 10:04 AM

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

ebbclean · Nov 24, 2009, 12:48 PM

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?

phlanx · Nov 24, 2009, 01:12 PM

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

Stringer · Nov 24, 2009, 01:49 PM

Originally Posted by phlanx

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

Stringer · Nov 24, 2009, 01:55 PM

"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

ebbclean · Nov 24, 2009, 02:39 PM

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

ebbclean · Nov 24, 2009, 02:41 PM

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?

Stringer · Nov 24, 2009, 04:21 PM

Originally Posted by ebbclean

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

ebbclean · Nov 24, 2009, 09:34 PM

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

phlanx · Nov 25, 2009, 02:53 AM

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

ebbclean · Nov 25, 2009, 09:57 AM

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?

ebbclean · Nov 25, 2009, 10:03 AM

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.

Stringer · Nov 25, 2009, 02:01 PM

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

Cold Calling : Sell : How To : Eric Wolfram's Writing

Clough · Nov 25, 2009, 03:01 PM

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!

ebbclean · Nov 25, 2009, 04:46 PM

Originally Posted by Stringer

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

Cold Calling : Sell : How To : Eric Wolfram's Writing

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

Stringer · Nov 25, 2009, 06:04 PM

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

ebbclean · Nov 25, 2009, 07:11 PM

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.

Stringer · Nov 25, 2009, 07:28 PM

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