Most commercial cleaning prospects want just one thing from you: a price! (Or even worse over the telephone- “Just tell me your price per square foot.” Clunk!)
You, on the other hand, want to move this process into being a consultative one where you are designing the bid specifications and in the process gaining professional respect as something more than just a “rug-sucker”. Plus, the longer you keep your prospect involved in the interview process the more likely they will want to make a “Return on their Time Invested”. The only way to do this? Go with your service!
However, remember that managers are busy. They don’t want to chit-chat all day. So by following this Commercial Carpet Analysis you will control the interview and keep your prospect engaged. Let me know how it works for you.
Steve
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Just wanted to say that I really enjoyed the SFS seminar. I would easily equate this to a semester of graduate level work both in terms of information as well as the amount of effort. Plus for new business owners you get the chance to avoid the many pitfalls before you are too far down the road.
Thanks, Ellory. It was a pleasure having you in the St. Louis class. You obviously have “been there-done that” in your life and we all benefited from your experiences. Please check in often and keep us posted on your success in implementing Value Added Service.
Steve
Steve
Thank you very much for you time at the seminar. Your teachings were immediately implemented into our company. In just two week we have doubled our sales in commercial cleaning. Every time we get a new customer I thank you.
Brad Donley
Donley Services
Good on you, Brad. You always had it in you. We just gave you a few new concepts AND the tools to make them happen. You would have gotten there on your own. We might have saved you a few years of agony though!
Steve
PS Now, Brad, if ya wanna send me 10% of all those new jobs … Just kidding, buddy. Buy your “juice” and the machines to run it through from Nick and we’ll all be happy!