Show me the money! – 1
After you finish the job your customer now has “possession” of your completed service. BUT they also still “have your money”! How does a cleaner get paid … ?
carpet cleaning marketing
How to “clearly define” everyone’s expectations!
Someone always “owns the problem”! And if you didn’t create the problem you for sure don’t want the blame…
Can you negotiate DOWN while keeping your profits UP?
I often made MORE net profit on the smaller job! Here’s how …
How to deal with a ‘Procrastinating Prospect’
The “Let me check with…” response is usually an “evasion tactic” to avoid the more accurate (but extremely adversarial) customer reply, “You are waaaaaay more expensive than the other guys!” What should you do?
Timid cleaning and restoration contractors have skinny kids!
Keep negative thoughts at bay when you don’t get the job. Here are some realistic options.
Can you give me any brochure ideas?
Steve gives advice to a New York cleaner on the content and design of a killer sales brochure.
Include a “waiting time limit” in your voice mail
No amount of money will completely “heal the irritation” of an impatient customer waiting (and waiting and waiting) for your return call. So give your caller “hope”
Should I hire a whole bunch of part time salespeople?
A brand new commercial cleaning business owner wants to “blast” his sales area with a focused short-term team. Good idea? Steve and Chuck give feedback.
How can I avoid leaving money on the table?
Steve’s first rule in selling is to give multiple price options. But how can a cleaner find the sweet spot in pricing even with these options?
The Story Factor by Annette Simmons
The best business books aren’t just about business; they give you tools to improve your communication skills and/or increase your powers of influence. Bill explores how to create a “story”.
The Simple “1-2 Cheerleader Punch”!
How can you make it simple for your techs to influence how the customer FEELS about them? Here’s one simple, powerful tip.
Offer Priority Appointments to “lock in” your clients!
Increase your client’s cleaning frequency with “Forward Scheduling” and your profits will soar!
How should I bonus my techs for “up-sells”?
This is a great question and I don’t mean to dodge it but my answer really depends on the profit margins you are working with on “additional services”. Here’s my analysis …
Display your ‘care and concern’ with “Immediate Action”!
Creating Customer Cheerleaders is all about how they feel about YOU … not the work. Value Added Service is based on little details. For example…
Laughing your way through sales calls?
Steve reviews just why you should EXPECT rejection in selling route sales and how to make the sale anyways.