Last time, we tackled the question of when to call back after we deliver a janitorial or residential cleaning bid.

Today, let's look at the, maybe even more important question, of what to say when you do call back.

I hope, by now, you're beginning to see a pattern develop in how we suggest you approach marketing and selling situations.

It's a pattern based on a belief that the answers to nearly every marketing and selling question lies in ONE THING

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It's true - you've got to be 'out of your mind' NOT to have a plan for following up with your prospects. Why? Well, because it's CRAZY and COSTLY - and in this quick video, Dan will tell you the two things that can go wrong when a cleaning company doesn't have a plan for following up with their prospective building owners and property managers.

Before you're done watching this video episode you'll hear exactly WHAT you can do to make sure you never get caught making this costly mistake in your janitorial business. Plus, Dan will tell you what proactive steps you can take starting today to do much better!

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These are two of the most common questions we hear from janitorial businesses. Here's why:

1. After so much work has gone into preparing a commercial cleaning bid or residential cleaning proposal, people don't want to make a careless mistake right at the end that... costs them the account!

2. They worry about being too anxious, too eager and possibly... scaring away the prospect.

It's understandable.

But, you shouldn't feel ashamed of being eager to follow up and please your cleaning prospects. To the contrary, it's actually a very good thing that you feel this way, because it shows... you care!

And that is important.

The only thing is... we need to know how to present that caring attitude to our prospects in a way that ATTRACTS them, rather than scares them away.

So let's try to come up with a good rule of thumb to help us schedule our follow ups - for maximum results!!

To do that, let's think

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Don't make the mistakes Tony and I made in our janitorial business! That's right - it's easier and cheaper to learn from ours than having to experience those same painful mistakes yourself. And today's mistake is a big one about selling - specifically a selling question you SHOULDN'T ask. We learned this the hard way - but you don't have to.

Before you're done watching this video episode The ONE Question Cleaning Business Owners Should NEVER Ask Their Prospects! you'll hear exactly WHAT question we asked and why it probably cost us an account. Then, Dan will explain what questions you can ask instead when you're trying to land a new account for your cleaning company - and why they work so much better!

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When janitorial business owners go out to sell their cleaning services, they should be reasonable, cooperative and even accommodating - but not a door mat!

Shooting straight with building owners and property managers about what is, and sometimes, more importantly, what isn't possible, is a better approach than mindlessly agreeing to any request thrown at you.

Now, I expect some may feel following this advice of saying 'NO' now and then to a prospective customer is reckless at best, and at worst, a virtual fast track to sales disaster!

I understand.

I felt the same way in the early years of starting our commercial cleaning company - when I was so nervous and yes, desperate to land new accounts - I probably would have said yes to nearly anything no matter how ridiculous.

But, that was then, and this is now!

And now, I know better. And hopefully, you'll know better, a lot earlier in the game than it took me.

You see, now I know, that if I

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People don't always LOVE change, do they? Nope - it can be hard to implement new ideas and strategies, and when you do - you can definitely ruffle a few feathers. However, very often the amount of resistance or 'flak' you get from your staff, managers or employees is in direct proportion to the importance of the new strategy and the potential value it can bring to your cleaning business.

Before you're done watching this video episode you'll hear why it's important to communicate, train and listen to your people, but why it's also so important to be strong and 'stick to your guns' when it comes time to make changes designed to make things better for you, your employees and customers.

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Last time, I explained how cleaning contractors who take the time to prove to prospects they truly understand what they're looking for from their next cleaning company (you know, GET IT) - stand the best chance of landing the account.

And that's true but only if, and it's a big IF, they take the next step, which is to "TIE IT' to a plan.

It's not always easy to do, but it's important. So, let's take a closer look...

In fact, let's start with one of the examples we had last week.

If you recall, the prospect was tired of having to act as a 'supervisor' for the cleaning company - handling day-to-day issues and complaints, that frankly, the cleaning company should have handled.

So, now that we understand the problem... HOW do we

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No shortage of places to talk, are there? Nope, in addition to our cell phones, we can text, email and now 'chat' on social media sites such as Facebook, Linked -In, and Twitter. But, what about cleaning 'business' talk? Watch this short video to find out what this 'business' talk is all about - and why it's so important.

Before you're done watching this video episode you'll hear why today's technology makes it easier than ever to improve our janitorial businesses by 'talking' to other vendors, manufacturers and cleaning contractors!

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Well, YOU, of course.

Your Attitude, Your Professionalism, Your Thoroughness, Your Attention To Detail.

All that's true, no doubt about it.

But today, I want to point out one thing you can do to move beyond a good presentation to what makes a REALLY great presentation.

Here's the first part...

You have to absolutely, without fail, make sure your prospect knows that

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Cliches. Just because an expression is old, doesn’t mean it isn’t still true today. Watch this short video to be reminded of a cliché we’ve talked about before, that can truly save you tons of aggravation and then a NEW one, that’s well a little weird but you may be incredibly glad you heard it – if it keeps you out of ‘trouble’ in the future.

Before you’re done watching this video episode you’ll learn a few simple things you should do now rather than ‘drag your heels’ - and end up ‘kicking yourself’ later for landing in a mess you could have easily avoided!

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