National Cleaning Management Companies. National Maintenance Management Companies. Whatever you want to call these outfits, watch this episode to see why Dan is sick of ‘em and what you can do to beat ‘em NOW. While the glory days of the proud, local, independent cleaning businesses may seem all but gone; CHANGE is coming. And that change can be the wave of new profitable business your cleaning company can attract and earn by offering your customers VALUE, not lowest price.

Before you’re done watching this video episode you’ll learn what you can do to beat these low balling characters without having to lower your price!

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Sure, when you go out to do a walk through of a building, you'll be getting the measurements of the rooms and restroom fixture counts....

but the main reason you're there is to find out what the prospective customer WANTS.

Think about it.

You're there to ask the questions ranging from basic things such as "How often do you need cleaning?" and "When can we get access to the building to clean"....

to more in-depth ones such as "What cleaning problems have you had in the past you WANT fixed" and "What do you really WANT from a cleaning service?"

Simply put, you're trying to learn what they WANT.

And the more you ask, the better off you'll be as long as you do one thing - listen to the answer.

Carefully listen.

Take notes.

Ask follow up questions - to learn even more about their answer, and the possible reasons behind it.

Listening to the full answer and asking follow up questions to learn the WHY behind their answers, will help you learn what this person and their company, is really looking for.

And that is why you're there.

Because, it's in learning what they WANT that you can begin to create a custom cleaning program that fits what they WANT best!

Here's the tricky part.

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Looking for an exciting example of a company that has practically and singlehandedly ‘reinvented’ an entire industry - changing what was formerly a slow growing and unglamorous service into a fast growing and profitable business model? Well, in this video Dan will give you one - a dynamic example of identifying hot button customer issues, creating creative fixes and then promoting those solutions to accelerate sales and profits.

Before you’re done watching this video episode you’ll learn about a dramatic formula for reinventing a service business. Could yours be next?

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So, you're prepared, on time and have met the receptionist.

Now what?

Well, of course, when your contact comes to the lobby, be ready to meet him or her with a pleasant smile, warm handshake, and professional and positive attitude.

Those things seem obvious.

But here's a tip to remember when you're waiting to greet your contact, that's maybe not so obvious:

Don't sit down.

That's right, don't sit down - at least not in the lobby!

Let me explain by sharing an embarrassing story that yes, actually happened, to me.

You see, years ago, when we were just getting started, I went out to do a walkthrough. So far, things were going fine.

At least, they were up to the point when the receptionist started by explaining that my contact would be out in just a minute, and then finished by saying those three infamous words

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Ever wonder why some prospects simply won't 'take the plunge' and hire your janitorial business even though you've agreed on basically everything from duties to price? Well, in this video Dan explains what some of your prospects are thinking, why that's keeping them from acting and what you can do about it NOW.

Before you're done watching this episode you'll learn what keeps some prospects from buying and what you can do about it.

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Last time, we talked a lot about preparation.

Today, let's discuss another important key to success - once you're past the doors and standing in the lobby.

That's right, first, comes the receptionist.

How you treat the receptionist tells a lot about you, sets the tone of the walk-through, and may even determine whether you get the job!

Don't believe me? Think about this for a minute.

What means more to the prospect,

1. "What you say about yourself" or

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CAREFUL! Don't fall into the trap so many janitorial business owners do - of working hard to create new services to offer to their cleaning customers, but missing most or all of the mileage they could have gotten out of the idea if they would have created and promoted them with MARKETING in mind.

Before you're done watching this video episode - Don't Forget To Wear Your MARKETING Glasses!, you'll learn about 'marketing glasses' and how pulling them out and wearing them can help you leverage nearly everything you do in your cleaning company.

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Ok, let's walk-through (hehehe..I know, lame right?) some of the important keys to a successful walk- through together!

But, to be honest, this is 'big elephant' to eat, so let's do it, as they say, one bite at a time.

The first key maybe the most important one of all.

And, here it is

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Be careful -you might be tempted to answer the question with an automatic 'YES' - but, what if I said, 'No'. Would you think I'm crazy? In this video I'll tell you about a painful, but important lesson Tony and I learned about customer service that may help your cleaning business too.

Before you're done watching this video episode you'll hear how making practical and informed decisions rather than rash or uninformed ones can be a big benefit to you and your cleaning business.

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Last time, we tackled the question of whether you should guarantee your work. This time let's talk about what kind of guarantee it should be.

Well, in general - the BOLDER the BETTER!

To see why that is, let's first go back and look at a what can happen when a guarantee is not bold.

Let's say, for example, that a guarantee read something like this:

GreenBranch Commercial Cleaning's Guarantee:

If you are not happy with our office-cleaning services*, you need to report it to us, in writing, by the 10th of following month, explaining in detail what you were not satisfied with, and then, give us a 3 days to correct it.

THEN we will refund the pro-rated amount of your bill for the portion of the month that the cleaning was not up to your expectations.

* Restriction: applies only to regular office cleaning.

This kind of guarantee

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