It’s not magic! Earning your janitorial prospects trust takes time - BUT, you can shorten the time it takes by watching this short video - where we reveal specific steps you can take, starting now, to give you more chances to ‘get to know your prospect’ and for them to get to ‘know and trust you’ - sooner, rather than later!

Well, before you’re done watching this episode you’ll learn a handful of practical ‘things’ you can do to turn your janitorial cleaning prospects into customers faster than ever before. Listen NOW ; you’ll be glad you did!

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So what do you do once you have a list of targeted companies; the actual names and addresses of the accounts you want to go after?

You make S.M.A.R.T calls.

What's that?

Well, "SMART" calls are phone calls that help you learn specific facts about every prospect on your list.

Here's what a SMART call is all about:

S - Speak calmly & explain why you're calling.

M - Make updates and changes to basic info like company name, address and phone number.

A - Ask for the NAME of the person in charge of hiring the cleaning company- the decision
maker. And, YES, spelling counts!

R - Remember to

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What does successful selling of cleaning contracts look like? Well, that’s what we’ll reveal in this second episode of ‘The Secret to Selling Commercial Cleaning’. That’s right, we’re going to get get down to the bigger secret is to selling cleaning contracts - not just once, but consistently!

Well, before you’re done watching this episode you’ll learn why selling ‘attitude’ may be more important than selling mechanics. Listen NOW ; you’ll be glad you did!

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Should you call your prospect - or send them something?

It's an important question.

And the answer is... well, both.

But in our strategy, we do each for very different reasons.

Call?

Yes, we suggest calling, but primarily to identify the name of the person who is the decision maker; the one who hires the cleaning contractor.

In general, we don't SELL on initial phone calls, we IDENTIFY.

We find the target.

Why?

Well, personal calling sounds great, at first. And when it occasionally works, it's exciting. But our experience tells us, that it's generally

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Is it a learning a set of magic ‘selling’ words or phrases? Is it just being really friendly and outgoing? Or is it something else? Well, that’s what we begin to reveal in this first episode of ‘The Secret to Selling Commercial Cleaning’. That’s right, we’re going to get rid of many of the ‘things’ you thought were most important and get down instead, to revealing what the bigger answer is that makes the whole selling ‘thing’ work - not just once, but consistently!

Well, before you’re done watching this episode you’ll learn why ‘what you thought was the secret to cleaning for years’, may NOT be the real secret at all. Listen NOW ; you’ll be glad you did!

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How often should you make contact with the companies on your target list?

Answer: We suggest you make some kind of contact with them no less than every six weeks!

Let me quickly explain.

Last time, we left off talking about the importance of positioning your company as the next solution to your prospect's cleaning problems.

Today, let's talk about how. And, again, the basic strategy is this:

Make some contact with your prospect about every six weeks.

It can take many forms such as sale letters, marketing mailers,special reports, or a brochures.  But, the point is to get something about your company in front of your prospect about EVERY (6) SIX WEEKS.

Why six weeks?

Well, because

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Name, rank and serial number. That’s about all you get on most websites; well it’s not enough, at least not if you want to crank up the engines on turning prospects into customers!! Fortunately, there is something you can easily add to your website that does just that - a way for people to get to ‘know, like and trust you’ on their way to preparing to ‘do business with you’. Find out what that is in this short, but power packed video!

Well, before you’re done watching this episode you’ll learn what is we believe is more important than a picture of your building, the history of your company or a list of the cleaning services you provide. This one ‘thing’ hits at the core of how you can steadily turn semi-interested prospects into actual customers - one at a time. Listen NOW ; you’ll be glad you did!

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We always hear "aim to be first".

Well, if you want to grow like crazy in the cleaning biz, here's a secret:

Aim to be NEXT! Not second, but NEXT!

Next in line. Next in the mind of your prospect. The next one to get the account.

If your prospect is looking at switching cleaning services for whatever reasons, you want to be the NEXT cleaning company they'd give a shot at their building.

Cleaning is a "funny" business.

It's a daily challenge for the owner of any cleaning business to make sure everything goes smooth - in every building-every night.

Don't miss a trash. Don't forget to lock a door. And of course, hope they

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What does baseball have to do with running a cleaning business? Well, you’ll find out when you watch today’s powerful and funny video. You’ll learn what a baseball coach said to his struggling pitcher, and how it can be a powerful and profitable lesson for your janitorial business.

Well, before you’re done watching this episode you’ll learn what a baseball coach said to his struggling pitcher and how it can be a powerful and profitable lesson for your cleaning business. Listen NOW ; you’ll be glad you did!

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In the movie, The Patriot, Mel Gibson in his role as a revolutionary war patriot, asks his young sons if they remember what he taught them about using a rifle was THE key to good marksmanship.

They do, and quickly answer together, "Aim small, miss small!"

They knew if they wanted to improve their chances of hitting the target, they needed to narrow down their view, and focus their attention.

Same thing is true for hitting any target.

We've already touched on this before, when we talked about the importance of deciding which kind of accounts you want to clean, your niche, and which you don't.

Today, we want to look at creating a very select group, or list, of highly targeted prospect companies - ones that have as many of the characteristics you're looking for as possible.

Your target list may consist of 50, 500 or more prospective buildings, a lot depends on the kind of accounts you want.

For example, if you're going after post-construction clean-up work within 50 miles of your office, you may to have a small list of say, only 25 general contractors - who you want to direct the focus of your your marketing efforts towards.

If your looking to do residential, home cleaning, you may have hundreds or even a thousand or more homes that fall into your targeted service area with the demographics you're looking for.

As we've mentioned, our niche was providing general office cleaning and related services, three to five night per week in the early evening to professional, industrial, and manufacturing facilities
within 50 miles of our office.

We worked on narrowing down our list as much as possible!

We determined our very best accounts would be professional, industrial and manufacturing companies that had between 25-150 employees.

Why 25 -150 employees?

Because those were the companies that generally had enough employees to warrant hiring a cleaning service... but not so many they handled the cleaning themselves using their own in-house staff.

Interestingly, a lot has changed in recent years.

Now, with the increased trend towards outsourcing...even companies with 250 or more employees became good prospects for us.

Anyway, back to the story;

We used a business database company to find out who met our guidelines and came up with a list of about 375 companies that "fit the bill".

That was our target -the companies we would direct our marketing efforts towards.

You can do the same thing.

Find out who your absolutely best accounts would be, and make a targeted list of them.

Soon, we'll explain what to do next, once you have your target list. For now, remember... Aim Small - Miss Small.

You Can Do This, You Really Can!
Dan

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