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Ten Reasons Why Salespeople Fail to Sell Their Cleaning Services
At some stage in your business you will be required to make
sales calls for your cleaning services. Unfortunately, making
effective sales calls is one area where many people fall short.
Make your sales calls more effective by becoming aware of the
following pitfalls.
1. Going in with no clear sales objective. Make sure you know
what you what to accomplish and have a goal in mind, whether
that is to end up presenting a cleaning bid to your prospective
customer or to find out what specific cleaning services the
customer needs.
2. Calling on the wrong customers. Do your homework first to
make sure that the business you are calling on uses a
professional cleaning company rather than an in-house service.
3. Not planning a sales presentation. Do not carry on a random,
pointless conversation wasting your time and the customer's
time. Bring in the appropriate sales aids (brochures, flyers,
etc.) that you can leave with the customer. Avoid reading
directly from printed materials and losing eye contact.
4. No call frequency. Think of the many times you are hit with
ads for products - do you bite the first time? Multiple contacts
with prospective customers are generally required to get that
first sale and to maintain a positive relationship with an
existing customer.
5. Not talking to the decision maker. Check to be sure that the
person you are going to be talking to has the authority to sign
up for your cleaning services.
6. Not talking about the benefits of using your cleaning
company. Make sure you highlight the strengths of your company
and what you can
provide over the competition.
7. Unable to answer questions. By preparing before making the
sales call you should be able to answer any questions the
potential customer may have about your services. If you do get
stuck and need to get back to them, be sure that you get back to
them quickly with the answer to their question.
8. Does not ask for the order. After spending time preparing
and making the presentation, make sure you ask the customer the
closing question "how can I be of service to you?" 10. No follow up. If you have promised to follow up on certain
items make sure you do so on a timely basis. Avoid the above
pitfalls and make your sales calls more effective by doing some
advance planning and promptly doing any necessary follow-up.
Going in prepared, bringing the appropriate sales aids and doing
prompt follow-up will help you convince a potential customer
that you can best meet his (or her) needs.
About the author:
Steve Hanson is co-founding member of The Janitorial Store (TM),
an online community for owners and managers of cleaning
companies who want to build a more profitable and successful
cleaning business. Sign up for Trash Talk: Tip of the Week at
http://www.TheJanitorialStore.com and receive a Free Gift!
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