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7 Essential Resources for Small Business
So you want to start a business but you don't have a lot of money? Start your business online, and it won't be a problem. There are some pretty terrific resources you can use. Some of them you have to pay for, but they are inexpensive and can get...
Develop Your People and Make More Money
What is the no. 1 asset in your business beside yourself? It's your people.Then why is it they often fall to the bottom of the list when it comes to doing anything to help them improve their performance and look after them? If you want your...
Get Coached!
Coaching is a hot trend at a growing number of companies, from IBM and Dow Chemical to entrepreneurial start ups. According to a recent survey by The Hay Group, an international human resources consultancy, between 25 percent and 40 percent of...
Managers, Have You Been Shortchanged?
You have been if you’re a business, non-profit or association manager whose public relations budget is focused largely on nifty brochures, column mentions and broadcast plugs. Especially without a workable plan that helps you persuade your most...
Wealthy people became rich thanks to their assets
What is an asset ? An asset is simply something that brings money into your pocket. Liability is the opposite. It is something that takes money out of your pocket. Personal loan is a liability, your credit cards debt are liabilities. Your car,...
 
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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This site contains annotated links to resources concerned with presentation and communication skills.
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Why tables for layout is stupid: problems defined, solutions offered
Why tables for layout is stupid:. problems defined, solutions offered. Tables existed in HTML for one reason: To display tabular data. ...
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The Gettysburg Powerpoint Presentation
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I love the clear presentation of the ideas in the book and the fact that the ... In the context of presentations, moving info away can help you and the ...
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Presentation Tips for Public Speaking
Better Public Speaking & Presentation - Ensure Your Words Are Always ... On the Job: Public Speaking Tips - Twelve Steps to Great Presentations by Elise ...
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Presentation - Wikipedia, the free encyclopedia
Presentation is the process of presenting the content of a topic to an ... You should plan to rehearse your presentation out loud at least four times. ...
en.wikipedia.org
 
OSCON 2005 Keynote - Identity 2.0
“A barn-burner of a presentation. I loved this.” - Cory Doctorow. “I watched it twice, and greatly enjoyed it both times.” - Jon Udell ...
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Tips and tools for creating and delivering presentations: text, techniques and technology.
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Presentation Information Resources - Presentation Technology News ...
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Effective Presentations homepage
In addition, the skills needed to prepare an oral presentation can be used ... A spiffy presentation discussing Effective Teaching with Powerpoint from the ...
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Impress
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PRESENTATIONPRO - experts for Microsoft PowerPoint
A series of products and services to help enhance PowerPoint presentations with templates and backgrounds.
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Presentation, PowerPoint, and Leadership. ... Presentations and reports are ways of communicating ideas and information to a group. But unlike a report, ...
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Presentation: See what people are saying right now on Technorati
See all blog posts tagged with presentation on Technorati.
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Secretary of State Addresses the U.N. Security Council
My friends, this has been a long and a detailed presentation. And I thank you for your patience. But there is one more subject that I would like to touch on ...
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Organization, Audience cannot understand presentation because there is no sequence of information. Audience has difficulty following presentation because ...
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Presentation Skills
Presentations are one of the first managerial skills which a junior engineer ... This article looks at the basics of Presentation Skills as they might apply ...
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