Keep your commercial bids from disappearing into a black hole Make sure you get a clear idea BEFORE submitting your proposal of what the decision making process looks like: Who makes the decision What are the key criteria When will decision be made What happens after bids are received If a new vendor is selected, when will they start? Ask for a commitment from whoever you deliver the bid to to stay in touch with you and to notify you when a decision is made Once you make this request (whether in person, via email, or over the phone) WAIT for a response, before assuming you have it. Don’t agree to submit you bid without it Let your prospect know that this is a custom proposal and (as one professional to another) you expect the courtesy of a notification When following up use phrases like “checking in” and “touching base” to find out when a decision can be anticipated (and where in the process things currently stand). DON’T make a nuisance of yourself- understand that corporate wheels turn ever so slowly Stay busy enough submitting other commercial proposals that you don’t have time to obsess about any one pending deal...

I have today the answers to a question that I get asked an awful lot by people who want to know not only what are the best types of commercial accounts to go after, but what are the ones that they should avoid. I have a list of 7 Commercial Cleaning Accounts to Avoid that over my 23 years and counting working in the commercial cleaning industry I have found are ones that you want to avoid like the plague. First step on my list of 7 Commercial Cleaning Accounts to Avoid is doctors and dentists. I have found doctors and dentists to be, how shall I say, some what of a sort of a know-it-all type of personality. They are hard to please. They tend to be cheap, particularly doctors. I think maybe it's not really their fault. I think that doctors are singled out by a lot of different types of salespeople as easy marks. So doctors have become really, very weary. They just try really hard to try to strike a bargain, to try to negotiate with you. Try to cut corners, and as a result of that it's just made them really difficult as clients to deal...

The 6 best commercial cleaning accounts that you should go after. In my 23 years and counting of going after commercial cleaning accounts I have identified six that are my favorites. So here they are in no particular order. First up in my list of 6 Best Commercial Cleaning Accounts is the precision professions. People who tend to be involved in work that is very precise, like engineers, IT specialists, computer people, bankers, accountants, attorneys, those people tend to understand the importance of attention to detail and they typically are willing to pay for it. So those make great commercial cleaning clientele. Next up as my really all-time favorite, I love this one more than any other category is what is known as class A office space. It is white collar office space, it's in nice areas, it's in good condition. The cost per square foot to rent it is typically higher than in some other areas. I love that kind of space. It doesn't get all that dirty. They typically understand that they need cleaning five days a week, and they make excellent clients. They tend to be things like you know accountants, insurance people, really any kind of profession that requires people sitting at...

People want to know what can they do to do a better job Closing Commercial Cleaning Business Sales. So our topic for today is closing the sale. Interestingly enough what a lot of people don't really understand, cleaning business owners in particular. Because we don't tend to think of ourselves as salespeople, we tend to think of ourselves as cleaning professionals. But if you are in business for yourself you also need to understand that marketing and sales is going to be an important ingredient of your success. Closing Commercial Cleaning Business Sales actually begins before you ever get in front of your prospect. You need to be thinking about your client attraction, and making sure that you are attracting the right types of prospects to you. Closing Commercial Cleaning Business Sales is based on two key ingredients. Do you have your ideal client properly identified? Have you been really clear in identifying what your unique selling proposition is? Without those two things, then closing sales is going to be much more difficult, because you're attracting the wrong kind of people. Or they're not going to be motivated by the thing that makes your business unique, better, special, different. Remember that closing commercial cleaning business sales is not...

Key Components of a Winning Commercial Proposal, What Does that Look Like? There are a couple of key components of a winning commercial proposal that it is critical that you make sure to include. The very first one is you need to demonstrate to your prospect that you understand what their pain or problem is. They do not care about all of the features and benefits of your business. They only care about that as it relates to their pain or problem. In order for people to make the decision to buy, they need first to feel understood. It does not matter whether or not they understand you, but they do need to feel that you understand them. It's critical that you do this throughout the proposal process, specifically in your proposal. You need to include some sort of listing and reference to their problem, their pain. Then you need to be able to tie your solution specifically to their pain. You need to be able to show how what you do is going to solve their problem. So again you know if you're talking about your processes and your systems, make sure that you tie it specifically to something that's important...

Today's topic is how you can profit from every commercial prospect. In particular I'm going to talk with you about this and how it relates to how to profit from every commercial cleaning prospect, because you know with commercial cleaning the buying cycle is much longer than it tends to be for residential. So you may be contacted by prospects and they may not be your ideal prospect. I want to say they may not meet all the criteria, but that doesn't mean that they can't be profitable for you. That's kind of the focus of today's training. The first thing that I want you to think about to profit from every commercial cleaning prospect, is how important it is that you pre-screen your prospects. I say to cleaning business owners all the time, there are two things that I want you to be. Very protective about your time, because there is a limited amount of it and if it's not wisely spent you can't get it back. The other is your confidence. I don't want you to spend time and effort bidding on things that are not going to be ideal for you, or that you don't have a good possibility of actually closing into new business. So...

Build My Cleaning Business Founder Pam Washington explains Twenty different Ways for Maid Services, Residential Cleaning services & Commercial Janitorial Businesses can Get More Clients in this podcast. Visit the rest of the Build My Cleaning Business website for more tools and resources to help grow your business in this highly technical environment.   Listen to the: 20 Simple Ways To Get More Clients podcast below:    ...

Residential or Commercial Cleaning Accounts Which one is right for you? Or are both? Have you been wondering about adding either commercial or residential to your existing  mix of cleaning services? Are you curious about the differences in residential or commercial cleaning accounts, And the pros and cons of each? Would you like to take 5 or 6 of the MAJOR components  of each, residential or commercial cleaning accounts to contrast and compare, And ultimately see which you’d prefer? Residential or Commercial Cleaning Accounts. Well,.. Look no further! Maybe you have a commercial cleaning business and people are always asking “Do you do houses too?” (that’s what kept happening to me) Or maybe you’ve got a solid commercial base of business already established and you’re wondering how you can add/expand your market, services, reach, or income… OR If you’ve been focusing on commercial cleaning - maybe the looooooong buying cycles that are involved in getting corporations to make the decision is getting you down and you’d like a quick “boost” to your bottom line Perhaps the constant customer service, employee headaches, schedule changes and general hand-holding of cleaning homes is making you want to jump off a cliff! A Residential or Commercial Cleaning Pros and Cons video I put together for...