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 necessarily only happening at the end of the buying transaction. Closing the sale begins before they ever contact you with the right kind of client attraction activity.
Next up after client attraction, is pre-screening.
You need to very carefully pre screen the people that reach out to you that want to get proposals. Make sure that you know what their pain point is. What is the problem that they are trying to solve.
Is it a problem that you were willing to solve?
For example, if they say to you, we have a great cleaning service now but we just want to see if we can get it down a little bit cheaper.
Is that a problem that you want to solve?
That person has just demonstrated to you that really all they care about is price.
The third thing that you want to pay attention to, client attractions is number-one, pre-screening is number two. Number three is make sure that you spend some time positioning yourself as the expert.
Expert positioning is key.
Because although you are a salesperson, people typically have an adverse reaction to. You don’t want to appear like a salesperson, you want to seem more like a trusted advisor, as an expert in your field.
The way that you do that is by gathering information.
So think of it like you know when you go to the doctor’s office. The doctor doesn’t immediately start diagnosing and prescribing for you. He takes a medical history, and he gets information about your symptoms. What your problems are. You need to do the same thing. When you’re doing that with your client, gathering that information, your positioning yourself and letting them know you know that you’re not just about trying to close any warm body that’s passing by.
At that point, if this is a residential transaction then you have enough information now to quote a price and ask for the business. So at that point for residential it’s quite simple.
If this is a commercial sale that you’re trying to close, there are a few more steps that you’re going to have to go over.
So one of them is that you’re going to want to establish rapport with your prospect. That’s really important, because people who feel understood are more likely to buy. It’s not important that you understand they understand you, but it is important that they feel you understand.
The next thing you need to do is you need to set up a site visit.
You need to actually go and survey the building. You cannot give a commercial quote for a building that you haven’t seen. You also need to get really clear on what the scope of work is. Some people will already have a prepared scope of work for you. Some won’t, they will want you to do it. You have to be really clear on that.
Then you want to spend some additional time getting even more details about what their pain is. What the problem is.
You want to agitate that pain a little bit because commercial prospects need a little motivation to make change. It’s a big deal for them. It’s a hassle. They really don’t want to do it. So you’ve got to kind of give them a little additional motivation.
While you’re there at the site visit you also want to uncover and address objections. Uncover and address objections, and you want to get a commitment from them. This is huge to make sure to communicate with you during the buying process so that your proposal doesn’t just go into a black hole.
Then you want to go ahead and give a test quote. You need to kind of run a general number by them with regard to pricing. Because if their budget is half of what it’s going to take to do a good job, or the kind of job that they’re asking for. Then you have a decision to make. At that point you may simply decline to bid on it. It’s smart to do that now, rather than waste your time and damage your confidence by submitting bids that you don’t really have a good chance of closing. Then after all of these things if it looks like it’s a good possibility, that’s the point at which you actually prepare and deliver the proposal.
Now is when you’re closing commercial cleaning business sales. Look at all the pre things that you have to do to prepare yourself to close the sale. So the time that you’re trying to close the sale is not down here, you see it started much earlier. It started up here at step one, with client attraction. That’s what I think a lot of cleaning business owners are making a mistake. They’re trying to go straight to closing the sale without doing the preparatory work first.