| Look carefully at the potential income to be attained | | | | * What method of cleaning is currently being used? |
| from medium-to-large commercial carpet cleaning | | | | * What challenges does the cleaning crew currently |
| accounts - you may be surprised at the revenue you | | | | have issues with (e.g., coffee stains, oil, grease, |
| can generate. | | | | heavy soiling, etc.)? |
| Companies that aren't as big typically look for the | | | | * What is most important to you when you hire an |
| least expensivecarpet cleaning company they can | | | | outside party to help you with your challenges (e.g., |
| find, or they may do the cleaning themselves, or | | | | punctuality, equipment, quality, years in business, |
| perhaps they just don't care about cleaning the | | | | price, etc.)? |
| carpet in their facility. | | | | * If someone could take away all your challenges in |
| You will find that medium-to-large commercial carpet | | | | this area, would that be something you would like? |
| cleaning accounts are quite unique. | | | | * How many square feet of each do you have? |
| Quarterly we got $5,450.00 and our operating cost | | | | * How much foot traffic do you have daily? |
| was only $550.00 including our labor. | | | | He , such as the square feet in the facility. Ask if you |
| That is a lot better than doing 500 square feet of | | | | can take some measurements after the interview. |
| dirty carpet for a company who doesn't appreciate it. | | | | This is when you as for another meeting, preferably |
| How did we land this account? Here are the steps | | | | the following business day so that you can review |
| we followed, and ones you can also use in your | | | | the information you have received and give him your |
| company. | | | | information. Be sure to emphasize that you will only |
| Contact the specific commercial carpet cleaning | | | | need a few minutes of his time on your follow-up |
| account that you want as your client. | | | | visit. |
| Tell the receptionist or the person who greets you | | | | Step 5 |
| upon entering the facility that you would like to send | | | | Come back with a great portfolio of customer |
| information to the appropriate person. | | | | satisfaction letters and "before and after" pictures. |
| Request the name or business card of that | | | | All of the questions you asked and the answers you |
| appropriate person. | | | | received should be addressed, or should have a |
| Simply ask for an appointment with the person you | | | | solution in your presentation. |
| wish to speak with. When you meet the person, be | | | | Provide a price for a single extraction and/or tile |
| sure to say "Thank you for taking the time to come | | | | cleaning, as well as a three-month regular interim |
| out and see me." | | | | maintenance program (interim maintenance can be |
| Inform that person that you recognize he is busy, | | | | performed by a variety of tools and equipment). |
| and that's why you would like to make an | | | | This obviously will be priced less than full extraction |
| appointment to talk at his convenience in regards to | | | | or tile cleaning, since the carpet or tile will be |
| the carpet and tile cleaning (or indoor air quality, if | | | | relatively clean and easier for you to maintain and the |
| you want to get fancy). | | | | cost of labor, equipment, etc., that you use for |
| He will most likely give you an appointment since you | | | | interim maintenance will be less than that used for a |
| showed him that you respect his time and don't want | | | | complete restorative cleaning. |
| to intrude at this moment. Getting the appointment is | | | | This subconsciously shows that you are both on the |
| the most important part of this sales matrix. | | | | same side of the deal. |
| If you were not able to get the appointment at this | | | | If you hand over your presentation, he will go |
| meeting or if you did not get the meeting face to | | | | straight to the back page to look at the price. |
| face, then call this person once a month or stop in to | | | | This is your moment to tell him all about yourself and |
| see him once a month to try to get the appointment. | | | | your business. |
| Persistence works. When he needs a carpet cleaner | | | | Be silent, until you get an answer. |
| in the future, you will come to mind. | | | | Of course, if you did not get the sale and still notice |
| Step 4 | | | | an interest, stop back regularly to keep your name in |
| * In your job duty, what is most challenging for you? | | | | front when a cleaning decision is going to be made. |
| * Is indoor air quality a concern? If so, on a scale | | | | Remember that the relationship is from strangers to |
| from one to 10, 10 being the most, how would you | | | | friends and from friends to customers. |
| rank it? | | | | The is get a contract signed, but it doesn't have to |
| * Is your current system meeting those goals? | | | | be fancy or drafted by a lawyer. |
| * What do you think can be done to improve the | | | | If someone else as smooth as you walks in, he will |
| image? | | | | tell him that his company already has a contract with |
| * Are their any budget concerns related to achieving | | | | you. |
| that image? | | | | Always remember to use quality carpet cleaning |
| * What was the date of your last carpet cleaning? | | | | chemicals and machines. |
| And Tile Cleaning?? | | | | |