A cleaning business owner recently shared his first success story. He followed some advice from Dick Ollek's book Selling Contract Cleaning Services 101, and researched prospects he wanted to connect with. After sending out something in the mail, he followed up by phone.
He contacted about 30 people before he finally got a "Yes, you can come do a walk-through." After submitting a proposal he had to wait quite a while before they finally made a decision, but he did get the account.
How many "no's" do YOU hear before you finally get a "yes"? Are you giving up too soon? I've talked to many people who contact us in frustration because they can't get their foot in the door. Many people will tell you it's simply a numbers game. I do agree for the most part. First, you need to make sure it's not something in your presentation that is turning people off. Assuming that's not the problem, it really does come down to numbers.
No one can make a sale to every prospect, but if you are persistent and target the RIGHT prospects, your closing rate will steadily increase. Don't give up too soon!
Do you agree? Share your thoughts by clicking on the Comments link below.
I think in this day of digital marketing business owners think the net is a miracle cure. Really its the same formula as many years ago. It will always take more no's to get a yes. The key is to work ways to get less no's to more yeses.
Curt
http://www.generalcleaningservice.net
Posted by: Curt General Cleaning Service | February 22, 2010 at 09:52 PM