Yes, You CAN Overcome Your Fear Of Selling Your Cleaning Services! Part 2

In Part One I talked about writing down your selling fears and being yourself when selling instead of being a "pushy used car salesman".

3. The third step in getting over your fears of selling is to get clear on the results you can achieve for your clients. Too often we only think of all the things we want to tell our prospects about our cleaning business. But your prospects really don't CARE about all that! They only care about their problems and how you might be able to make a difference in their lives or business if they choose your cleaning company.

People don't really buy CLEANING, they buy RESULTS, and that is why you need to focus on the results you can achieve for your clients. As you get clear on these results, you'll find your passion, energy and confidence growing. Because you KNOW you can deliver these results, you'll speak more from your heart than from your "sales" head. And when this happens, your fears will start to subside.

4. Selling isn't persuading or convincing someone to buy, its' simply a conversation. If you have it in your head that you need to persuade someone in order to close the deal, then it's no wonder you're fearful of selling!

Instead, think of it from this perspective; selling is a conversation with a person to see if they want and need the results my company can produce. And if we go back to being passionate about the results you can achieve, then think of this as a conversation about something you are passionate about. To narrow it down even more; selling is a conversation about my passion. Does this sound a bit less frightening than the thought of selling your cleaning services?

5. Realize that not everyone is a potential client for you and to be OK with that.

Sometimes we want a prospect so badly that we ignore the warning bells going off in our heads. You may think to yourself, "I don't really like the fact that they want us to clean on Sunday mornings, but I'll deal with that later - I really need this prospect!"

If you start taking on every prospect that comes along, you'll probably end up miserable because not all of them will be a good fit for your business. It's OK to say "No" to a prospect if it just doesn't feel right. Simply tell them you don't feel your company is a good fit for their needs and refer them to someone who is.

Do you know what results YOU can give your prospects? Are you OK with saying "No" to a prospect? Share your thoughts by clicking on the Comments link below.

Comments

[Paris Mano]

I can relate to the 5th one. I took a client that wanted their office cleaned when they were there. I had turned down these requests before and really did not want to take the client but did. Big mistake. I learned to go with my requirements and if it means not getting the account then so be it. I gave up the account after a month and a half.

[Jean Hanson]

Hi Paris,
Congrats to you for realizing your mistake and moving on quickly. I see too many people stay with an account because they're afraid of losing the money. But it's such a waste of time and energy when an account makes you miserable. Better to get rid of it and replace it with an ideal client.

[Gary Goranson]

Great post Jean! Further to your point in item 4, I highly recommend the book by my good friend Jim Cathcart entitled, "Relationship Selling". Check it out at http://cathcart.com/bookstore/relationship-selling/ It is without dought must reading for anyone involved in the sales process.

[Jean Hanson]

Great tip Gary - thanks for sharing!

[ellen]

jean, i love this!!! especially the question at the end which asks "Do you know what results YOU can give your prospects?" i've never thought of it from that angle but that really is what the client is looking for, aren't they? they want to know what YOU can do for THEM. thanks!!

[Kathy Wilson Best Klean Cleaning Service]

I believe that you should offer a service to the client as a way of helping them not yourself at a fee that you can make money on not try to sell them and never let them qote a price back and settle because there are to many clients waiting for a GOOD service

[Selling cleaning services in London]

Well, actually you have nothing to fear about. Cleaning is a process that shows its effect immediately, so no matter how new and not experienced you are in doing it, the customers will see what they are paying for. So don't be scared and sell, that is my advice.

[Cleaning services London]

oh I still remember the time when I worked as seller. It was not for a long time actually - selling is not my power. But when I read the article I remember I had the same fears - rejection, not being experienced enough, looking stupid... Your tips seem logical but I didn't manage to realize them myself. Good ideas