How do you answer this question? Most people anxious to sell their cleaning service will launch into a sales pitch about all the reasons to use their service.
Here is what I suggest you do instead. Rather than you talking about your great cleaning service, turn the conversation around and put it right back into the prospect's court. Say something like this: "What I'd like to do first is find out from YOU, what your biggest concern is with your current cleaning service and what you are looking for in a new service."
You want to find out the desired outcome first, and then respond with your solutions.
If what you want out of the meeting is to get the opportunity to present a proposal, then make sure you create it with the customer's concerns in mind. For example, if the customer was concerned about supervision of the cleaners, you might mention this in the cover letter. Tell the prospect the name of the supervisor and how many times he/she will be checking the building each week.
When you address their concerns in the proposal, they'll know you were paying attention to what was important to them. And they'll also know that you took the time to specifically address each issue. This will lay the foundation for a long-term relationship with the prospect.
How do YOU answer this question? Share your thoughts by clicking on the Comments link below.
Here is what I suggest you do instead. Rather than you talking about your great cleaning service, turn the conversation around and put it right back into the prospect's court. Say something like this: "What I'd like to do first is find out from YOU, what your biggest concern is with your current cleaning service and what you are looking for in a new service."
You want to find out the desired outcome first, and then respond with your solutions.
If what you want out of the meeting is to get the opportunity to present a proposal, then make sure you create it with the customer's concerns in mind. For example, if the customer was concerned about supervision of the cleaners, you might mention this in the cover letter. Tell the prospect the name of the supervisor and how many times he/she will be checking the building each week.
When you address their concerns in the proposal, they'll know you were paying attention to what was important to them. And they'll also know that you took the time to specifically address each issue. This will lay the foundation for a long-term relationship with the prospect.
How do YOU answer this question? Share your thoughts by clicking on the Comments link below.
This is excellent advice for anyone providing a cleaning service.
I've been doing this for quite a while with great success. It leaves a lasting impression with your prospective client.
Posted by: Ferdi Nel | August 13, 2010 at 04:06 AM
Good advice there. I'm am still working on my site at the moment and i am trying to workout how to create a killer sentance or phrase to make potential clients choose me over other cleaners in my area. Any help would be very welcome.
Thanks
Posted by: carpet cleaning bournemouth | August 15, 2010 at 01:12 PM
carpet cleaning bournemouth - what is the biggest problem your clients have? Address that and you'll get their attention. If you're not sure, then start talking to your existing customers.
Posted by: Jean Hanson | August 16, 2010 at 07:35 AM
Good point. The customers are the important and you have to follow them. The feedback is very important. I'm still trying to figure out what is the best way to get a feedback.
Posted by: Cleaning services London | August 17, 2010 at 10:16 AM
As I mentioned in my last post, the best way to get feedback is to talk to your existing customers.
Posted by: Jean Hanson | August 17, 2010 at 10:48 AM
All true.
You could even speak to customers of other companies and get ask them why they use the company they do. It's a great way to get awesome ideas.
Posted by: dyson dc14 reviews | August 21, 2010 at 04:59 AM
Customers are what make your company. Don't just tell customers what you do but, ask them what they want done. It is important that they know that you care about their needs. They appreciate being appreciated. Remember to ask them if they are satisfied before you leave their home. If they are not, finish what they ask. Study other companies and what they do that makes their customer's happy and try to build ideas upon it. It is a great way to add business and make your customer's happy and coming back.
Posted by: Natalina Durso | September 01, 2010 at 05:49 PM