Your job as a marketer of cleaning services is to move your prospects from being CURIOUS to being a BUYER. How do you do that? By handling their objections.
When you weave the answers to their objections into your marketing materials and "sales pitch", you are moving them from being curious to being a buyer.
Here are 7 of the most common objections you'll face as a marketer of cleaning services:
- How do I know you're qualified to provide this service?
- You don't really understand my problem.
- I don't need your service right now.
- I don't believe you (In other words, I've been burned in the past)
- My situation is different, so this won't work for me.
- What happens if I'm not happy with your service? (They're looking for guarantees here)
- I can't afford it (It's too expensive, I can get it cheaper elsewhere)
Your job is to take these questions and answer them NOW, before you even get in front of the prospect. Once you've answered the objections, weave the answers throughout your marketing materials and be prepared to discuss them at your meeting with the prospect. With regards to Objection #7 involving price, keep in mind that there are two reasons for this objection: 1) they're not your ideal client, or 2) you haven't communicated the value of your service yet.
Once you've removed their objections, they should be able to see that your service is the one that will give them the results they're looking for -- and that will move them one step closer to becoming a BUYER of your cleaning services.
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