A constant flow of prospective cleaning clients

A constant flow of prospective contract cleaning customers for your cleaning company?

To obtain contract cleaning customers, we need to find prospective clients.

Essentially, the number of new cleaning sites depends directly on how successfully you can find facility managers who are potentially interested in changing cleaners.

Your success ratio in closing prospective clients onto your contract cleaning services may be high, average, or low. Whichever, there's only one guaranteed way for increasing the number of new contract cleaning customers:

To increase the number of PROSPECTIVE clients that you acquire on monthly basis.

But if it were that simple then everyone could obtain virtually ANY number of new contract cleaning customers. You would only have to invest in prospecting, right?

Unfortunately, there is not one but TWO factors at work here... and, if you want to be able to obtain more (and better) clients at will, you have little choice but to get BOTH factors under control.

The all-important second factor: The activity level of the potential customer

In selling contract cleaning services, we need prospective clients to sell to, of course.

If we acquire these prospects in a passive way — such as by way of Yellow Pages ads and other listings only — then we will accumulate only so many new potential clients every month and year.

Since you're reading this article, it's a safe guess that you're not completely happy with the number of prospects that you receive currently on monthly basis but would like MORE.

Chances are also that you've TRIED using a more active prospecting method — such as direct mailing letters, telemarketing calls — but found it not too successful in terms of results.

You may also have found out that the potential clients obtained through ACTIVE prospecting aren't as easy to close onto your services as you had hoped.

And there's a reason for that.

Using PASSIVE prospecting methods, the future potential client has to WORK to find you, to find out about you, to locate you, and to contact you. Possibly he knows someone who uses your services and he talks with that person. Possibly he logs onto your Internet web site (if you have one) and reads everything that's there.

He has to figure out what to ASK from you, which points to check about your services (and service attitude)... and so on.

It's actually quite a bit of work to go looking for something whose purchase you've already decided.

No doubt you've had to do this yourself with other services too:

You need something and then have to work hard to find where you can get information about it, where it can be bought, which issues you should take into consideration before choosing WHOM to buy from... and so on.

Now, all this hard work tends to make the prospective client very ACTIVE.

To start with, he has already decided that he NEEDS this service:

He has no cleaning service OR he has decided to replace the existing one for reasons of his own. The point is that he has already MADE UP HIS MIND, he has already DECIDED to sign onto a new contract cleaning service... and it's not a question of IF he signs on but with WHOSE services, see?

The process of having to work hard to get what he wants makes him want it MORE... and, in his mind, CLINCHING it becomes quite important.

He becomes the hunter, the predator out to catch his prey... as opposed to the target of sales pressure, see?

All this turns him into a dedicated buyer, one to whom the "right thing" becomes "signing onto a new contract cleaning service."

Obviously, we're talking about potential clients acquired through PASSIVE means of prospecting, leaving THEM to do all the work to get in contact with you.

As said, these are often the best prospects simply because they're so dedicated to succeeding in finding the service they're looking for. They'll usually BUY if you can show that you're the right choice.

But, as always, there's a downside:

These prospects are too few and far between.

If the truth be known, NONE of us can get nearly enough of these prospects.

You're also on the same line with every competitor whose ad is also in the Yellow Pages (or whatever listing the prospect used to find you)... and everyone's competing to have the BIGGEST ad, making it an extremely expensive sport for every cleaning company.

So, there are too few prospects and competing for these is expensive... and you have no other choice but to be on the same starting lineup with every competitor in the area.

Thus, you have to SHARE those precious few best prospects with everyone else as these are basically divided up by whichever ad catches their eye.

Now, if you begin prospecting ACTIVELY, we enter another problem.

You'll catch the facility managers at a point where they've NOT (as yet) decided to change cleaners, where they've not become actively dissatisfied with their cleaning...

You catch them at a point at which they're NOT LOOKING for a new cleaning service.

For these target persons, the "right thing to do" (at the moment you reach them) is to STAY WITH THE CURRENT CLEANING SERVICE.

And that's why these prospects are much harder to win over and sell to. They've not had the chance to think it over, to evaluate their current cleaning service for its pros and cons to reach an informed decision on whether or not they should change cleaners.

Consequently, once you start actively prospecting, your sales closing ratio is bound to drop quite dramatically, leading to all kinds of frustrations.

In fact, many cleaning companies have GIVEN UP active prospecting altogether just because they think it's not possible to get RESULTS (new contract cleaning customers) this way at any cost-efficient ratio.

So, is it a dead end street, a Catch 22, in which there's no way of winning?

Well, for most of your competitors it is and will remain so for the eternity... but not necessarily for you.

Not if you know how to handle these types of prospects.

Taking time to turn passive cleaning prospects into activated ones

Selling contract cleaning services actively can be done but only if you know how to CHANGE your approach and presentation to suit the altered circumstances.

Basically, there's no way of selling successfully to passive prospects the SAME way as one would sell to active ones.

There's a thing about human behaviour when it comes to active and passive roles.

If you meet someone very active then the high activity level itself tends to PASSIVATE YOU. It's an alternating game between two people wherein when one is active the other becomes passive.

It's like when we sit down to watch a performance.

Someone is singing and we let him become the performer and, quite automatically, WE settle into the role of an AUDIENCE.

He's active, so we become passive, in other words.

When he finishes his performance, HE becomes passive — he bows and then just stands there — and WE become active by clapping our hands to show our appreciation for the performance.

Similarly, when someone talks he is active and, listening to the speaking, the other person becomes passive.

Normally and between two friends, this alternates so that once the first person has had his say, the second one begins talking, so that a conversation is maintained.

Now, there's a bit more to this when we take it into the realm of selling to prospective contract cleaning customers.

Here, it's not a conversation between two friends who know each other and WANT to talk with one another.

The facility manager has been called out of the blue and he has NOT asked to be talked to... in fact, he possibly doesn't at all WANT to participate in the discussion.

And that's the difference when you start prospecting actively:

You "hit" facility managers unannounced at a time not of THEIR choosing and offer them something that they've not asked for.

Obviously, you're bound to come across a few facility managers who HAVE already decided to change cleaners but haven't acted upon it OR who haven't chosen a new cleaning company as yet. So, you won't be rejected instantly in every case.

But with most facility managers, there is no prior decision to change cleaners.

And, if such a decision hasn't been made, he may well see your approach as an attempt to tell him how to do his job... to which he is likely to react with rejection.

Most facility managers are well-behaved people so they won't SHOW their irritation. Instead, you'll be told that they're "fully satisfied" with their current cleaners.

Which is NOT the case eight times out of ten, as we well know from the surveys we've conducted with facility managers.

But he isn't about to confess to YOU that he has made a bad choice of cleaners... so, he'll just say he is satisfied (WHILE, in his mind, the reaction could be something like "I'll decide if and when we need to change cleaners, thank you very much!").

So, how do we turn this around... how do we make it possible for ourselves to contact facility managers with an active prospecting method WHILE making them active in seeking a new cleaning service... out of the blue?

Simple.

We ACTIVATE the facility manager, approaching him in a totally different way so that he becomes gradually more and more interested and ACTIVE.

There's a very special technique for doing just that.

Ask for his opinions on how the cleaning should REALLY be done so it's just right!

Any active prospecting method necessitates you to contact facility managers out of the blue and, thus, they cannot be expected to be INTERESTED in changing cleaners at that instant.

That's why the traditional method of selling contract cleaning services doesn't work with this type of prospect.

He will simply reject the offer. He hasn't (as yet) become sufficiently fed up with his current cleaning service as to having "invented" that he wants to CHANGE cleaners.

And, since he hasn't yet reached that conclusion, the traditional sales approach will automatically make him answer the question "Do you want to change cleaners?"

So, he ANSWERS THAT QUESTION, regardless of whether or not you actually VOICE the question... and he automatically responds to it "Thanks, but we're satisfied with our current cleaning service, at least for now..."

Therefore, we cannot approach these "cold contacts" the traditional way.

We must approach them in such a way that the conversation can be continued automatically even if he thinks he is fully satisfied with his current service right now.

It's really worth your while, you know... after all, surveys prove conclusively that about 80% of facility managers are to some degree dissatisfied with their cleaning services... so you have 8-1 odds to hit a prospect who is in need of a better service.

So, how do we contact facility managers and strike up a conversation, which, to them, is so interesting that it is likely to lead into a request for a quote?

This way:

We ask him carefully planned questions about his views and opinions on how cleaning companies should really act in various situations and what they should change in their services.

Being respectfully asked for his opinions — and in such a way that he feels you're genuinely interested and willing to let him speak his mind freely — is an irresistible temptation for almost every facility manager!

After all, hasn't the cleaning company REJECTED his views and opinions for ages? Oh, of course they do it POLITELY and all that... but you know how hard it is for anyone to welcome detailed (and often misguided) instructions on how to do his job... so, no matter how hard his current cleaning company TRIES, they're bound to reject his pet theories and NOT change their services accordingly.

Therefore, you can bet that the facility manager will JUMP at the chance of telling YOU all those theories if and when you ASK for it!

Obviously, you need a very carefully planned, tested and proven set of questions in order to guide the facility manager into the right path of thinking WHILE allowing him to say anything he wants.

Just as obviously, it takes a bit more time to handle each prospect to where you can give them a quote and have excellent chances of getting it accepted.

But IF you are prepared to invest the time and acquire the method for such prospecting, then we can see how useful it would be to have the facility manager explain how cleaning companies SHOULD include in their cleaning and what HE considers to be the sign of an exceptionally excellent cleaning company...

Just imagine if you also HAD a way to OFFER him most everything that he wishes for... wouldn't that make it rather easy to persuade him into changing cleaners, from his unsatisfactory current cleaning company to yours that offers everything he wants...?

Well, that's exactly how the prospecting & sales system within the Cleaning Service Client-Acquisition System is set up. It's something that we researched forth, tested extensively, run as a pilot with more than 50 cleaning companies and finetuned the techniques into ready-to-use tools that produce new contract cleaning customers consistently at the pace you want.

Now there is a way to obtain more prospects and handle these in a way that leads to a high sales closing ratio.

If you're interested in seeing how it is all put together, CLICK HERE to read the introduction to the Cleaning Service Client-Acquisition System!

It could begin a new age of prosperity for your cleaning company...

HDK CONSULTANTS LTD 32 Manning Close Richmond Square East Grinstead, RH19 2DR West Sussex United Kingdom Telephone: (01342) 328 116 (from US: 011-44-1342-328116) CONTACT FORM

Is it at all POSSIBLE to increase the number of well-paid contract cleaning jobs AT WILL?

Indeed... is it possible to CONTROL the number of new contract cleaning customers we obtain on monthly basis? Is it possible to increase the PROFITS of each cleaning site well above the industry standards... and do so without having to invest an arm and a leg before you know whether or not it works?

CLICK HERE to read about a new approach to finding better-paying contract cleaning customers at low cost IF you can be among the first in your area...

How you could increase your prices and profits in the face of competition:

Competition is tough and pricing is often the only weapon used to win contract cleaning bidding.

But did you know that not all clients and/or facility managers are looking for the lowest price... but something altogether different?

CLICK HERE to read how you could set up your prices and profits and still INCREASE THE PULL of your contract cleaning services and utilise this special market for obtaining high-profit cleaning sites!

Sales Boosters:

Are you a top sales expert who finds it easy to sell to prospective clients... or are you not confident or simply not experienced in selling contract cleaning services?

Whichever, there's a booster for your sales...

CLICK HERE to read the two sales results boosters which will increase your sales many times over!

The difference customers' appreciation makes in your motivation and profits

Hand to heart — have you ever wondered what it would feel like if cleaning customers genuinely appreciated the service you work so hard to provide... and if they also let YOU know about it?

Furthermore, how would such openly admitted satisfaction affect the motivation of cleaning crews and yourself? And could it actually also mean more PROFITS from each and every cleaning site for your company?

CLICK HERE to read an eye-opening article on how you can increase the awareness of clients on how much they receive from your cleaning services...and how much it could affect your profit margin!

What do they dislike and like, suspect and trust? What's top quality and why?

CLICK HERE to read how you could make a lot more by knowing what they want from cleaning!

Do the math: Cost and results of passive versus active methods of finding prospective clients

Many cleaning companies use huge sums of money for advertising their services. While it brings new clients, could there be a way to obtain a lot MORE clients... and at a fraction of the cost?

CLICK HERE to compare the costs and results of passive and active client-acquisition methods for cleaning companies!

Client-Satisfaction: Making cleaning customers SEE how much they receive from your cleaning services!

Have you ever wondered why contract cleaning customers are so insistent on finding FAULT with your work... and why they complain about the smallest things? Why do they not perceive the thousands of square feet you've cleaned so well but put their attention on finding the few square INCHES which you've possibly missed? What if you had a way to make them SEE all the well done work instead?

CLICK HERE to read the amazing, groundbreaking innovation on client-satisfaction and how you can increase it ten-fold with only a few minutes spent monthly!

An unlimited source of top prospective clients for contract cleaning services

What if you could find an UNLIMITED number of great potential contract cleaning customers from within your area at will? Just imagine how it could affect your business and income! Well, why not check out this article to find out how some cleaning companies have managed to obtain prospective customers on continuous basis...

CLICK HERE to read how you could acquire practically ANY number of great prospective contract cleaning customers every day of the week!

The packaging of cleaning services

The task of marketing is to PACKAGE the service to be sold. But just HOW that is done and what benefits it can bring you is generally not known.

CLICK to read how to package cleaning services into top-selling products!

Publishing: A unique way of creating HUGE interest for your contract cleaning services FREE!

Would you like to publish a best-selling guide in your area and to educate facility managers on how to evaluate cleaning services and choose the cleaning company... YOURS? Would you want to increase the awareness of facility managers on how much YOU could help to improve their cleaning and rid them of the problems they may be facing with their current cleaners? And do all this so that your marketing actually pays for itself and then some? Well, if so, then here's a way to do it without ever having to write a single word...

CLICK HERE to read how you could publish and start selling an authorative guide to contract cleaning services and get PAID for selling your services!

Added-value cleaning services:

Added-value cleaning services have a significantly higher success ratio in sales while producing clearly better profits for the cleaning company.

But what are added-value services and how do you create such for your cleaning company?

CLICK HERE to read about added-value cleaning services!

Utilising the Internet in marketing & selling contract cleaning services

The Internet is here to stay. With more than a billion people, the Internet has become the primary source used by companies to find new services and information about business-to-business services.

Yet, only about 4% of cleaning companies utilise the Internet efficiently for prospecting and marketing, even though it is practically a COST-FREE way of acquiring a constant flow of new contract cleaning customers. Regardless of whether or not you have a web site, this article is quite an eye-opener in terms of Internet marketing of contract cleaning services...

CLICK HERE to read how you could start utilising the Internet efficiently for acquiring contract cleaning customers!

How to present & sell contract cleaning services without having to state self-promotional claims

In selling cleaning services, one of the weak points of the traditional sales technology is that you have to state CLAIMS about your services and about your own excellence. Surveys show that facility managers automatically SUSPECT any self-promotional claims made in a sales situation. Thus, those claims are NOT believed and the end result of stating claims is a lowered believability toward you and your services. The best way is to AVOID making such claims... but, if you don't TELL him about the quality, how is he to KNOW?

CLICK HERE to read about a new groundbreaking presentation & sales technique for contract cleaning services that'll bring the quality of your service to the attention of faciilty managers without you EVER stating any claims!

Telemarketing

How could you set up a cost-efficient and highly lucrative telemarketing activity to ensure a constant flow of preselected potential contract cleaning clients at a moment's notice, starting and stopping it as needed?

CLICK HERE to read about telemarketing of cleaning services!

Is there a way to acquire new prospective cleaning customers by way of direct mailing in a high-quality, effective manner while creating a top image for your cleaning company?

More Referrals?

What if you could get each of your contract cleaning customers activated into bringing you several new prospective clients every year... now, wouldn't that be quire something?

CLICK HERE to read about obtaining referrals from existing cleaning clients!

History of the cleaning service marketing project that changed the success odds within the cleaning industry forever in favour of smaller cleaning firms

These articles explain the findings of a long-term cleaning service marketing project by a team of top marketing experts and with the participation of more than 50 cleaning companies over several years. But how did the project come to start and what did it take to bring it to a successful ending?

CLICK HERE to read about this unique cleaning service marketing project and the team behind this cleaning service marketing web site.