Cleaning company telemarketing tips

Prospecting for contract cleaning customers through telemarketing — a stunningly fast and cost-effective way of acquiring new clients

Most of us have tried cold calling to obtain new contract cleaning customers... and found out the hard way how unrewarding and ineffective it can be.

More often than not, the reception is somewhat unwelcoming if you call facility managers out of the blue. You're liable to receive practically nothing BUT rejection, some of it extremely impolite too.

But does this really PROVE that telemarketing doesn't work... or does it merely show that we've not had the experience and insider knowledge on WHAT to say when we reach the target person and which APPROACH to take to telemarketing?

Well, to find let's take a look at how people see telemarketing.

Why telemarketing has a bad name

Telemarketing has a bad name only because there are so many inept, unskilled and badly planned approaches in use.

The fact is that most telemarketing calls succeed only to UPSET (or bore to death) the facility manager within seconds... and once that has occurred, there's NO WAY anything good could ever come out of that conversation.

Some telemarketing activities are just idiotic, trying to FORCE things on the target persons. Here, we need not search farther for the cause of failure.

If telemarketing people had a little less aggression and a bit more cleverness in planning their approach, telemarketing would have a far better image than is the case currently.

But most of the better-planned telemarketing activities also manage to achieve very low results because of a more hidden cause:

Unwittingly, they upset the target person by overstepping his willingness and/or ability to accept what is being said.

It's very normal for telemarketing speeches to try to force the facility manager into accepting chosen facts. This is the "sales-oriented" telemarketing strategy wherein one tries to SELL ideas (and, cleaning services) directly on the telephone to a stranger.

They want to FORCE the facility manager into saying that he is dissatisfied with his current cleaning service. They attempt to manipulate him into answering their questions "correctly."

But logic doesn't work in telemarketing... well, not logic forced on the target person anyhow. That's because the success of telemarketing is solely based on the EMOTIONAL RESPONSES that the telemarketer creates in the person he is calling.

All response to a telemarketing call is EMOTIONAL

The fact of the matter is that people react to new things emotionally much more so than rationally.

That's to say whenever something new springs upon us our initial reaction is based on EMOTION, not logic.

For some, logic takes over quite quickly. But the majority need help in being able to start thinking rationally in a subject with which they're NOT FAMILIAR.

And for most facility managers, the subject of evaluating and comparing contract cleaning services is factually a subject in which they're not experts.

Therefore, LOGIC can only be used to plan an emotionally correct approach, NOT to plan a logical approach.

In other words, you cannot "talk sense" to facility managers at this stage if you want prospective clients. Instead, you must talk "emotion" so your approach meets with their approval on an emotional level.

Thus, the strategy of telemarketing must be built on...

-	how facility managers look at cleaning services, what's their level of familiarity, awareness, and understanding on the subject of contract cleaning services...
-	how willing they are to view the quality of his current cleaning services exactly as it is and SEE if there is reason to be dissatisfied...
-	how much (and how fast) we can INTEREST him into a discussion on the subject of cleaning services (and avoid being rejected)...
-	how well your approach is built to meet his emotional response to the subject of cleaning services...
-	how well and fluently YOU can introduce new factors that help to explain the problems in a way he can ACCEPT (basically by finding causes other than HIM for the unfortunate state of things)...
-	how gradual your approach is so he can take the next step without having to face too much discomfort or responsibility (commitment)...

...and so on.

Now, it may all seem a bit confusing and theoretical, but essentially it simply means this:

To be successful, your telemarketing approach must ALIGN with how facility managers currently SEE cleaning services and how they FEEL about it and all the subjects it involves. It must also include comfortable, interesting and small enough steps for him to take so he can "graduate" onto the next level of action following the initial prospecting call.

Now, if you attempt PLANNING that from scratch you're up for a project lasting several years. I know for we've done it... and it did take years.

You need to survey the target audience several times, test various scripts, find the problems in the script AND in how the telemarketers use it (and differentiate between these so as not to change what works), adjust the speech and the way people use it... back and forth for ages because each phase needs to be done LONG ENOUGH so you can be CERTAIN of its mistakes and results... on and on.

It's very complicated and time-consuming.

However, once there, once the work has been done, once you've fought through all the confusion it all becomes utterly SIMPLE.

And that's basically what Part 3 of Cleaning Service Client-Acquisition System gives you in a neatly organised form.

Once you see the ready-to-use tools and read the chapters explaining the "how and why," see the instructions on how to use the tools and view the troubleshooting list for this telemarketing system... everything will click into its place and it will be very simple and make-sense.

Power beyond anything you've seen before...

If you've tried telemarketing before and have disappointments in the subject, it's understandable to feel quite sceptical.

Also, we cannot promise that setting up your own telemarketing activity will go without ANY problems.

That's why you have the years worth of experience in the troubleshooting list and that's why we — who have USED this system for years — stand by to offer assistance should you encounter problems.

However, let it be said that if you persist and achieve functionality with this telemarketing activity, there's just no way of describing how much it can produce.

The results will take you by surprise, guaranteed.

Just imagine what it would mean to "push a button" and have 10 prospective clients for next week?

Even with a relatively low closing ratio, you could sign three of four of those prospects onto your services. And who knows, perhaps you'll be one of those who get the 70-80% success ratio that some of our clients have achieved...

Just think... what would it really MEAN for your cleaning company to HAVE such a tremendously effective system? What would it mean to you personally?

Well, why not take a look and see the package of tools and system that are included in the Cleaning Service Client-Acquisition System?

CLICK HERE to read the introduction to Cleaning Service Client-Acquisition System, the uniquely effective system for obtaining new contract cleaning customers!

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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?

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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...

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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?

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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...

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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.