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Mastering the Art of Contractor Cleaning Sales
The 10 Steps to Success
In the realm of Contractor Cleaning / Pressure Washing, mastering the art of
sales is paramount. You want to establish trusting and cultivating enduring
customer relationships are essential. The "10 Steps to a Sale" series
will help you navigate through this path successfully. Here are the steps
that will help you elevate your contractor cleaning business.
Step 1: Measure Your Job in 3 Phases
Before you begin any cleaning project, break it down into three phases: A, B, and C. Customize your approach based on what the customer needs and what will provide the best results.
- Phase A: Deliver exactly what the customer requests, and add what's necessary to meet the minimum standards. (Package A)
- Phase B: Provide what the customer asks for, while also recommending essential additions that enhance the cleaning experience. (Package B)
- Phase C: Go the extra mile by offering a comprehensive package that includes everything possible to leave the property spotless. (Package C)
Step 2: Pre-Inspection & Value Stacking
Start with a thorough pre-inspection of the property. During this time, think about how you can continually improve your services with each visit. Value stacking involves exceeding the customer's expectations consistently.
Step 3: Re-Walk the Entire House
After measurement and inspection, take another walk through the entire house. This ensures you haven't missed any details. You want your recommendations align with the customer's needs.
Step 4: Data Entry and Pricing Questions
Take a moment in your vehicle to enter job information accurately. If you have pricing questions, contact your sales manager before returning to the customer.
Step 5: Share Your Company Story
Take the opportunity to share your company's story with the customer. Explain when and how your company started, emphasizing its commitment to integrity and honor.
Step 6: Teach and Preach
Rather than just selling your cleaning services, focus on teaching the customer how your expertise can benefit them. Help them understand the value of your services in solving their cleaning challenges.
Step 7: Center on Helping the Customer
Place the customer's needs at the forefront. Listen actively, ask questions, and tailor your recommendations accordingly.
Step 8: Be Respectful and Treat the Customer Like Family
Build a strong rapport with the customer by treating them with the same respect and care you'd offer to a family member. If your company is family-owned, highlight this connection.
Step 9: Share Personal Touches
To establish a personal connection, consider sharing a photo of your own family. This humanizes the interaction and helps the customer relate to you.
Step 10: Invite Them to Join Your Company Family
Express that your company is like a family, and you are the cousin, uncle, or aunt that everyone likes. Assure the customer that your company is dedicated to serving their needs.
The "10 Steps to a Sale" serve as a clear roadmap to excel in the
Pressure Washing / Contractor Cleaning Industry. By implementing these
steps, your chances of securing contracts increase significantly. It's essential
to understand that success goes beyond merely cleaning. Your goal is to
establish enduring relationships with your customers. Always keep in mind
that building trust, upholding integrity, and fostering a familial atmosphere
within your company are vital elements that will deeply resonate with your clients.
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