How To Get Large Commercial Carpet Cleaning Accounts
Posted on 10. Mar, 2010 by admin in general
Look carefully at the potential income to be attained from medium-to-large commercial carpet cleaning accounts – you may be surprised at the revenue you can generate.Companies that aren’t as big typically look for the least expensivecarpet cleaning company they can find, or they may do the cleaning themselves, or perhaps they just don’t care about cleaning the carpet in their facility.You will find that medium-to-large commercial carpet cleaning accounts are quite unique. Quarterly we got $5,450.00 and our operating cost was only $550.00 including our labor. That is a lot better than doing 500 square feet of dirty carpet for a company who doesn’t appreciate it.How did we land this account? Here are the steps we followed, and ones you can also use in your company.Contact the specific commercial carpet cleaning account that you want as your client. Tell the receptionist or the person who greets you upon entering the facility that you would like to send information to the appropriate person.Request the name or business card of that appropriate person.Simply ask for an appointment with the person you wish to speak with. When you meet the person, be sure to say “Thank you for taking the time to come out and see me.”Inform that person that you recognize he is busy, and that’s why you would like to make an appointment to talk at his convenience in regards to the carpet and tile cleaning (or indoor air quality, if you want to get fancy). He will most likely give you an appointment since you showed him that you respect his time and don’t want to intrude at this moment. Getting the appointment is the most important part of this sales matrix.If you were not able to get the appointment at this meeting or if you did not get the meeting face to face, then call this person once a month or stop in to see him once a month to try to get the appointment.Persistence works. When he needs a carpet cleaner in the future, you will come to mind.Step 4* In your job duty, what is most challenging for you?* Is indoor air quality a concern? If so, on a scale from one to 10, 10 being the most, how would you rank it?* Is your current system meeting those goals?* What do you think can be done to improve the image?* Are their any budget concerns related to achieving that image?* What was the date of your last carpet cleaning? And Tile Cleaning??* What method of cleaning is currently being used?* What challenges does the cleaning crew currently have issues with (e.g., coffee stains, oil, grease, heavy soiling, etc.)?* What is most important to you when you hire an outside party to help you with your challenges (e.g., punctuality, equipment, quality, years in business, price, etc.)?* If someone could take away all your challenges in this area, would that be something you would like?* How many square feet of each do you have?* How much foot traffic do you have daily? He , such as the square feet in the facility. Ask if you can take some measurements after the interview.This is when you as for another meeting, preferably the following business day so that you can review the information you have received and give him your information. Be sure to emphasize that you will only need a few minutes of his time on your follow-up visit.Step 5Come back with a great portfolio of customer satisfaction letters and “before and after” pictures.All of the questions you asked and the answers you received should be addressed, or should have a solution in your presentation.Provide a price for a single extraction and/or tile cleaning, as well as a three-month regular interim maintenance program (interim maintenance can be performed by a variety of tools and equipment).This obviously will be priced less than full extraction or tile cleaning, since the carpet or tile will be relatively clean and easier for you to maintain and the cost of labor, equipment, etc., that you use for interim maintenance will be less than that used for a complete restorative cleaning.This subconsciously shows that you are both on the same side of the deal.If you hand over your presentation, he will go straight to the back page to look at the price.This is your moment to tell him all about yourself and your business.Be silent, until you get an answer.Of course, if you did not get the sale and still notice an interest, stop back regularly to keep your name in front when a cleaning decision is going to be made. Remember that the relationship is from strangers to friends and from friends to customers.The is get a contract signed, but it doesn’t have to be fancy or drafted by a lawyer. If someone else as smooth as you walks in, he will tell him that his company already has a contract with you. Always remember to use quality carpet cleaning chemicals and machines.