You may have heard an expression –
Give yourself the GIFT of a good habit.
Well, here’s one gift you should seriously look at giving yourself –
Find reasons to stop back to see your prospects.
Whether it’s….’having to stop back to get a couple measurements you missed during your first building walk-thru.’
or
‘having to drop off a couple recently updated certificates of insurance.’
or
‘having to show take out some new sales literature with photos of a new and improved piece of equipment your janitorial or maid services uses’
or…
‘having to drop off the MSDS’s on a new line of cleaning chemicals you’re switching to’
You can create your own list.
The reason you stop back out to see them isn’t as important as – the fact that you DO.
Plus, having/creating a reason to stop out also has the added benefit of – keeping you from looking ‘needy’ or ‘desperate’ (both of which are never good).
INSTEAD – you are positioned and viewed as a busy cleaning business owner that simply needed to – take care of X, Y or Z.
This strategy just happens to give you another chance to visit with your prospect without them feeling you’re pressuring them.
Remember – people buy from people they ‘know, like and trust’ so, stopping back to ‘visit’ provides the opportunity for those ‘things’ to happen.
You become the guy or gal who the become familiar with, get to like – someone they have seen around, talked to and hopefully, someday – would be comfortable ‘giving the keys’ to to clean their building.
Your visits don’t have to be long. Keep it simple.
AND -you don’t have to visit and re-visit all prospects with the same frequency.
Use your judgment as to which bids are large enough to justify extra visits and which are not.
Give it a try. I think you’ll find – the more you do it, the easier it becomes.
Discover the Guru in YOU,
Dan
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