We hear it all the time.
Cleaning companies call – and what do you think is the one thing they nearly all ask?
Well, if you guessed – How do I find more jobs? or in How do I get more leads? then ding, ding, ding – you’re right!
That’s right, everyone wants more business.
It’s understandable. But here’s the thing…
the best place to find more business is very likely with the businesses you already clean!
Russell Conwell, who wrote the speech – Acres of Diamonds, explains that people tend to look for opportunities nearly every where but the one place they’re most likely to find it, which is –
in their own backyard!
That’s right, the customers you already have, the businesses you already clean, can be your BEST source of NEW business.
What kind of business?
Do you provide tile maintenance, window, carpet or upholstery cleaning?
Well, when’s the last time you offered any or all of these extra services to the customers you currently provide office cleaning for?
How about providing consumable poly/paper products – like toilet tissue, hand towels, hand soap or trash liners?
Well, when’s the last time you offered to take over the hassle of inventorying, ordering, tracking, and stocking these supply items for your customers?
It’s fine to look down the street for new accounts – it’s exciting – even fun.
But selling more services to your current accounts not only increases your overall sales the same as new accounts but also has the added benefit of creating a stronger bond between you and your current clients.
In sales, we have to show prospective clients – they can TRUST us.
Sometimes, that’s not easy; especially if the customer has been let down or disappointed by janitorial cleaning companies before –
which is why your own current list of customers is so valuable. They should already TRUST you.
Hopefully, they’ve seen how you and your people can be counted on to deliver quality cleaning.
And that’s half the battle, because people need to feel they can trust you before they are willing to BUY.
And, by the way, brand new accounts aren’t any easier than current accounts – in fact, they can be harder; think -new equipment, finding and training new people – new everything.
It’s like the old saying, The grass may be greener on the other side, but it still has to be mowed!
In the end, the BEST place to get more business – may be right underneath your feet.
Discover the Guru in YOU
Dan
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