By Steve Hanson
How to Write a Cold Calling Script for Your Cleaning Business
By [http://ezinearticles.com/?expert=Steve_Hanson]Steve Hanson
Have you ever decided to just pick up the phone and “wing-it” when cold calling for your cleaning business? How did it go? My guess is not so well…
When making a sales call you only have about 10 seconds to grab your prospect’s attention so your first impression has to be really strong. Having a prepared (and practiced) script is essential for your success.
Practicing your script so it sounds natural is very important. Have you ever received a call from a telemarketer whom you could tell was reading from a script? That’s NOT the kind of script we want to use here. Practice with friends or family members so you can have them play the role of the prospect. You want to have enough flexibility in the script so if the conversation suddenly changes, you’re flexible enough to go with the flow.
When writing your script, be sure to write the way you talk, and be sure to get to the point quickly. Don’t waste time by saying something like, “how are you today”? This gives them a chance to end the call before it’s even started. Greet your prospect by name, and then say, “My name is [John Jones], and I’m with [company name].”
Next you want to have a simple, yet strong sentence that explains what you do. For example, “I work with building owners and managers who have cleaning issues that they’ve never been able to resolve.” You need to be creative here — don’t say the same thing everyone else says. Use phrases that help to establish you as an expert. Maybe something like, “we specialize in…”, or “we’re known for…”.
Use your niche market to your advantage. If you’re calling a bank, let them know that you also work with other banks in the area. This lets your prospect know that you’re familiar with their type of business. Plus it’s likely that they know other bankers in town so if you can drop a name, this is a good time to do it.
Next you want to describe your service stating benefits, not features. At this point in the conversation, they don’t care that you’re bonded and insured, but they probably do care that you specialize in marble floor care if they have a beautiful new marble floor. They’re also interested in how you can save them money so think about specific ways you’re able to save them money.
The goal of the phone call should be to make an appointment with the prospect. You’re not trying to make a sale just yet. So end the call by setting up a time to meet. Ask them for 10 – 15 minutes of their time, and give them a couple choices. Don’t simply end the call by saying something like, “Can we meet next week to discuss this?” Instead say, “Would next Tuesday at 10 a.m. be a good time to meet?”
When you have the meeting scheduled, be sure to confirm the prospect’s name, title, phone number and address, and make sure they have your contact information as well.
To recap, here’s what you need for your cold-calling script:
· Greeting. “Hello Mr. Jones. My name is ______, and I’m with _______.”
· Say what you do. “I work with building owners and managers who have cleaning issues that they’ve never been able to resolve.”
· State your benefits. “We specialize in servicing banks with high-end surfaces like granite flooring and countertops. ABC Bank recently had us restore their granite floor and was very pleased with the results.”
· Ask for a meeting. “I would like to meet with you for about 15 minutes to discuss what we can do for your company. Would next Tuesday at 10 a.m. be a good time to meet?”
· Confirm contact information and be sure to write the appointment on your calendar!
Steve Hanson is co-founding member of The Janitorial Store (TM), an online community for owners and managers of cleaning companies who want to build a more profitable and successful cleaning business. Sign up for Trash Talk: Tip of the Week at http://www.TheJanitorialStore.com and receive a Free Gift! Read cleaning success stories from owners of cleaning companies at http://www.cleaning-success.com/
Article Source: [http://EzineArticles.com/?How-to-Write-a-Cold-Calling-Script-for-Your-Cleaning-Business&id=128016] How to Write a Cold Calling Script for Your Cleaning Business
How to Collect Payment For Cleaning Business Services
By [http://ezinearticles.com/?expert=Steven_Sutherland]Steven Sutherland
Once you have decided to start up a cleaning business, one of many small considerations that you must think of will be how you are going to receive payments from clients for your cleaning services. You will have to think about the choices and decide which options you will offer your customers. There are many ways to collect payments and we have outlined some below along with their advantages and disadvantages.
1) Cash. Traditionally the most popular method of getting paid for a service like cleaning. Popular in the house cleaning sector it is common for households to leave payment in the form of cash or check on the premises to be picked up by the cleaner after the job is complete. This way is still the best if your customers will agree to it as you are paid up front and don’t risk having the account fall behind with payments. Cash also appeals to many small cleaning businesses out there as it helps them to avoid paying tax. Professional cleaning business operators however should operate honestly with the IRS and it is professional to leave a proper receipt for the customer.
2) Another option is to have your clients set up a direct debit from their bank account so that funds are paid to you automatically each week. If cleaning charges are the same and work is done on a regular basis then this arrangement can work well.
3) Credit cards are a popular way of paying for services these days and many of your customers will appreciate the convenience and like to pay by card as they are members of credit card loyalty programs. Getting set up to take credit card payments is costly and there are ongoing fees that you will incur with each transaction so this method is usually only considered by larger, more established cleaning firms. Offering this payment option will however make your services more marketable and if you feature this information in your advertising you may find that many clients are attracted to your service over other companies based solely on the fact that you accept credit cards.
4) Lastly, you can offer to leave an invoice for clients or to mail one to them. This option is not common among house cleaners but is the dominant method in the commercial sector of the cleaning industry. Invoices often offer clients more favorable payment terms with most of them requiring charges to be paid within a thirty day period. This method is very attractive to clients as they can pay in arrears but can give cleaning business owners headaches if invoices become overdue and time and money have to be wasted pursuing bad debts.
The payment options that a cleaning company offers its clients will differ depending on the industry sector and many other factors. Try to get a mix of payment options that offers your customers a healthy choice, enhancing your service yet also offers you as the business owner a simple, low risk solution. If customers have no problems paying you for your services then they will have no reason to complain and your reputation and customer relations will grow.
Article Source: [http://EzineArticles.com/?How-to-Collect-Payment-For-Cleaning-Business-Services&id=2478231] How to Collect Payment For Cleaning Business Services
Cleaning Business Tips – Meeting With a Prospective Client
By [http://ezinearticles.com/?expert=Janice_Fowler]Janice Fowler
Finally, your house cleaning business has gone one step higher. Calling clients and dealing with them through the phone is one, but now you are starting to meet with clients personally. That is great news, actually.
If a prospective client agrees to meet with you personally, that means that they are interested in your services. Otherwise, with their busy schedules and all, they won’t be going out of their way just to know about your services and packages. After all, the phone is within reach, and a phone call would get them the information they need without even leaving their office or homes. So for your cleaning business, opportunities are very much likely if prospective clients meet with you face to face.
Where to Have the Meeting
Once you have set the time and date of the meeting, the next challenge that comes is where to hold it. You have options on this one: first, your office; second, your client’s office or home; thirds, a restaurant; and fourth, a caf� – whichever is convenient for you.
If you have an office and wish to hold the meeting there, make sure that it is clean and organized. If it doesn’t look presentable, then you’d better find a different meeting venue. Your office will be a reflection of you and your cleaning business; opportunities to get a client or not will depend on this, partly.
Next, if it’s in your client’s office or home, make sure you are on time and not keep them waiting. That would be very professional and would be plus points for you. Also, look nice – not sloppy. Your appearance will also reflect how you might do the job. And lastly, if you decide to have the meeting at a caf� or restaurant, choose one that isn’t too noisy and crowded. You will be discussing many things and having rowdy surroundings isn’t appealing. Remember these. Cleaning business tips like these don’t come every day.
How to Look
Noting that you are a house cleaning business owner, and your business is one that specializes in cleaning and organizing, it would make sense for you to look that way too. It would be a no-no to arrive at the meeting underdressed. Coming there in jeans, t-shirt, sneakers, or anything of that sort is a no-no.
So arrive in the meeting in a smart casual outfit, depending on where the meeting is. If the meeting is in a caf�, slacks and a nice top or dress shirt will do. If it’s in the house of the client, donning a blazer would be too formal and may look odd. Hence, these cleaning business tips should help you get on track.
Janice is an expert in cleaning services. Her experiences have given her insights to share to those who want to get into the business of servicing people’s houses and establishments. She believes that everyone deserves to learn, and it is up to the person to exert the efforts to make it work. Know more about Janice and her work at http://www.cleaningbusinessstarterkit.com
Article Source: [http://EzineArticles.com/?Cleaning-Business-Tips—Meeting-With-a-Prospective-Client&id=4559876] Cleaning Business Tips – Meeting With a Prospective Client
Cleaning for Profit – A Lucrative Business Opportunity
By [http://ezinearticles.com/?expert=George_Pantoleon_Floropoulos]George Pantoleon Floropoulos
In today’s world of endless working hours and limited free time, many households felt the need to hire a cleaning business to outsource the cleaning work to. It’s like gifting themselves with free time to spend with their kids and engage more… interesting activities.
At the same time, businesses and other commercial and community establishments, have been looking to outsource their cleaning needs to janitorial companies as the cost of cleaning themselves is rather large compared to that of paying a specialized company to handle the work. This is due to the fact that cleaning businesses have the experience and the equipment to perform professional, high quality cleaning with minimal cost. Which obviously allows them to make a profit as well.
As a result, cleaning businesses make it affordable for others to hire their services. On top of everything else, the quality of work is much higher and businesses certainly like to have their workplaces clean as a clean workplace is proven to increase employee productivity and it’s also vital for making a good impression when meeting with a client indoors.
The increasing demand has created an opportunity for entrepreneurs to establish and run businesses offering cleaning services. As a result, this type of business is literally booming as we speak. The estimated worth of the market is approaching the 49 billion dollars mark.
Starting a cleaning business is extremely easy, unlike common beliefs for the contrary. It only takes a few steps and the cost is nearly not worth mentioning, if you’re starting a cleaning business from home. Of course, in this case, you’ll be offering a very small number of services to begin with in order to save money from buying expensive equipment.
Nevertheless, if done right, starting a cleaning business from home can be extremely lucrative. To get started, you need to do the following:
1. Come up with a name for your business. It has to be as easy to remember as possible. To be able to draw attention.
2. Go down the local County Clerks Office and register your business for about 40$ (sole proprietor)
3. Get a business bank account. This is required by United States law.
4. Get liability and bonding insurance. You’ll only need to pay as per four or six months for insurance, depending on the state you reside and the insurance company you choose to go with.
5. Get some business cards. It only takes about 30 to 50 dollars to get thousands of these and they’re absolutely mandatory if you want to call yourself a businessman. It’s unthinkable that a client asks you for a business card you don’t have one to provide him with.
That’s it. You’re now practically in business. Obviously, to stand out from the crowd and succeed in this business, you’ll need to learn much more and you’ll need to equip yourself with basic cleaning supplies (those that you don’t already have), a rel=nofollow http://howtostart-acleaningbusiness.com/janitorial-bidding-software/ janitorial bidding software, have a logo designed and branded etc. You will definitely have to learn how to get cleaning contracts as it’ll soon become the essence of your cleaning business.
As you’re getting more and more clients, you’ll be able to grow your business and start offering more services. On top of house cleaning, you can do carpet cleaning, window cleaning and of course office cleaning while offering a wide variety of commercial cleaning services.
Always aim high! If you want to know more on how to start a cleaning business, visit our website. We’ve got lots of information and a complete start-up guide.
If you want to learn more about starting your own cleaning business, visit http://www.howtostart-acleaningbusiness.com http://www.howtostart-acleaningbusiness.com. We discuss all topics related and we have a very lucrative start-up guide with step by step instructions, start-up costs and procedures, detailed information on getting clients, managing your cleaning business, hiring and much, much more.
Article Source: [http://EzineArticles.com/?Cleaning-for-Profit—A-Lucrative-Business-Opportunity&id=7007991] Cleaning for Profit – A Lucrative Business Opportunity
By Laura Elizabeth Smith Co-Author: David Andrew Smith
Employ to Expand Your Contract Cleaning Business – Advice For the Small Business Owner
By [http://ezinearticles.com/?expert=Laura_Elizabeth_Smith]Laura Elizabeth Smith and David Andrew Smith
This article explores the benefits of staffing out your contract cleans to free up your time to manage and expand your contract cleaning business, and why playing it safe may not be so safe after all.
Small cleaning businesses will usually reach a point where they have as many contracts as they can comfortably oversee themselves without having to employ cleaning staff. This is often the case for ‘husband and wife’ teams, partnerships or sole traders and the reluctance to employ means that the business can never grow as they can only take on additional customers when others leave. These businesses are almost exclusively reliant on customer loyalty and being able to hold onto customers by providing a consistently good service, but there is a danger of getting too comfortable.
The ‘one-man-band’ cleaning business usually provides daily or weekly cleaning to small premises for which contract cleaning is rarely an essential expense. In the current economic climate cost cutting is rife, and for small pubs, cafes, shops and offices, it is often the case that a member of staff, or the owner themselves can take over the cleaning and relive the company of a monthly cleaning bill. Loyalty goes out the window and the small cleaning business owner can suddenly find their income reduced to a crippling level, without an immediate solution. This isn’t to say that this scenario is only a problem for cleaning businesses that don’t employ, but is a warning that you shouldn’t get too comfortable with your ‘morning and evening cleaning round’. The small cleaning business owner should be exploring all the ways in which they can maintain the level of work they want, and how expanding could be the way in which to do this.
So where does this reluctance to employ come from? It is often not just a matter of the fear of employment law and the heavy weight of responsibilities as an employer, but it is also because those cleaning business owners who ‘do it themselves’ believe that they could not find someone else to do what they do, all well as they do it.
There is a certain truth behind this, and of course it is only natural that the business owner has more incentive to look after a contract clean than a cleaner who is just working part time. But doing the cleaning yourself is not maintainable in the long run for a number of reasons and it will invariably mean that the owner becomes a self-employed cleaner rather than the manager of a cleaning business. With comprehensive and thorough training, regular supervision and staff incentives, there is no reason why your employee won’t perform just as well.
There are two main dangers when starting a contract by doing the cleaning yourself and then hiring a cleaner to take over, and the first one is that the owner is used to getting a full income from the contract cleans, rather than a smaller percentage once wages, holiday pay, and employers insurance have come out of it. The other danger is that the customer becomes far too used to the owner coming in who has perhaps over the years done all the little extras they have asked of him or her, whether it be unblocking a toilet or cleaning the shop front windows when their window cleaner didn’t show up.
When an employed cleaner shows up who works only to the schedule provided and never works beyond the allotted hours (even when an important client from overseas is visiting the next day!), then it is no real wonder why a client will become annoyed and disgruntled. It is then that it shows hat the little extras were just unpaid extras, and they never bothered the small business owner when s/he did them, as it didn’t cost the owner anything but a little time. Now the owner has to pay the cleaner an additional half an hour in wages for going in early to wash up all the dishes from the oversea visitor’s lunch in the boardroom, and now the cleaning business owner thinks that it’s about time that the client gets billed for this. Well after all, they are now out of pocket. The client starts looking at their monthly bill which all of a sudden has a lot of extra hours added to it which has never been the case and then thinks that perhaps it is time that they found a new contract cleaner.
The key to running these contract cleans successfully is in the very sentence; running them. From the point of quoting it should be viewed as a clean that will have cleaners employed, with the Manager’s time built into this for training and regular supervisory visits. Holiday Pay and Employers Liability Insurance should be worked into the costs and the contract should state clearly that additional cleaning to that on the contract will be at the cleaning firm’s discretion and will be charged for. It really is a matter of getting it right from the start that is key to all-round satisfaction and success.
This means that the owner now has the time and incentive to go out and look for additional cleaning contracts and expand their client base. The owner of a cleaning business is now a manager and their priority is running the business as a manager and owner, and not keeping afloat as a self-employed cleaner.
Laura along with David Smith is the co-owner of http://www.thecleaningservicesgroup.co.uk the website of The Cleaning Services Group Ltd a UK based http://www.wesparkle.co.uk cleaning services company. Article Source: [http://EzineArticles.com/?Employ-to-Expand-Your-Contract-Cleaning-Business—Advice-For-the-Small-Business-Owner&id=4774656] Employ to Expand Your Contract Cleaning Business – Advice For the Small Business Owner