When meeting face to face with your cleaning business prospects, you have to prepare and make a list of probing questions to get you prospect talking about their concerns and for you to show your expert problem-solving skills.
You have to be more of a listener than a talker at this meeting, so to help your prospect find a solution to their problems; you have to get as much information from them as possible. When making your list of questions, think of questions that will get your prospect thinking. Some questions could be:
What are the reasons why your company is looking to change your cleaning service? (ask this one when they contracted you.)
Why are you placing the contract out for bid?
It could be because they’re required to cleaning service out for bid once a year. Or they’re not satisfied with the current contractor. Or it’s because they are cutting costs and are looking for someone who can offer a lower price. If their reason is the latter, then it should serve as a warning for you. Prospective clients that are looking for the lowest bidder are not usually the best customers for your cleaning business.
What types of challenges are you having right now?
What other concerns do you have?
With this information, you will be able to know how to solve their problems. If you are talking about the current contractor, don’t talk badly about them. Your prospective clients may feel that you are criticizing their poor judgment when they hired the current contractor.
What improvements would you like too see?
What do you expect for your cleaning service?
What does your current cleaning company do to guarantee you the quality of work you require?
When I talk about “value” in term of cleaning service, what comes to mind?
What do you think about this topic?
If your prospective client voices a concern about the price, ask them: What would you do when you’re current cleaning service doesn’t show up or complete the job to their satisfaction, would they feel that they’re getting value for their money?
After asking them more probing questions, your next step is to ask your prospective client if you can have a tour of the building you’ll be bidding on. If it’s not possible at the moment, then you have to get another appointment so you can have the tour.
Before going on with the tour, set your next appointment. You have an appointment to make so that you can come back and present your completed bid to your clients and close the sale.
Though your clients may have the measurements for the floor surfaces, it is recommended that you make your own measurements of the building and the different floor surfaces such as the tile, carpet etc. You may also ask the prospect if you can be allowed to go back after the tour to initiate your measurements without taking up any more of his time. When you are done, check back in with the prospect and let them know you’re done. Remind then of your next appointment and thank them for the time.
