How Office Cleaning Companies can win contracts
You may
need to try different ways of getting the client to
agree to buy your cleaning services. There could be
various reasons for their initial reluctance, but often
it could be as simple as nerves or the fear of making
the wrong decision.
It is important to reassure
the client that they will be in safe hands and to
confirm the benefits they will experience once they sign
up. Show them any testimonials you have from your other
clients - particularly if they are well-known companies.
Different closing techniques
If you sense that
directly asking for the business won't work, you could
try:
Assuming they will sign - eg "What day is
best for us to start?"
The 'conditional' close - eg
"If I could satisfy you on this point, could we proceed
with this order?"
In all cases, make sure you allow
the buyer time to say "yes". If there is a pause after
you have tried a closing question, let the potential
client speak first. The client often needs a few moments
to confirm to themselves that they are happy to go
ahead, so being the next one to speak could interrupt
this thought process.
If you can't close on the
day
If you are convinced that the client will not
sign an order at the meeting but they still seem
interested, offer to return with a tailored proposal.
This can be risky as they may cancel once they are out
of the atmosphere of the sales meeting, so make sure you
confirm a date and time for a second meeting - ideally
within a few days of the current meeting.
Take
this opportunity to write down any unresolved objections
and explain that you will return with a firm proposal.
It is a good idea to gain an idea of their budget if you
haven't already done so.
You may decide that the
client is not ready to buy and may never be a serious
prospect. If this is the case, politely thank them for
their time and offer to keep in touch. It is better to
invest your time in more serious prospects.
See what out clients have
to say about us in out office cleaning testimonial page
"we chose ICS because we liked
their green cleaning
ethos plus we were very impressed with their
price"
Julie Kelly - Sony TV
more testimonials
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