Office Cleaning and closing the deal
There are many
office cleaning companies
and
cleaning companies out
there so how can you distinguish yourself and then close
the deal with a potential client?
Even if you
manage to gain the client's commitment to signing an
order, there may be a period of negotiation required to
agree on the details.
Remember not to get carried
away by the fact that you have potentially secured a new
contract - you may still have to walk away if the deal
doesn't suit your profit margins or your ability to
deliver.
Negotiating on price
It is tempting
to end up in a negotiation on the final cost of the
deal, as it is almost certainly one of the elements that
the client will try to negotiate on. However, it is
rarely advantageous to give ground on price.
Provided you have set your price realistically, taking
into account the cost of creating and delivering your
product or service, lowering your price may:
result in a low profit margin that affects your ability
to deliver to the required standard
create an
expectancy that you will lower it further
suggest
that it was too high in the first place
For more
information, see our guide on how to price your product
or service.
If the client insists on a price
reduction, offer to give them a discount based on more
cleaning services. You could also offer to agree on a
particular price if you can alter some elements of the
proposed package, eg lessen hours.
Take your time
Whatever happens in the negotiation, remain assertive
but polite at all times. Don't be put off by comments
designed to destabilise your position, eg 'that's far
too expensive'. Outline the benefits and why it is worth
the cost.
Consider all sensible offers but don't
agree to a condition too quickly - this can make the
buyer think you are desperate and that there could be
more room for manoeuvre.
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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