I Submitted My Cleaning Proposal ... Now What?
I can't tell you the number of times cleaning business owners have asked us this question. They did a walk through, submitted a proposal, and then left with hopes of getting a new client.
The problem is, they left the proposal with the prospect and didn't schedule a time to follow up. That means they put the control into the hands of the prospect, instead of guiding them through the process of making a decision. What should you do instead?
First, never leave a walk-through without scheduling a time to come back and present the proposal. How much time should you give yourself to complete the proposal? It will depend on the size of the account and how big of a hurry the prospect is to get a new cleaning company on board.
If it's a small account, you should be able to put your proposal together in a day or two. Schedule a meeting as quickly as possible as long as it works with the prospect's schedule. If they're busy this week, then schedule it for one week out.
If it's a larger account you will probably need more time, so schedule the next meeting for a few days from the walk through, up to a week, always keeping in mind the prospect's schedule.
Some prospects may say, "just drop it off any time and I'll review it." Avoid this at all costs. You want to go through the proposal with the prospect so they understand exactly what they're getting for the money they'll be investing in your service. It will also allow you to answer any questions they have. They may never ask the questions if they review it on their own, or they may make incorrect assumptions if you're not there.
The key to cleaning proposals is to maintain control. You don't want to put a lot of time and effort into gaining a new client and then let them off the hook by not doing a complete job of presenting the proposal. When you take control of the process, you'll land more accounts and you'll do it much faster than if you wait for them to contact you!
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Steve Hanson helps owners of small cleaning companies build a more profitable and successful cleaning business through his online community at TheJanitorialStore.com. Read inspirational cleaning success stories at http://www.cleaning-success.com, and sign up for weekly cleaning tips at //www.thejanitorialstore.com.
Copyright TheJanitorialStore.com. All Rights Reserved
Steve Hanson helps owners of commercial cleaning companies build a more profitable and successful cleaning business through his online community at TheJanitorialStore.com. For more tips on owning a profitable cleaning business, watch the popular Web TV show CleaningBiz.tv and sign up for the newsletter, House Cleaning Profit Tips.
