Episode 84: Take "WE" Out Of Your Vocabulary If You Want To Close More Sales In Your Cleaning Company

Here is a sales concept that many cleaning company owners don't often think about when talking to prospects. And that is -- "we" is for selling. "You" is for buying. Think about the last time you talked to a cleaning prospect. Did some of your sentences start with; "We do this..." and "We do that..."? 

Watch the video to learn just what that difference is, and then post your
comments below.

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Episode 84- Video Transcription

When you're talking with prospects, how many times do you think you use the word "we"? I'm willing to bet more times than you think.

The problem is, the customer doesn't care about YOU - unless you can solve their problems. So in order to stop using the word "we" so much, start thinking in terms of THEM. And the way you do that is to start learning about THIER industry, THEIR business, their neighborhood, and what specific needs they have with regards to cleaning their building or home -- instead of continually talking all about how great YOUR business is.

Here's an exercise I want you to do. Take a look at your website, your brochures, even your proposals -- any marketing materials you use. Start circling the number of times you say "we" or "I" . Then work on those sentences and start changing them so they talk about "YOU" instead.

Let me give you an example of how you can make this change. I've seen this statement on a number of websites. "We are proud to use Green Seal Certified cleaning products in your home or office." Ok...well the prospect really doesn't care that you're proud you use green cleaning products, do they? So think about how you can re-write that sentence so it uses "YOU" instead of "WE".

Here's an example: "You want your employees to be safe from harmful cleaning chemicals. So you want to use a cleaning service provider that uses Green Seal Certified cleaning products." So instead of using "we" in that sentence, I used the word "You or your" three times. In fact I never used the word "we". Get the idea?

If you really want your prospects to buy your cleaning services, start thinking about how you are being perceived by the prospect. If you're making it all about "we" or "I", you're lowering the chance that they'll buy from you. In their heads, they're going to start comparing you to your competition, and if they don't like what they hear, they'll move on to the cleaning service provider that addresses THEIR issues and that really cares about THEM.

Now I'd like to hear from you! Please share your comments by posting below the video at CleaningBiz.tv