Sales Tips For Reaching The Decision Maker For Cleaning Services
There are basically 3 levels of people that you can reach when selling contract cleaning services:
- CEO Level (CEO, President, Owner)
- Management Level (Operations manager, Housekeeping manager)
- Support Level (Office manager, purchasing department)
People in the Support Level are primarily concerned with price, so that's a good reason not to contact them first.
Housekeeping managers that do in-house cleaning are not particularly interested in talking to a building service contractor. But if you start at the top, then they'll either be the decision maker or they will give you the name of the person you should talk to.
When contacting CEO's or building owners, keep in mind that they have 3 primary concerns:
- Increasing revenue
- Increasing productivity
- Decreasing operating costs
If you can address one of these three things, then your chances of peaking their interest in your service will improve. For example, "we can decrease your operating costs by...". And then give a concrete example of how your cleaning company can reduce costs.
If you send a letter, use the same strategy, but include 3 bullet points of what you can do for the prospect, keeping in mind their primary concerns. And to back up what you say, include a strong client referral letter. To make an even stronger impact, target the letter to the type of client. For example, if you are calling on a bank, include a testimonial letter from another banking client. If you are calling on a medical facility, include a testimonial letter from another medical facility.
By using these strategies, you'll be able to make more and better connections with decision makers for contract cleaning services.
