You Got The Appointment To Sell Your Cleaning Service...Now What?

You did it! You successfully booked an appointment with the person who makes decisions on the cleaning service. Now What?

Getting the appointment is just the first step.  Don't let yourself down by not preparing – this is an important part of the sales process if you have any hopes of closing the deal. Here are some tips for pre-planning your appointment:

1. Do some research about the company and the person you will be meeting.  This will give you information to go in with and will help you open a dialog.  This is much better than going in unprepared and saying something like “that sure was some storm last night wasn't it.”  The prospect will be more impressed when you mention something about the new product they just launched or the award they just received.
   
   
2. If you have been sending marketing materials to the prospect, then he should already be familiar with your company. But if you used an appointment setting service then you might bring one piece of marketing collateral such as a brochure, to the appointment. However, use these as a leave-behind instead of handing them to the prospect at the start of the meeting.  You don't want him looking through your brochure while you are trying to keep their attention on the conversation.
   
   
3. The purpose of the appointment is to meet the decision maker and get information about their concerns, needs, and wants. After getting the needed information, you'll do a walkthrough of the location. Let the prospect know that after the walkthrough, you will go back through and measure the cleanable space on your own so you don't take up any more of their time.
   
   
4. When doing the walkthrough, take good notes and listen to what the prospect is saying. Write down any questions you might have and wait until you are finished with the walkthrough to ask them because he might answer your questions during the walkthrough. 

Once the walk through is over, thank the prospect for their time and make sure you have all of the information you need before you leave.  Don't leave until you have the cleanable square footage of the location and always inform the prospect that you are leaving the building when you have finished measuring. And one of the most important things to remember before you leave is to set the next appointment! This is when you will come back to present your proposal. Don't let too much time pass between appointments – you should be able to complete your proposal and have it ready to present within 5 to 7 days.

If you'd like to learn more about how to do a walk through, check out our online training, How To Walk Through And Measure a Building For A Cleaning Proposal