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    Selling Contract Cleaning Services 101
    Selling Contract Cleaning Services 101
    Selling Contract Cleaning Services 101
    Ebook158 pages3 hours

    Selling Contract Cleaning Services 101

    By Richard D. Ollek CBSE

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    About this ebook

    When you are a new company or a young company wanting to grow and build a profitable, vibrant organization, it can be so difficult finding the time AND the dollars to move forward.



    This book gives you the systems and methods by which you can become a major player in the marketplace. The systems and processes outlined in this book have been used by the author to build a successful company and now he shares them with you.



    You dont necessarily need a lot of dollars, but you do need a lot of commitment to make it happen. Commitment in right areas and with the right direction may be all you need.



    Pay particular attention to chapter 14 as it can change the way you view yourself and your company. Just as importantly, it may just change the way your prospects and customers view you and your organization.



    Wanna make it happen? Lets get started.

    LanguageEnglish
    PublisherAuthorHouse
    Release dateAug 25, 2008
    ISBN9781467863506
    Selling Contract Cleaning Services 101
    Author

    Richard D. Ollek CBSE

    Richard D. (Dick) Ollek founded his own Building Service Contracting firm in 1972 after managing another company for 9 years. He served as CEO of his company until selling it in 2005. After selling the company he founded Consultants In Cleaning, LLC where he serves as Senior Consultant offering marketing assistance, workshops and educational seminars, as well as ongoing telephone consulting with client guiding them in their everyday business endeavors. He has successfully assisted many companies in obtaining double digit sales results while improving bottom line percentages. In 2007 he also became a founding member of Tripod Learning Associates, an organization offering a variety of products and services dedicated to maximizing the value of a company. These products include a FREE weekly pod cast as well as a monthly subscription based Inner Circle for members to receive education on a particular subject in greater depth than the weekly pod casts. Information on both is available at www.tripodcast.com. Dick and the Tripod associates have also developed a sizable library of CD’s and DVD’s on a wide variety of subjects to enhance a company’s education. These are available at www.consultantsincleaning.com. Year after year, Dick continues to be one of the most highly rated speakers at various industry conventions, workshops, and seminars. He is in high demand by individual companies where he conducts one and two day training workshops that continue to earn him return engagements. In addition to this book on the DO’s and DON’Ts of Contract Cleaning, he has authored two additional books entitled “Selling Contract Cleaning Services 101” and “Finding, Training, and Keeping GREAT Service Employees 101”. Dick, his wife, Barbara, and their dog Ceasar, divide time between their home at the Lake of the Ozarks in Mid Missouri and their place in Southwest Florida.

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      Book preview

      Selling Contract Cleaning Services 101 - Richard D. Ollek CBSE

      © 2009 Richard D. Ollek, CBSE. All rights reserved.

      No part of this book may be reproduced, stored in a retrieval system, or transmitted by any means without the written permission of the author.

      First published by AuthorHouse 5/21/2009

      ISBN: 978-1-4389-0629-4 (sc)

      ISBN: 978-1-4389-0628-7 (hc)

      ISBN: 978-1-4678-6350-6 (ebk)

      Contents

      Acknowledgments

      Chapter 1

      Who Are You?

      Chapter 2

      What Are You?

      Chapter 3

      Creating the Prospect List

      Chapter 4

      Maintaining the Prospect List

      Chapter 5

      Weekly Targeted Mailings

      Chapter 6

      Hit List Mailings

      Chapter 7

      Mass Direct Mail Campaigns

      Chapter 8

      Customer/Prospect Luncheons

      Chapter 9

      Telemarketing

      Chapter 10

      Trade Show Selling

      Chapter 11

      Selling on the Web

      Chapter 12

      The Use of Sales People

      Chapter 13

      Getting the Banker to Say Yes

      Chapter 14

      When Do You Go Out for Bid?

      Chapter 15

      Doing the Walkthrough

      Chapter 16

      Preparing the Proposal

      Chapter 17

      Presentation Helpful Hints

      Chapter 18

      Now What?

      Dedicated To

      My wife, Barbara, who said yes

      to a date with me in 1958,

      agreed to marry me in 1962,

      and has been the rock of support

      and love throughout my life.

      I LOVE YOU SWEETHEART.

      Acknowledgments

      First and foremost, I give praise, glory, and thanks to my Risen Savior, Jesus Christ, who has provided our family with countless blessings. What peace and comfort He brings to our lives each and every day.

      I want to thank my children, Robyn, Rich, and Ron, who put up with dad not being home very much while he was building a business and traveling around the country doing workshops.

      Another thank you goes to my Boston Terrier, Caesar, who sat by my feet as I put the words of this book down on paper. He has personally approved everything written in this book. Woof!

      Disclaimer

      Neither the author nor its legal counsel make any representations as to the legality of the ideas or statements contained in this book. They represent the ideas and opinions of the author only and in no way provide a guarantee of success for the reader as every company and individual situation will be different as will the commitment to any program or process. Furthermore, any cost estimates or prices are based on information deemed reliable but not guaranteed and are used for the purposes of illustration only. All persons should consult with their own legal and financial counsel concerning the many questions and issues that may arise. Furthermore, neither the author nor its legal counsel have any financial interest in the companies that may be mentioned in this book and therefore make no claims as to the overall professionalism or quality of those companies.

      Introduction

      If you have decided to read this book, chances are you are in some way connected with the Building Service Contracting industry. You are either deciding whether to enter the business, are an owner wanting to expand the business, or maybe you are a sales representative looking for tips to enhance your chances at increasing that monthly commission check. You may even be a former competitor that just wants to know what we have to say about our many years in the business.

      What you will read is the accumulation of over 45 years experience in the business. No theory, just ideas, processes, and concepts that have been tried and proven over the years to be successful in bringing new business in the door. We will also alert you to the mistakes we made with the hope you can use our experience not to repeat them.

      It is important to note that we have designed this book as a working tool for you and your company. The idea is to present different approaches to finding customers and making the sale.

      We have divided the book into three parts which we consider to be the essential parts of finding and securing new customers. They are:

      PART 1—Determining who and what you are. This section is devoted to you and your staff going through the process of determining what kind of company you have and what types of prospects you should be focusing on. This is a critical first step that must be completed BEFORE the process starts of securing customers.

      PART 2—Here we explore the various ways to find the prospects to cultivate. We will provide our preferred ways as well as give you the estimated investment in each approach as it relates to the other methods to use.

      In this section we also include a chapter on getting the banker to say, yes. All the prospects and ideas in the world are of little value if you don’t have the funds to proceed.

      PART 3—This is the section where we discuss doing the walkthrough, preparing the proposal (not bid), and closing the sale. You are taken through the process of preparing the proposal—our suggested format, what to include, what not to include and why. We’ll give you ideas on what to include in the service agreement although we emphasize it is important to contact your legal advisors before finalizing any legal document.

      The proposal part is critical because up until this time you have a substantial investment in time and dollars, and this part gives the prospect the details of who you are and why you should be their service provider.

      We will then provide some helpful hints on how to turn the prospect into a customer. We won’t bore you with a bunch of fancy words to use, just practical approaches to making the sale.

      You may find what we consider some of the key points repeated in different chapters. This is not necessarily because we have had an intellectual interlude but rather we want to be sure to get the point across. We are told that in adult learning it is important to have material repeated in one form or another 6 times before we fully understand. So, please keep that in mind as you read something that you are sure you read earlier. However, there may be times you may think I am having an intellectual interlude.

      We have not tried to make this a 1,000 page detail of all possible scenarios because 1,000 pages wouldn’t cover them all but rather a document that will hopefully get you thinking about growing your company. Therefore at the end of each chapter we have included space for you to work through and take the necessary steps to move your organization forward. Remember, this book is to be used as a working tool to expand your business. Make notes, underline, highlight, do whatever helps you grow your business.

      If you have ever been to one of my workshops you know that we are constantly reviewing and committing to the positive action we will take when we get back home. Enjoy the experience.

      "If you keep on a doin’ what you been a doin’, you

      gonna keep on a gittin what you been a gittin.

      -ZIG ZIGLAR

      Part 1

      Chapter 1

      Who Are You?

      In my travels throughout the country working with Building Service Contractors to help them establish a sales program or working with them to jump start their existing program, I always insist we start with a half day workshop with their key staff before we determine how to move forward. I suggest you do the same. If you are the entire staff, go into seclusion and develop your plan.

      The first question I ask is, Why should someone buy from your company? The most common answers I get are,

      We’ve been in business 30 years and that makes us the oldest company in the area. My response? Longevity has little bearing on success. We have to ask ourselves if we really have 30 years of experience or do we have 1 year of experience 29 times over. Our industry has countless 30 year old companies that are doing very little business. Most of them are not small because they want to be.

      We do the best job in town. My response? Everyone says that, how do you prove it before you are their service provider?

      We have trained personnel. My response? Really, let me see your training area and let me interview your training director. They usually respond back, We train on the job so they can see the work area they will have. In other words, little or no training is being done.

      We use the latest equipment. Oh, you mean that 1977, 175 RPM buffer that is so dirty we can’t read the manufacturer’s label?

      If by this time they have not fired me as their consultant we go to the next step.

      Let’s work as a group and attempt to determine some unique qualities that we can really advertise as the marquee items that make this company the company to hire when you want quality customer satisfaction. You’ll notice I said customer satisfaction, not service. We’ll address this statement in the chapter on preparing the proposal.

      What is it that makes your company unique—real measurable, quality training? Substantially lower turnover than the industry standard? If so, what do you attribute this to and how can we use it as a sales advantage? Do you have systems and processes that are user friendly for the customer’s benefit? Do you have a special call center for the customers to use? A customer only web site or e-mail address for communication?

      After we have made the determination of what makes us different, we then set out to determine what we need to do to refine those qualities and make us even stronger. A simple 8 step process will get the entire group thinking on how to make the company better. Those steps are:

      1. Identify the quality or qualities we want to focus on. I suggest that you work on no more than 2 to begin with.

      2. Discuss how your company will benefit from focusing on and developing these qualities. How will you as individuals benefit?

      3. How will

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