DON'T INSULT YOUR POTENTIAL CUSTOMER

Whether you have been asked to give a bid or are cold calling, you don’t insult your potential customer. Obviously, no one does this intentionally. However, one of the surest ways to alienate the prospect is to criticize the previous work by saying that it looks terrible. Very likely, the person you are talking to contracted the previous cleaning. Maybe they were dissatisfied, perhaps they thought the previous amount paid was too high? Whatever the reason, your job is to sell them on your company and the service you will provide. While reviewing the areas to be cleaned, mention that it will be your intent to have the appearance of their building to be the best it can be. Discuss the equipment and chemicals you use. Mention your experience and the training that you and your employees have received. Provide references and other facts that lend to your credibility. After this initial exchange of information, turn the conversation to answering specific questions as soon as possible. By answering your prospect’s questions, you should be able to turn any negatives into positives. Above all, don’t insult your customer. Related Articles and Information: Cleaning and Maintaining Commercial Carpets Compare Methods of Carpet Cleaning. Selling Commercial Carpet Maintenance Programs The Customer Is (Still) Always Right Training for Professional Carpet Cleaning Companies Why Bane-Clene Over All Other “Truck-mounted” Carpet Cleaning Equipment? Thank you for reading Bane’s Blog® Please read the latest issue of the Clene-Times® at www.baneclene.com/publications/. Please visit our web site at www.baneclene.com. The Bane-Clene® Team. Free Bane-Clene Information Package Free packet of information about Bane-Clene can be obtained by calling toll-free 1-800-428-9512 (U.S. ONLY!). Your information packet will include a full color catalog and price addendum. Packets will arrive in approximately 2 weeks through standard United States Mail. You can also order the packet at the Catalog Request Form. “A to Z” Alphabetical Index to the Bane-Clene Web Site Articles, Videos and Products for Professional Carpet Cleaners On-Line Spot & Stain Removal Guide & Procedures - for Professional Carpet Cleaners