Friday, April 09, 2021


Dont Insult Your Prospect

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.

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