M3 Sales and Marketing for Janitorial Services (softbound)
Strategies for Promoting, Estimating, and Bidding Cleaning Services
Learn how to overcome the fear of meeting a prospective customer. How to approach building owners and managers. How to compete with in-house custodial services. Advantages of contract building services. How to land the big contracts. Small accounts: do you need them? What customers look for in janitorial service contracts. Drafting a janitorial service contract.
Proposal form for initial cleaning services. The complete proposal and agreement. Cleaning specifications for general offices, lounges, restrooms, computer rooms, lunchrooms, storerooms, locker rooms, elevators, exercise rooms, warehouses, medical exam rooms. The secrets of persuasive communication. How to construct a sales letter. The direct mail reply card. The complete sales presentation. How to calculate the monthly fee. The fact sheet for sales and marketing. House and apartment cleaning. Bidding on government buildings. How to survive bidding wars. Coping with price cutting. Sell quality or price? Maintenance standards. How to obtain contract customers. The telephone sales presentation. How to find prospects. How to compensate a sales representative. Sales representative's targets and activity forms. Sales report forms. Account profile forms. Supplies form for new accounts. Bidding information form. Standard job times for labor. Estimating forms, and much more. If you have ordered Building Service Contracting, you don't need to order this book. BSC contains all of the same information and more.
"Great book! I picked up a [new account] through the help of this book. The customer was impressed with my proposal. I used the one in the book. I'm now negotiating with another customer for a sizeable account."
(GS - Vancouver BC)
"This book is the cornerstone! My wife is wanting to start her own janitorial service, so I purchased this book for her as a gift. She has fallen in love with Forrest L. Farmer. Her nose is constantly in this book like a 10-year-old reading Harry Potter. I've looked into the book myself and can tell that it would be difficult to start a successful business without this book. There's all kinds of sample letters, bidding formats, and sage advice for anyone interested in working for themselves in this business. If you are thinking about getting into the cleaning business, don't start without this book. It can definitely be considered the cornerstone."
(Reviewer: Paul B. Bellamy from Charlotte, NC, United States)
"I ordered a course by another publisher and your book is far, far better. There's no comparison! I've learned more from just this one book than from all the other books I've read." (AF - Middletown, NY)
Overcoming the Fear of Meeting a Prospective Client