Cleanfax, MayJune 2018

SAMPLESAMPLESAMPLESAMPLESAMPLE 1 Smile and look them in the eye 2 Clearly introduce yourself 3 Hand them your card 4 Explain why you are there Your pitch can be simple Like this Hello Im Steve with XYZ Cleaning Heres my card and Id like to see the person who coordinates your regular oor maintenance Hopefully your initial contact will reply with something like Oh thats Sam Green our facility manager I know he is looking for some options Let me send you back to talk to him Bingo You are in Or maybe not your challenges could just be starting Since you are nervous the tendency is to babble Dont do it Facility managers are busy and dont want to talk about the weather your grandkids or their golf score Instead they want you to cut to the chase in an organized manner ey want you to solve their problems For me when I did my own cold calls I needed a crutch to do this The CCA I developed the Commercial Carpet Analysis CCA form to structure that important rst interview and to gain my visit some respect Heres how you do it 1 After introducing yourself pull out your clipboard and say Mr Green please let me ask you just a few questions on your ooring maintenance issues is way Ill give you a much better proposal Almost everyone will agree to this 2 Get right to the point and start asking questions and lling in the responses on your CCA form Be sensitive here to something e immediate pressure Mr Green is under Some of the questions on the CCA form either wont apply or arent important You dont need to ll in every single space 3 When you get to the exterior generated soiling section of the CCA be sure to ask the rst question Where are your main entrance areas What you are looking for here are the most soiled areas which most likely are his main concerns As Mr Green responds look up and start to rise out of your chair while asking Could you show me these areas that are such a challenge for you folks Why do this Because it is essential to get your prospect involved in a tour of the facility and away from the ongoing distraction of email and phone calls Now you should keep on lling out your CCA form as Mr Green walks you through the building e longer you can tactfully keep Mr Green your now captivated prospective client involved in answering the CCA questions the better Why 1 e process displays your professionalism 2 You are building a relationship with your client 3 Mr Green will share his points of pain or hot buttons about the building 4 is CCA form forces Mr Green to invest his time with you e only way he can get a return on his time invested is to do business with you The result Will my CCA form completely cure the gut wrenching fear of a cold call No However the CCA form MAY JUN 2018 cleanfax com 23