How to increase the chances of winning with your quote irrespective of its price?
When bidding on a contract cleaning job, most of us concentrate solely on the PHYSICAL requirements of the facility being quoted on for cleaning.
But what about the EMOTIONAL requirements of the client / the facility manager choosing a new cleaning company?
Do you really think it is all a matter of FACTS and SPECS for him/her? That the old cleaners somehow just stopped cleaning or died and therefore he/she needs a new service provider?
Right.
Emotional issues triggering extreme opinions
The fact of the matter is that cleaning quality is extremely difficult to define without significant professional experience within the trade. And when we speak of cleaning customers, let me assure you that there is very little PROFESSIONAL experience there.
Instead, they go by their emotions and that (usually negative) experience from cleaning within their own house.
So complaints originate from the lowest echelons of the customer's company, and the facility manager simply wants... what?
He wants those problems to END.
He wants to choose the LAST EVER cleaning service provider he'll ever have to choose.
And when you are in contact with him - both on the phone and in person on site - you must address those emotional issues he has, ensuring him you will indeed solve that problem and take care of the cleaning so his work is diminished.
In a way, you then must MIRROR his worries with certain assurances of your own, but it is vital to know how exactly you can find out and present these so that he will believe you.
So why not read our article "How to increase quote acceptance ratio tenfold with a new presentation technique" in order to find out how you could achieve that?
It can be done.
Feel free to contact me through the website if you have any questions.
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