Q. How can I close more cleaning contracts? I turned in the bid, but never heard back. I guess they went with someone else. I wonder why things are slow right now.
A. Maybe the company you left your bid with only hires cleaning companies that call back 2-3 times. This qualifies them as a highly motivated contractor who wants the account. Secondly, often a prospect accepts a bid, but then the current contractor works harder to turn things around. So for a little while the prospect is somewhat satisfied.
Whenever I was disappointed that I never heard back, my wife use to say, maybe they have other priorities and you are not on their mind at the present time. So, I began to take another approach. From the first time I walked into the building and each time thereafter, I always looked for a reason to call them back. In fact, you need to invent a reason for calling them back, or stopping by as a follow-up.
Inside our Cleaning Managers Dashboard, and JanBid there is a section that allows you to list all of the deficiencies you have noticed and make detailed notes. Our Janitorial Success Manual contains a list of 18 reasons why cleaning contractors get cancelled. Your objective is to discover things the prospect may not have thought about. Now, as a concerned contractor you need to develop a plan that is well executed.
Your main objective is to demonstrate a concerted concern about the appearance and sanitation level of the prospects facility. In fact, at some point hopefully the prospect may come to the conclusion that you care more about his or her cleaning program than the current contractor. You build a relationship of trust because of your expertise and professionalism.
Once you qualify as number two on the prospects list of best choices for a cleaning contractor, it can be just a matter of time you become number one. If you have to work hard to get the account and then do a better job, it shows you competitors will have a hard time getting the account away from you.
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