Desperate Sales Help

[The_Future]

Okay, so I own (or established) a domestic & office cleaning company but I'm rubbish at sales :'(

I really need to begin getting office contracts with estate agents etc. but I don't know what to say. I don't want to sound like im reading of a script when I ring, but I also don't want it to be totally unprofessional.

As well as this, from my first 10 office clients, I'm donating 10% of our monthly revenues for 10 months, towards Cancer Research.

Any advice on what I can say via email/ phone/ letter?

I don't really want to use a template sales letter as that'd put them off straight away, but can someone provide me with one so I can see what I should include and what I say over the phone.

Thanks

 

[Richard Glynn]

Cold calling is a tough game. I couldn't do it.

Not saying you shouldn't. But this is what I'd do.

It's much easier to start off with people who know you.

1. Start with your current customers. Encourage them to give you referrals. Start your call as a feedback 'are you happy with your service' call. (I see you already do 6-weekly surveys) Sign off with a added value offer which gives them an extra 'something?' for an introduction you then convert into a paying customer.
2. Then move on to people you know. Even if they're not budget holders for purchasers of corporate cleaning. Friends, family may also have contacts. Consider LinkedIn (free) to discover how many people you are connected to and power your on-line networking. You may be surprised!
3. Join a local business networking group that suits you. I hunted around for several years before I found www.thebda.co.uk. I like its focused yet informal approach. There are no repercussions of you don't generate referrals like some groups I've been to. Don't see is it as an opportunity to sell to the other members but, rather, to mobilise - through actively participating in the group - people to sell your services on your behalf. It can also be a great source of moral support when times are tough too.
4. Just generally speaking, I'd immerse myself in what the opposition are doing. How are they generating business? Use it to inspire you, copy their successes and learn from their mistakes.

Don't hide behind the phone. Get out there and speak to people. Take an interest in other people's businesses. Actively seek other people's advice (just like this). People will like you. And people will buy from you. Believe it!

Sell yourself first (because this is everyone's USP) and your business second.

Good luck.

Richard

PS There's a guy called Brad Burton who asks: 'what would you do if I put a gun to your head and told you to do something today that will grow your business'. It's an effective scenario that helps to establish a little urgency to win some business in double quick time. And perhaps set yourself an Apprentice-style challenge to win yourself three pieces of new business inside a week. Deep down you know what you need to do. Do you have the courage to do it? Chances are you'll be knocking on doors to make it happen? Look more closely at the long game (template letter etc.) when you've got some more money coming in.

 

[telemax]

Okay, so I own (or established) a domestic & office cleaning company but I'm rubbish at sales :'(

I really need to begin getting office contracts with estate agents etc. but I don't know what to say. I don't want to sound like im reading of a script when I ring, but I also don't want it to be totally unprofessional.

As well as this, from my first 10 office clients, I'm donating 10% of our monthly revenues for 10 months, towards Cancer Research.

Any advice on what I can say via email/ phone/ letter?

I don't really want to use a template sales letter as that'd put them off straight away, but can someone provide me with one so I can see what I should include and what I say over the phone.

Thanks

Actually I think your overcomplicating things.

I'm willing to bet that your target company's receive at least 10 calls from cleaning company's per week, along with another 90 from other cold callers. I'll also bet you that every single call is done like it's being read from a script, and that they get the phone slammed down on them.

This is an incredible advantage for you, it gives you the opportunity to be different, I'd say something like,

"I've not spoken to you in my life before, which makes it a bit of a sales call.. is that ok?"

Usually it gets a laugh if said the right way, the typical response I get is " go on then" or "what are you selling" Anyway you've brought yourself a minute or so to explain what you do, that's what it's all about.

 

[captaincloser]

Agree with Telemax above.

Plus I would advise not to tell anyone about your charity donations. It is not a reason to do business with you. Most business people give to charity and many will not be turned on by the knowledge that their business transaction with you includes a 10% donation to 'your' chosen charity.

May seem harsh but it is business reality.

 

[Normansmith]

I would just make a few simple points, before you go cold calling
1. Your website loads very slowly on my browser.
2. Your website is all about YOU not the benefits to the customer.
3. Your website is showing in the money positions for "office cleaning High Wycombe"
4. I don't see a Google places listing on the first 6 pages :|

Correct these first and you might not need to cold call, but if you do cold call and send the customers to your website, they may sign up

 

[LicensedToTrade]

It's plain that you aren't comfortable in a sales role, in fact if we are honest it terrifies you doesn't it?

Don't worry, you certainly wouldn't be the first. Being successful in business doesn't mean you have to be good at everything, but you do need to know when you are out of your depth.

I'm a little confused as to your position in the company as your opening statement makes me wonder if you are/were/will be the owner of the company? If you are the owner of the company you need to think about getting someone onboard who can sell your services effectively.

How many people are working for you at the moment (excluding cleaners)? Is there anyone in the office that administrates, or is this you? If you have someone else working for you that you feel is capable of getting on the phones and cold calling then get them to work. If not, you could hire your own salesman or enlist the services of a third party agency to sell on your behalf.

 

[dvitendi]

Taking part in cold calling is one of the scariest aspects of selling. I did it for approximately 3 years and you do get in the "flow of it" when you get in the right frame of mind. But I wouldn't go back to it - I even hit all my targets and was certainly topping out my on target earnings.

 

[The_Future]

I would just make a few simple points, before you go cold calling
1. Your website loads very slowly on my browser.
2. Your website is all about YOU not the benefits to the customer.
3. Your website is showing in the money positions for "office cleaning High Wycombe"
4. I don't see a Google places listing on the first 6 pages :|

Correct these first and you might not need to cold call, but if you do cold call and send the customers to your website, they may sign up

Thank you for the response. Taken on board your comments and I would love to get it on the first 6 pages, but that involves investment in google adwords etc and I'm low on cash at the moment as I've just graduated from uni and this is the first thing I'm going into. Thinking of getting a job alongside so I can actually pay towards the marketing of the website & business more effectively.

In regards to the website loading slowly on your browser, that is very strange as it loads in under 5 seconds on mine. Tried it on another computer after your comment, and it still didn't take over 5 seconds to load? Maybe its your browser, I'm using Google Chrome, what about yourself?

thanks

 

[The_Future]

Agree with Telemax above.

Plus I would advise not to tell anyone about your charity donations. It is not a reason to do business with you. Most business people give to charity and many will not be turned on by the knowledge that their business transaction with you includes a 10% donation to 'your' chosen charity.

May seem harsh but it is business reality.

A lot of business lessons to be learnt I guess. It's all over the flyers at the moment, but will keep your comment in mind for the next batch of flyers I order. I viewed it from a different angle and thought it'd be a gesture of goodwill and attract people as they would be doing business with a company who also supports good causes. I personally think other businesses should do the same and donate openly towards charities as it gets the general public to donate as well.

nonetheless, business lesson taken note of. Thank you

 

[The_Future]

It's plain that you aren't comfortable in a sales role, in fact if we are honest it terrifies you doesn't it?

Don't worry, you certainly wouldn't be the first. Being successful in business doesn't mean you have to be good at everything, but you do need to know when you are out of your depth.

I'm a little confused as to your position in the company as your opening statement makes me wonder if you are/were/will be the owner of the company? If you are the owner of the company you need to think about getting someone onboard who can sell your services effectively.

How many people are working for you at the moment (excluding cleaners)? Is there anyone in the office that administrates, or is this you? If you have someone else working for you that you feel is capable of getting on the phones and cold calling then get them to work. If not, you could hire your own salesman or enlist the services of a third party agency to sell on your behalf.

Hi, thanks for the response. Honestly, I don't know about terrifying me. I gave it a shot a few times and got used to it after a while. I think its just a matter of making a cock-up of it as I wouldn't know what to say. Honestly, I don't feel comfortable in knocking on peoples doors and reading a sales pitch constantly.

At the moment, it is just me doing all the work. I've started it from home as I'm cash-strap at the moment as I've only recently graduated from uni. Just trying to get my foot through the door. I've got a friend who is excellent at sales, but she is working full time now and I would love to have the opportunity of being able to pay someone to do the sales but unfortunately I can't afford it.

So, as much as I didn't want to get a job and work 9-5 everyday, I guess that's the only resort for now. Working, and using some of my salary to pay for the expenses of getting an office and a professional sales person who knows what they're doing.

I was considering getting a mentor through speaking with businesslink and seeing where they point me, but I don't think I need one now. You people are fantastic at advice and I really appreciate it. Thank you all

 

[PenfoldRepair]

I have just visited your site and straight away the "WIX" jumps out at me. Personally I feel it gives a not so professional look and feel to your company.

Not sure what others think but thats my opinion

 

[The_Future]

Taking part in cold calling is one of the scariest aspects of selling. I did it for approximately 3 years and you do get in the "flow of it" when you get in the right frame of mind. But I wouldn't go back to it - I even hit all my targets and was certainly topping out my on target earnings.

You should come work with me I know you wouldn't want to go back into it but it'd only be for as long as you want to stick around lolz. I think your absolutely right. Like anything, its daunting at first, but once you know what your doing, you get into the flow of it as you say. It's just a matter of getting the speech ready, knowing what to say and how to book meeting. That's the main priority right now. Getting meetings with clients so I can go in and sell.

 

[MH1]

You need to start cold calling, BUT remember you have a huge advantage over most, you are the actual company owner ringing them, not a telesales person.

After a couple of days you will wonder what you were so terrified about, cold calling is not different to asking a stranger for directions, or a business contact for a referral etc.

 

[Krash]

The_Future - have a look at a networking group, the word of mouth referral tactic is proven time and time again to make that first step (introduction) so much easier.

Be warned, make sure you evaluate many groups - I personally use BNI but some chapters are AWFUL.

Find a good one and you'll never look back.

 

[popunder]

...cold calling is not different to asking a stranger for directions, or a business contact for a referral etc.

I beg to differ on that one. The "I'm the business owner" approach can help though, as you say, however you can get a competent telemarketer via PeoplePerHour for £10-£15 an hour so why torture yourself.

As for network groups, start by seeking out a local Business Biscotti group, they're informal, friendly and completely free, just buy your own coffee.

 

[MH1]

I beg to differ on that one. The "I'm the business owner" approach can help though, as you say, however you can get a competent telemarketer via PeoplePerHour for £10-£15 an hour so why torture yourself.

As for network groups, start by seeking out a local Business Biscotti group, they're informal, friendly and completely free, just buy your own coffee.

Each to their own viewpoint, but since no business can survive without sales as an owner I would want to understand the process, the problems and the soloutions before sub contracting my future to someone else.

 

[Normansmith]

NOT showing in the money positions - it should have said

 

[Normansmith]

I would just make a few simple points, before you go cold calling
1. Your website loads very slowly on my browser.
2. Your website is all about YOU not the benefits to the customer.
3. Your website is showing in the money positions for "office cleaning High Wycombe"
4. I don't see a Google places listing on the first 6 pages :|

Correct these first and you might not need to cold call, but if you do cold call and send the customers to your website, they may sign up

Thank you for the response. Taken on board your comments and I would love to get it on the first 6 pages, but that involves investment in google adwords etc and I'm low on cash at the moment as I've just graduated from uni and this is the first thing I'm going into. Thinking of getting a job alongside so I can actually pay towards the marketing of the website & business more effectively.

In regards to the website loading slowly on your browser, that is very strange as it loads in under 5 seconds on mine. Tried it on another computer after your comment, and it still didn't take over 5 seconds to load? Maybe its your browser, I'm using Google Chrome, what about yourself?

thanks

Google places listing is FREE, go claim now..

 

[dagaul101]

You could always bounce some ideas off some of your current clients, and ask them to give you a honest opinion, and pointers as to what to improve. Clients will be more readily to give you an honest view than say a friend or relative

 

[Deleted member 119645]

Discounts for referrals is sometimes of benefit.

 

[Kernowman]

For the life of me I cannot understand why "sales" is made into some complex process - especially by someone who IS the business.

Forget the "sales" weight around your neck and simply talk to and more importantly, LISTEN TO the people you are contacting.

You have just started a cleaning business and you are looking for a client base, so why not be totally honest and use that as a "sales pitch" which needs no rehearsal or preparation so it will not sound like a sales script. You are a person making contact with another person, so treat the conversation accordingly and be courteous, respectful and polite. People do respond well when you treat them with respect and in the cold light of day all you are doing is asking if they need cleaning services.

My benchmark for a perfect salesperson is TRANSPARENCY and you have a distinct advantage right now in being both naive and untainted, so forget about "sales" and just be yourself.