Cold Calling for Commercial Cleaning

Overview

• This session focuses on effective cold calling strategies for the commercial cleaning industry.
• The key takeaways are building confidence, identifying prospects, and booking walkthroughs.
• The speakers have direct experience with cold calling in the commercial cleaning sector.

Building Confidence and Mindset

• Mindset is critical for success in cold calling due to its challenging nature.
• Preparation is essential for effective cold calling.
• Interview existing clients to understand their reasons for buying from you.
• Identify your value proposition by understanding your clients' needs.
• Create a current client profile based on company size, square footage, industry, and decision-maker characteristics.
• Define your ideal client profile, including desired payment, service quality, and offerings.
• Map out current clients on Google and target similar businesses in the area for social proof.
• Understand why clients buy from you personally, not just your company.
• Cold calling should be rewarding with incentives, not a punishment.
• Have a comfortable and quiet environment to cold call effectively.
• Evaluate "TEA": Time, Energy, and Assessment.
• Cold calling can be a grind, but can be rewarding.
• Key is to continue the conversation with someone new.
• Embrace the process.
• Understand that rejection is part of the process, with a bigger reward at the end.

The Cold Call

• Key tools needed include a script or talk track, an email, and a professional LinkedIn profile.
• The script needs to focus on finding hidden gaps.
• Value comes from being remembered with enough to hold on to, in order to get an opening.
• A call should always ask about any hidden gaps to identify potential problems.
• The intention is to get an appointment for an introduction.
• When "riding the bull" you need to gather as much information as possible.
• Collect data like decision-maker contact, cleaning frequency, and current issues.
• Objection handling uses "AAA": Acknowledge, Answer, Ask.
• Acknowledge the objection, answer with a counterpoint, and ask a question to keep the conversation going.

Booking The Walkthrough

• Prospect must be interested, gauging tonality of the call.
• Qualify prospect through questions.
• Ask for the walkthrough, and offer two options.
• Confirm the day, time, and location during the call.
• Send a calendar invite with all details attached.
• Reconfirm the appointment.

Getting Past Gatekeepers

• Make them laugh to allow them to put a wall down.
• Ask if the decsion maker still oversees commercial contracts.
• If they still question the topic, gather enough information to leverage a callback.

Retaining Current Clients for Referrals

• Ask current clients if they are open to a referral.
• Prioritize nurturing the relationship with current clients.

Helpful Terminology

• Ask them about their current vendor process.
• Facility managers and Property managers like to build relationships.
• Ask them if they have any headaches.
• Considering monthly or quarterly engagement to further involve participants.
• Links to social media platforms will be provided.
• A recording of the training will be emailed to all participants.
• Participants are encouraged to provide feedback on their needs.
• The company aims to provide useful data gathered to help participants succeed.
• Starting a business and making money is described as "the American dream."
• Doing whatever you want is "the dream in the world" in general.
• Participants should not hesitate to ask for help.
• James can be reached at [email protected].
• Angel can be reached at [email protected].
• Kevin can be reached at [email protected].
• The team is willing to discuss and help navigate problems.
• The company has a servant mentality, aiming to be a resource.
• Sales changes lives and the goal is for it to change participants' lives.
• The team is eager to hear about the implementation of ideas from the call.
• Gratitude is expressed to the attendees for their time and attention.
• The team at Dayporter and The Profitable Cleaner thank the participants.