What do you say or do when you go cold calling to a potential commercial customer and they tell you one of two things:

1) We already have a carpet cleaner we use

2) We do it all in-house.

I've gotten quite a few of these, and it's getting discouraging.

Thanks for the advice!

Joe

That's great at least you are looking after your flooring investment. Would you mind if I add your name to my mailing list so we can send our newsletter, and keep you informed on new innovations in our industry?

"Let me ask three question:"

1) do you find your carpets stay too wet for too long
2) do many if not all of the spots return within days?
3) do the carpets still look clean in several week?

b4 they answer..."if you answer yes to one...you will answer yes to all because the reason affects the result."

smile....

My method eliminates the issue which eliminates those results. or it is free.

smile.....

want me to prove it?

smile.

Joe-
Inform the benefits.

Have some green cleaning info ready, I leave a goody bag and info and then I have a contact persons name I follow up with a intro letter and another green cleaning info about our company.

Are they aware that in the future companies may be forced to provide green cleaning for health reasons? No one ever thought smoking would be baneed for employee health either.
Is their current cleaner providing green results?
Is the commerciaql carpet rippled? If so does the company know that to much moisture and heat can cause or multiply the problem?

Now you've mentioned these all without stabbing his current cleaner, you simply provided food for thought or what I call "farming" (planting seeds)

First off realize the fact that anything is being done to the carpets is a good thing, it shows they care to some degree.

When you went in how did the carpets look?

Were you talking to the person who makes the decisions on the cleaning? That is the person you want to talk to RIGHT?

My guess is this is where the FREE demo of the area that never comes clean comes in.

Goes something like this. Prospect says we have a cleaner already, or we have it done in house.

That is great you obviously care about maintaining the health and beauty of our floors. Ma I ask you a question? Is there a spot that never seems to come clean enough for you, or spots come back up. in most cases there is. That is where the demo comes in.

You need to always find out who the decision maker is and talk to that person. Another thing is phone calling to me is a better use of my time.

David

1/ Can we provide you with a free carpet audit and quote so that you have something on file as a back up?

2/ Is there a problem area that doesn't clean up well that we could clean as a free demonstration? This will alow us to thoroughly show you the benefits of our system.

Follow up... follow up... follow up.

Say, I just thought I would ask since your carpet looks like hell.

Just kidding. But I did say that once to a very rude individual.

I did that once to a custy....

told them it looked like hell....hahaha , they agreed and i did it a week later....

According to Stephan Schiffman, in his AWSOME book, COLD CALLING TECHNIQUES (That Really Work!), he says that for every NO answer, you are stepping closer to the YES!!



I guess we have to be making consistent calls and appointments, and be glad to hear a NO. I hope this made sense. I am reading his book right now, THANKS to Rick Gelinas!! I am really learning alot about COLD CALLING.



Have a GREAT DAY!

Aaron

Brownell's E-Z Clean, LLC

I'm about half way thru the book - easy reading...it is giving me MUCH more confidence in what to say, that is my biggest problem, is being confident while meeting a prospective client...

Thanks to Rick's advice, i'm gaining more confidence in sales...!

Joe

Same here, i also have the book.

Real good stuff.

Glad to hear you guys are benefiting from that book!





Rick Gelinas