We have increased our commercial carpet maintenance accounts tremendously in the past year, thanks in great part to Rick Gelinas' helpful info. The commercial work we picked up has helped stabilize our business in this tough economy.

I have never considered myself a good salesperson. I always counted on my work (and strikingly good looks) to get new customers and it has always served me well but in the last few years, I noticed that many of my repeat customers weren't cleaning as often as they used to and many aren't spending as much as they used to (due to the media hype about the economy). We are still getting a ton of new referrals each year but it's still not enough to keep us as busy as we want to be. Being mindful of this has forced me to come out of my shell and become a savvy marketer for commercial work. I am really enjoying the whole sales process, especially when I land a new account. I enjoy making up sales letters, calling prospects and visiting office buildings. I especially enjoy going out and doing demos. I've become almost addicted to finding potential prospects.

It's nice to know that we have a certain amount of work lined up each month, before the phone even rings once. We also have a lot of proposals out there for future work to come our way. At the rate we are going, it's going to be a challenge to fit in the residential work that we have. That's a challenge we will look forward to.

I know I will build up my business to a point where I will have a few crews cleaning for me and an office staff doing my paperwork, while I go out and focus on getting more accounts.

There are still tons of opportunities out there to make money, you just have to keep your ears and eyes open to find them.

Thanks for the inspiring post!

Yea, that was a great post. I get the same feeling calling on commercial accounts as I do when I go to the doctor for an invasive procedure. I envy your enthusiam Fred. I just have a difficult time proceeding with any type of proposal after seeing the look of dread from my prospective client. I seem to have a knack for finding decision makers that have little concern for their carpeting. I have even spoke with some who snickered at the idea of maintaining carpet. I sometimes feel that I would have more success selling a cure for baldness. HA!

I guess I am one of those guys that wants to be wanted. LOL!

Thankfully, our residential side is doing very well. I just like commercial better.

But you have definitely encouraged me Fred. Many thanks, and post often. Surely I am not the only one that has this kind of trouble.

Joe. I felt the same way as you at first. I felt very awkward walking into places or cold calling people. When I finally got the decision maker on the phone or in person, I thought I was going to do my best Ralph Kramden impersination "hamana hamana hamana, it can core a apple". I thought that these people would think "what does this bozo want and why is he wasting our time"

I eventually overcame that feeling when I eventually got someone who was interested and asked me to give them a quote and became even more confident when I landed my first account.

Iv'e thus since refined my approach and feel that I come across more confident, which has produced better results.

If I can do it, anyone can do it.

I also agree with Fred on his most excellent post.

Commercial is the ducks guts for me.

Along with Rick's CMS system, I have also been reading & implementing:

Cold Calling Techniques (That Really Work) (20th edition)

By Stephan Schiffman

ISBN 10: 1-59869-148-1

ISBN 13: 978-1-59869-148-1


I got my book from Amazon & thoroughly recommend it.

I also recently joined a BNI chapter which is also paying dividends in the commercial sector.

We have 3 BNI chapters in my area, I picked the one with the most commercial members on board.

An old saying goes something like:

" A journey of a thousand miles begins with the first step"

After that first step, the rest start to get easier as you become more familiar with the terrain you are entering.

Ooroo,

Shorty.



I've seen the light, and changed my wicked ways.
www.get.shorty.com.au

Nice posts above!

Thanks for sharing your observations Fred.


FRED WROTE:
"Joe. I felt the same way as you at first. I felt very awkward walking into places or cold calling people. When I finally got the decision maker on the phone or in person, I thought I was going to do my best Ralph Kramden impersination "hamana hamana hamana, it can core a apple". I thought that these people would think "what does this bozo want and why is he wasting our time"

I eventually overcame that feeling when I eventually got someone who was interested and asked me to give them a quote and became even more confident when I landed my first account.

Iv'e thus since refined my approach and feel that I come across more confident, which has produced better results.

If I can do it, anyone can do it."


I've learned a trick to help me get past this fear of approaching people (yes, I've experienced this fear too). There are two things that I run through my mind before I approach a prospect (regardless of how posh the place is):

1. They're just people. Don't forget that. Regardless of how nice their Lexus sitting in the parking lot might be - they're still people. Just like you. So remind yourself of that. They have a mate and children and a mortgage, etc. They have hopes and dreams and concerns. Just like you. So don't let them freak you out with their stylish haircut.

2. Keep in mind that they NEED what you're offering them. They really do. Their business needs and deserves to have clean carpet. You can save them money on their cleaning. You can extend the life of their carpet. You can make their indoor environment nicer for them to work all day. And you can make it more attractive for their clients to do business with them.

So you're NOT a pest! Far from it. You are a hero. So forge ahead and conquer your fears. Your success depends on your ability to march straight into the decision maker's office and show him or her how your cleaning system can and will improve the workplace where they spend 8 hours a day (1/3 of their life).

Go for it








Rick Gelinas