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What REALLY Makes A Great Presentation, Part 2

Last time, I explained how cleaning contractors who take the time to prove to prospects they truly understand what they’re looking for from their next cleaning company (you know, GET IT) – stand the best chance of landing the account.

And that’s true but only if, and it’s a big IF, they take the next step, which is to “TIE IT’ to a plan.

It’s not always easy to do, but it’s important. So, let’s take a closer look…

In fact, let’s start with one of the examples we had last week.

If you recall, the prospect was tired of having to act as a ‘supervisor’ for the cleaning company – handling day-to-day issues and complaints, that frankly, the cleaning company should have handled.

So, now that we understand the problem… HOW do we tie it to a plan?

Let’s try this out..

“Mr. Jones, I want to take just a minute to show you HOW we attack that problem so you don’t end up having to take care of day to day nuisances about cleaning.

First, before we assign someone to your building – we make sure they’re fully screen them and have received both classroom and on the job training.

Second, each cleaning associate gets an update each night from the on-site leader on the PLAN for the evening including – such things as the details that need to be completed that night.

Third, we run an on-going series of quality control measures including having a nightly building check list completed and faxed to our account manager by the on-site leader, a weekly inspection by the area manager, and monthly report to you from our
customer service manager.”

I want to let you know the exact PLAN we use to stay ahead of problems – so they don’t end up in your lap.”

Now, how do you think your prospect, or really anyone, feels about an explanation like that – one that has a detailed PLAN to get them what they want?

Great, right? Absolutely!

So, if you’ve worked hard to create a company that delivers quality cleaning, be sure to let your prospects know you “GET IT” and then take the EXTRA step of ‘TYING IT TO A PLAN’!

Then, when other cleaning companies start ‘scratching their heads’ wondering how you land so many accounts… you’ll know why!

Please leave your comments below. Thanks, Dan

2 Responses to “What REALLY Makes A Great Presentation, Part 2”

  1. Mark Hearn says:

    Great advice. We have had our supervisors go to inspect our facilites on a random basis each month so the employees do not know when they are being audited. It keeps them on their toes. And we use this as our marketing piece when approaching prospective clients. Great column!!

    Mark Hearn

  2. Eric Allred says:

    Always great advice here.

    Our supervisor has each employee call in when they get to the account and when they finish each account. He keeps these calls in the nightly book and these calls help us communicate at least twice a night on any challenges, recent updates or instructions. It also gives us a good picture of time in -time out so we can monitor our actual time on site.

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