Clean It Up
UK Floor Cleaning Forum => Carpet Cleaning Forum => Topic started by: Steve Barnett (Carpet Care Plus) on May 22, 2009, 08:32:05 pm
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Hi Guys
Time to bite the bullet and do some cold canvassing.
However, do I visit commercial prospects dressed for work ie: logo polo shirt, work trousers etc; or do I wear a suit and tie.
My dilemma is: I don't wear a suit for anything and I don't want to come across as something I'm not - plus I don't want to turn up in a suit and then explain that I will be the one doing the cleaning, so with that in mind would I be better in work clothes - at least then I am portraying what I am rather than what I'm not - if you see what I mean !?
Your opinions and past experience would be appreciated.
Steve
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Chances are Steve that you won't get past the receptionist on the first call, so just be your charming self and ask who you should direct your letter of enquiry to.
Most of these girls are helpfull and you've already met a prospect at the reception even if you get no further....................
Many commercial properties nowadays use facility management companies to look after their services.
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I was thinking about exactly the same thing only a couple of days ago and I came to the conclusion that a pair of trousers, shoes and a shirt, (perhaps short sleeved) with your logo on the left breast and a tie would be presentable and not too anal as with a suit....
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Cant give you any past experience Steve as havent got round to it but have been thinking about doing it recently...was going to try somewhere in between that - ie not suit and tie but smart trousers and shirt rather than polo shirt and work trousers.
Si
Edit : Along the lines that Colin just posted (without the logo and tie maybe) ;D
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Hi Steve
I used to go out dressed as a chicken, I'd walk in the reception clucking loudly and strutting about in a random manner before pretending to lay a large egg that I had strategically gripped between my thighs.
This never failed to get peoples attention, but security always removed me from the building before I had the chance to put accross the full benefits of an encapsulation cleaning system.
So now I wear my std company uniform, polo shirt with logo, trousers and new white trainers......oh and a big smile.........oh and usually a false pretence to be there just to break the ice. ;)
Paul
Poultry upholstery care
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A chicken suit? I've got a Buzz Lightyear suit..... Would that suffice? "I'll clean your carpet to infinity.... and beyond!"
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Most suitable uniform is a warm GENUINE smile (rather than a smarmy one, practise in the mirror!)
Wear a suit Steve - first impressions count. Stop thinking like a tradesman, turning up in your "shabby" polo shirt might be acceptable to you but not to sdomeone who's used to dealing with people wearing suits. When in Rome....
What you LOOK like as you walk in the door will dictate whether the receptionist will take you seriously when you open your mouth. Seriously, it's that fine a line. If you look scruffy she'll have decided as soon as she sees you, before you've even got to the desk, that she's going to fob you off.
The rest is an art that only you can teach yourself.
A hint: start at the ones you'd like to work for the LEAST. This way you can get over the brown trouser syndrome without much at stake. You'll be a bag of nerves and stumble your words out, you won't be very confident or assertive and if they say "go away" you won't have the balls to stand your ground, you'll just whimper "Okay then bye" and walk out the door.
Cut your teeth where it doesn't matter and then once you're confident pick some juicy looking ones and move in for the kill.
Good luck :)
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Always remember that we are in the dirt business.
We are offering to get the filth out of their carpeting so dress in accordance with how you would appear when doing the job.
A bloke in a 3 piece suit & tie looks like a salesman trying to sell a product. You are offering a service. When I ask a plumber around to give me a quote for renewing the taps in my bathroom, I dont expect him to arrive in his Sunday best.
As mentioned above many large businesses have facilty management companies they use but there are a hell of alot of medium and small commercial premises which don't.
Always found that it's crucial to get to speak to the right person to get success. Waste of time trekking around to potentials. Telephoning to find out who you need to speak to & then getting hold of them or writing to them to secure an appointment is the least time consuming and what's more you can do all that in your pyjamas, saving worrying about your attire when you meet till later
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Just read Jim's post. Obviously, when he works he looks scruffy :o Guess some of us like to look presentable when we actually do the cleaning ;)
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Do you clean carpets whilst wearing a suit?
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Cavalry twills & a blazer - but dress down so no tie ;)
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Steve
Most quotes come via me ;D
Len
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I recently got a couple of blue shirts embroidered with a logo and bought cords to go with it. For one commercial client I have dealt with for 6 years remarked how well I looked with my branded uniform even though I have had fleeces branded and polo shirts all along.
I did get the impression from new prospects that they seemed to be listening more intently with the new formal wear. However this may be pschycological on my behalf but the end result was I felt I was at another level and this sub conciously came across to the client.
I wouldnt usually be the type for wearing shirts either but trying to up my game and so far looks good.
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Thanks for the replies guys - knew I could rely on you lot to be blatently honest !
Looks like pros and cons for both and Neil's idea looks like a good compromise.
I suppose if you are doing something that you are a bit uncomfortable with ie: cold-calling, then you could compound this by dressing in a way that makes you feel self-conscious.
Len
Normally I can decipher your posts, but didn't get that one :)
Steve
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Go in shops you buy stuff from and just start talking about the carpet. They sort of have to be polite and listen.
If they don't make the decisions just glean as much from them as possible and the name of the person who would deal with it. Then give them a card and say they can have 10% off their carpet cleaning for being so helpful. ;D
And open your eyes to opportunity. The signs are there if you look. Cheers Len ;)
Don't go in dressed like a salesman. Why do you think the Utlity reps pretend to be proper workmen? ::)
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As usual, there's no single answer. It's how the prospect warms to you or resists you. If you're too shy or too anything you will have difficulty in face to face situations.
We're all different some find the " brassed neck " approach works, others being painfully shy have difficulty in just handing over a business card or flyer.
When your selling you must have the mindset that you are doing them a favour, not by being ill mannered or insulting, but maybe suggesting your company could " maintain " there carpets " improve the air quality " of their work place, etc.
Can't see Steve having a problem in face to face situations. At LTT he laughed his way through and people like Mr Happy rather than Mr Boring.
As long as your clothes are clean and you're presentable anything goes.
Mike Makes a good point and all these people have big ID badges gives added credibility
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Good posts.
The biggest obstacle is usually us. We have an inbuilt fear of rejection so we opt for passive domestic advertising, leaflets, website, YP etc. We are then remote from the decision process.
When you deliver 1000 leaflets, 998 of the recipients will not respond but you do not feel rejected.
Calling on commercial prospects can be very daunting when you first start but it does get easier as your confidence grows.
People buy from people so the most important thing is to feel comfortable so I personally would not wear a suit which lets face it most of us will only wear at weddings etc.
A smart shirt with your logo and trousers is a good balance between a suit and your work gear and gives a professional appearence without looking like a bank manager.
I would always find out the name of the person I need to see and ring beforehand to check they are in which can save wasted visits.
When you do get to see them the golden rules are:
Listen twice as much as you talk ( when you are nervous it is hard not to gabble a load of rubbish ) You can learn a lot if you let them speak.
Explain the benefits of what you can offer.
Do not waffle on about your latest truckmount etc. They are not interested.
Ask " open " questions that cannot be answered by yes or no.
Be confident. You know you are a nice person. you do a good job, you are reliable, you will not rip them off so try and get this across but never slag off your opposition or previous cleaners.
Yes you will get lots of rejection but you will ultimately secure work and that is a very good feeling.
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I wear a uniform and everyone asks me if I am a franchise but I take that as a complement as i feel i look professional.
Shaun
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I would say try and "sell" a free demo on a small area that concerns them. A lot of people poo-poo the idea, but imho there is nothing like seeing your service in action, as long as you don't clean half the building with the promise of "future work".
Yes you may end up doing the really dirty few square yards outside a hotel kitchen or a factory/office reception and you may never hear from them again but if I want a job I always try and get a demo.
In my early years I picked up a lot of good work from local authorities, doctor's surgeries, hotels and offices just because no one else bothered.
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I used to take m/s and a white towel into premises ( with a brush to aggitate ) and ask if they had an area of carpeting that was soiled and niggling them.
At that time I used a Klanz which is light enough to carry and where appropriate took this in.
This worked very well and I only stopped as it's very time consuming, but................if you concentrate on commercial with higher returns it would be worth while.
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Dennis,
I was phoned the other week by a cafe owner asking how much I'd quoted for all their chairs to be cleaned... I had never actually given them a quote but I quickly jumped in and told her that I'd do a free sample clean and email her a quote for the whole job... It gave me a chance to see what method would be best and judge how long the job would take.... They were delighted with the work and apparently their customers were commenting on how clean this chair was, I got the job and they want me to do it every 9 month....
So I think the free sample clean with no obligation is the way ahead and even if you don't get every job, the jobs you do get are well worth it....
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It does work well on commercials and shows you're confident in your method. Can also be excellent for referrals.
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Same here with the free demo and only a few weeks ago i got 5 housing units to clean on a regular basis and i can add that to my other comercial jobs.
I usually go in my work uniform with my company name on my polo shirts to do quotes and have never found it holds me back as thats me and would not really want to wear a suit.
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Free demo good :-\still waiting to hear from a nursing home it’s been three weeks quote was ultra urgent ??? appears cleaning not so. :'( Some jobs are too large so you need a b itc h so it 50-50 less costs very efficient way. Wouldn’t say brassed neck but cheeky ;)
Steve
In your neck of the woods I’ve got a few commercial contracts so they run it by me the old days poaching was a capital offence. ;) Lot of good advice offered one thing forgotten there commercial cleaners probably offer this service another hurdle ;)
Mike
Did you get much work by opening your eyes if so don’t give too much out 8)
Len
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Wasn't going to Len. ;)
Getting some thanks esp with TM. Get a lot of FO as well. ;D