Qualifying Cold Prospects
I would like to know more about qualifying questions I can present to a cold business prospect, i.e., restaurant owners and managers.
One of the first things I do now is to let the person know that answers the phone, generally a waitress, that "I am John, calling from Apex Carpet, Tile, Concrete Flooring and Upholstery Cleaning Services and I am calling to speak with your manager or owner". Sometimes, but rarely, the worker will ask "what it is I want, specifically"?
I just answer that "I am calling to talk with the manager or owner about cleaning the place". The worker, 99% of the time, just says, "Can you hold on a minute" I say "sure" and wait. All of this time I am speaking in a very casual and courteous manner. Works every time - no such thing as gatekeepers to me, at least with restaurants I've been calling.
To continue, after the manager or owner gets on the phone, I go on to say, "Hi, are you the manager" - and they say "yes". "Well, my name is John and I'm calling you on behalf of Apex Carpet, Tile, Concrete Flooring and Upholstery Cleaning Services. We can also clean your booth upholstery and bathrooms".
"We're a 20 year established family-owned cleaning service located fairly close to your business and I' d like to come by and give you a complimentary estimate to clean your floors".
Starting to qualify!
"What kind of flooring surfaces do you have?" By this time, they have either provided this info or said no. If they say yes, I go on to ask them "if they have an idea of the square footage of the surface area[s] they want cleaned"?
Most of the time, most people, even owners, have no clue as to square footage, so I will ask them for seating capacity or if the area is small, medium or large in size. That gives me a better idea as to whether they even qualify to have us come out. We need a minimum size area to make it worth our while.
I also go online and try to find the business on Facebook or Yelp and other places to see photos of their place to get a rough idea of their floor surface and size of their building or business. This can further qualify them since it can let me see they have one or more of the floor surface types we can clean.
After they provide the information I need, I thank them and let them know we will get back to them in a day or two with the estimate.
I am still interested in knowing more things I can ask or information I can obtain from the owner/manager that will help in getting closer to qualifying them at least in providing an estimate as well as the bottom line, getting
the actual sale and landing the job.
If after this, they still might not want the estimate. I will ask if I can call them back later, even a month to 6 months later, to revisit the issue with them.
If they have a cleaning service, I will still try and get them to let me call them back, because it happens all the time that businesses get tired or become dissatisfied with their present cleaning services.
Please share what you think I can do to improve my approach. Thanks, all.
Last of all, if any of this helps any of you cold-calling, great! Share your ideas with me.
Last edited by KleanerDude; 12-10-2015 at 12:10 AM.