What is the easiest way to sell - Cleaning Talk - Professional Cleaning and Restoration Forum
 
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post #1 of Old 02-10-2014, 11:14 AM Thread Starter
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What is the easiest way to sell

I'm new to the sales department. We have a pretty consistent client base and im trying to expand it. So my question is, what are the easiest ways to you guys to sell a product or bring in accounts. We are a Janitorial and paper supply business located in Paso Robles, Ca. We are around alot of wineries and small business. How shoud I approach a new business or how do I get into seeing an owner insead of just getting shot down by just leaving a business card
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post #2 of Old 03-12-2014, 12:07 PM
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Yes, the ol' gate keeper problem. That's why I never really liked commercial work. It sometimes takes awhile to get 'in' with the gate keepers. How about this... send them a HAPPY SPRING card and make it known it is from you and what company you are with. Do that by the end of the week. Then in a few weeks send an Easter card.

Then for the businesses right around you, buy 1/2 dozen glazed doughnuts and take them to the gate keeper. Just tell them who you are and who you are with. Don't try to sell them anything. Then send a Memorial Day card. Then a week after that send a letter (try to get the gate keepers name when you deliver the doughnuts) and tell them you will give them an extra x% off of any order if they order within the next 14 days. Say I can't do this for everyone but you seemed really nice and I'd like to work with your company. Ask them to email you to let you know if they are interested or not. Now what they will say is that they are only the secretary and they don't make the decisions. Now you have them.... ask what the person's name that you need to talk to and is there any way they could give you a good time to call that person. Now if you call the person and there is no answer on their end here is what you say.... Hi, this is Jenny.... DO NOT say who you are with... and I think you could help me with a problem I have. If you could give me a call back at 867-5309. Even if the gate keeper doesn't let you in or if the head person doesn't give you any business, keep sending a card every major holiday. And if you have the head person's name send the card to them now.

For businesses that aren't near you, you can't give them doughnuts but you can still send cards and then after a few cards maybe you can call... atleast you could get the gate keepers name when you call so you could address the card to her and make it feel personal. After 3-4 months I'd send a flyer with your specials. Make sure it's not crowded because they are only looking at it while on the way to the trash can.

But like I said... I never got in to commercial much because of the drawn out process. The only commercial work we did was from our residential clients.
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post #3 of Old 03-13-2014, 11:00 AM Thread Starter
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The perfect advice man. I love it and thanks for the time. I'm really working hard to expanding the business I work for. Basically self teaching myself alot of things, so this is perfect. Now I can look back to this anytime I need to refer to advice for sales. Thanks man
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post #4 of Old 03-13-2014, 02:11 PM
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I know there is Boeing, Air Products, etc out in Cali. My former employer used to do all their work in cleanrooms. You may have to read up on their SOP's but the profits are larger than janitorial or residential for sure. Just a thought. Best of luck to you!

www.a1cleaningtechnologies.com

"Success is not final, failure is not fatal: it is the courage to continue that counts." -Winston Churchill
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post #5 of Old 03-31-2014, 11:14 AM Thread Starter
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Thanks for the thought man. Ill def have to look into all that see what i can make of it
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post #6 of Old 04-01-2014, 06:54 AM
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You can sell through online and offline... You can register on sales online sites and give more details about your product and give your helpline numbers.
Moreover, you can set up phone and contact your client through it and e- mail marketing is also a good way to increase the sell...
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post #7 of Old 04-03-2014, 10:56 AM Thread Starter
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Quote:
Originally Posted by cherryrosh View Post
You can sell through online and offline... You can register on sales online sites and give more details about your product and give your helpline numbers.
Moreover, you can set up phone and contact your client through it and e- mail marketing is also a good way to increase the sell...
Great idea man! Im going to have to start looking into that for sure. I'm an online guy so that might be perfect.
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post #8 of Old 04-18-2014, 08:08 AM
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Ditto the email idea, real easy to do and very cost effective, you just need the email addresses. Build your database and then use it to mail to every two to four weeks linking back to your website. Make sure the page they arrive at has a really powerful call to action, maybe a special offer to guys who respond through the website.

Be innovative, try to make your company stand out and your emails to be memorable.

Good luck with it all.
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post #9 of Old 04-18-2014, 11:48 AM Thread Starter
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I've always been a little skeptical on the idea because I know everyone hates spam emails. I think im going to cave in and go with your idea. I think once every 2-4 weeks isn't that bad so it wont annoy people. I'm going to run it through the boss and see what she thinks! Thanks for the help
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post #10 of Old 04-23-2014, 06:23 PM Thread Starter
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Got the go ahead! I'm going around and getting a list of emails to people we already have accounts for and seeing who wants a specials/ newsletter sent to there email every 2-3 weeks. Next question is, how do you expand it to bring in new customers
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post #11 of Old 06-16-2014, 04:06 PM
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The key to selling in this business is being at the right place at the right time. Nobody switches vendors until they are unhappy with who they are working with. For some this may never happen. Problem is you don't know which are which. And when they get unhappy you have to be there or you will miss the window. That means building relationships and grooming them constantly while you wait for the opportunity. Since all companies have turnover you need to build relationships with more than one individual so you don't lose your link. Good luck.

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post #12 of Old 06-20-2014, 12:27 PM
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I think Sprintcar93's advice is amazing and I'm going to copy that to refer back to in future. You might also target an industry, say wineries (they're very cliquey and if you get into a couple of well-connected ones, they will mention you to all their friends). Then go to their trade shows. You'll probably be the only person in the room from the cleaning industry, and the movers and shakers DO go to the trade shows. Bring a box of chocolates (this is what I do) and ask if you can rent their attention for the length of time it takes to eat a chocolate. Even if they're on diets they still laugh and give you their attention. I personally wouldn't do "cold emails" more than once. Once is fair; once a month is too much.
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post #13 of Old 06-26-2014, 12:14 PM
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post #14 of Old 06-26-2014, 04:51 PM
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Heck, you don't have to order that stuff from China! Just let me know what you want and I can drive 30 minutes to Harry Hines Street in Dallas and get what ever you want. And as many as you want.... 1-3-10,000... what ever ya need!
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post #15 of Old 06-26-2014, 06:04 PM Thread Starter
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Ya sprintcar gives some amazing advice most of the time :P Always from the heart!
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post #16 of Old 06-26-2014, 09:15 PM
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I'm curious about this gatekeeper approach. If my goal would be to contact a bunch of business in an area that I am not currently in, can I do it by simply sending these post cards without knowing exactly who the "gatekeeper" is? Or is the key to success of this whole idea to have not only the business name, but the person who would ultimately makes the decisions name with the mailing address? Please let me know your thoughts on this one.
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post #17 of Old 06-26-2014, 10:22 PM
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I would put on one of those "sexy bandage dresses" and you are sure to get past the gatekeeper!
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post #18 of Old 06-26-2014, 11:50 PM
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Quote:
Originally Posted by jahra352 View Post
I would put on one of those "sexy bandage dresses" and you are sure to get past the gatekeeper!
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