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Advice on selling a commercial service - B2B
Posted on 3/18/23 at 3:19 pm
Posted on 3/18/23 at 3:19 pm
Without going into specifics, there’s a very common commercial cleaning/janitorial service for businesses in large metro areas.
After doing market research, the service is very untapped in my area.
If your a business owner (or not), how would you recommend selling a service to a business that probably has 2-3 gatekeepers before getting to someone who is able to actually make the decision?
After doing market research, the service is very untapped in my area.
If your a business owner (or not), how would you recommend selling a service to a business that probably has 2-3 gatekeepers before getting to someone who is able to actually make the decision?
This post was edited on 3/18/23 at 3:54 pm
4
Posted on 3/18/23 at 9:39 pm to BayouBengal23
Be personable, not just push business on them. Build a relationship with the decision maker or even better, as many as you can with the staff.
Posted on 3/19/23 at 6:15 am to BayouBengal23
quote:
your a business owner (or not), how would you recommend selling a service to a business that probably has 2-3 gatekeepers before getting to someone who is able to actually make the decision?
Bypass the gatekeepers by doing your online research to figure out who is likely the decision makers in this. Emails are not that hard to find, send emails out to the people that would be interested.
Janitorial is usually extremely competitive business though. So you need to know it well to win a job.
Posted on 3/19/23 at 10:06 am to BayouBengal23
(no message)
This post was edited on 3/20/23 at 1:33 pm
Posted on 3/20/23 at 8:38 am to BayouBengal23
Partner with Chamber of Commerce in area, get leads on new businesses coming in...the easiest sales are with those without current relationships.
If in a large metro area there will be ample opportunity to cold call or such, I dont know the number of customers you will need to break even, but I would imagine it is a pretty decent number, and more to make some real money. You will need to develop strategies to contact as many as quickly as possible and close without a long cycle.
Keep in mind you are selling cleaning services, so what does the customer want?
They want consistency. They want honesty. They want services to be above average. They want to feel that the folks in their offices at night are trustworthy and vetted. They want a reasonable price.
If in a large metro area there will be ample opportunity to cold call or such, I dont know the number of customers you will need to break even, but I would imagine it is a pretty decent number, and more to make some real money. You will need to develop strategies to contact as many as quickly as possible and close without a long cycle.
Keep in mind you are selling cleaning services, so what does the customer want?
They want consistency. They want honesty. They want services to be above average. They want to feel that the folks in their offices at night are trustworthy and vetted. They want a reasonable price.
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