Tired of cold calling? Getting a little too much rejection & objection in person? Perhaps the time it takes is just not available or the fuel expense is too high... Mostly you're just having trouble creating a need for your services. Sound familiar? Keep reading.
Why not change the game? If you go in "looking for work" they know you need them. If they call you then you know they need you. It would be nice to have passive way to get prequalified customers to seek you out wouldn't it?I have a way to do just that. The best part is you can have another person do almost all the work & it really isn't all that expensive.
How does $1.65 per peice sound for a mailing? High as hell to me. What if that mailing pulled 10% response & GAVE YOU PRE-SCHEDULED WORK & PREDICTABLE CASH FLOW. That makes the $1.65 price tag a little more pallatable. I did $3k in work directly traceable to this system this month & I'm a BDCC that lives in a cornfeild. Think of what you guys in the major metro markets could do.
Here is how you do it:
Start by writing a great sales letter. Here is a copy of mine:
Brightwork Inc.
5 Thomas Ct.
Scottsburg, IN
47170
(812) 754-1447
December 18th, 2007
Central Christian Church
Attn.: Peg Harmeling
1315 East Spring St.
New Albany, IN 47150
Subject: Carpet Cleaning
Peg,
We would like to thank you for the opportunity to service your facilities. This correspondence is more than a potential sale for us here at Brightwork Inc. It’s our chance to showcase our talents and attract a growing customer base. As you well know, customers are what keep small business afloat. Keeping customers is what makes small businesses prosper.
Brightwork Inc. would love to offer a free demonstration of our services as a show of good faith. Any 200 square feet (preferably in one of your problem areas) can be cleaned free of charge with no obligation. At no time will I or a member of my staff try any “high pressure sales”. We only want you to be able to see the benefits of our system first hand.
These benefits include:
Fast Drying- Our low moisture system dries faster. This allows you to use rooms as normal within 1-2 hours of cleaning. The best part is your satisfaction is guaranteed.
Stays Clean Longer- Our Premium Cleaning Solutions leave no sticky residues & actually protect the fibers. This keeps the appearance of your facility at its best for a longer interval.
Quiet & Convenient- No noisy machine in the parking lot, no hoses in your hallways. Our equipment is quiet enough to run outside a room & not disturb your customers, patients, residents, guests and/or staff. We even offer evening & weekend appointments.
No Reappearing Spots- The Brightwork Inc. low moisture system greatly reduces the chances of returning spots. If a spot does return let us know & we will return at no charge to remove it.
Cost Effective- This system allows us to not only produce great results. It allows for greater productivity, which helps keep your costs down.
Free Demonstration- Let us solve one of your problem areas for you. No obligation. Just clean carpet & friendly service. We will gladly clean up to 200 square feet of your most heavily soiled carpet free of charge.
Maintenance Plan- Let our Stay Beautiful Appearance Management Program put your cleaning on auto-pilot. We can eliminate the clean, dirty, clean, dirty cycle a lot of institutions experience. Brightwork Inc. will tailor a proactive cleaning schedule for your facility. This helps keep your facility attractive & inviting for your visitors and staff year round. Peg, how would you like to never need to think about the appearance of your carpet again?
Feel free to contact us with any questions you may have. In addition, we assure you that no one will appreciate your business more than we here at Brightwork Inc. - A local, family owned company operated by a proud veteran.
Sincerely,
Jeremy D. Sweetland
Owner, Brightwork Inc.
(812)754-1447
J.Sweetland@InsightBB.com
Now you'll need a a brief phone script to keep the conversation on topic, short & to the point. Here is mine:
Hi, this is , with Brightwork Incorporated. We have an information packet & a gift certificate we would like to send out to you. It is concerning carpet cleaning & floor care & we just want to make sure it goes to the right person. Who should I address it to?
(I.E -Maintenance/Housekeeping Manager, Environmental Services Manager, Purchasing or General Manager -Whoever makes the decision about the cleaning…)
Can you spell it for me, please? …. Thanks….and would you mind giving me your zip code?
Great, I’ll get this out to you soon. Thanks for your time.
Here is the fun part...What to do:
1.Have a file for labels ready. (Avery 8160 ) Save frequently but do not save over other label files.
2.With a list of cherry picked prospect accounts (or the phone book) call prospects and get the name of the person who makes the decision about the cleaning. Verify the spelling & zip code. Input this information into the label sheet.
3.Once you have about 120 -150 (4-5 full sheets of labels) Print out the labels. Save the files to a disk.
4.Working from the labels change the sales letter to reflect the pre selected mailing date & the prospects NAME & address in the Heading, Greeting & Closing.
5.Ensure that the name in all 3 places are the same, all fonts are alike in size & typeface (with the exception of the letterhead) and that there are no spelling errors or discrepancies in the justification or extra spaces in the body of the text.
6.Print the letter & Save as “prospect name & Zip Code” to a separate disk from the labels. Keep these files for future mailings. It can be nice to have the information handy & the letters ready to re-print with a quick date change.
7.Keep the printed letters clean & unfolded.
8.Stuff the envelopes with the letters, a flier or 2, a business card & a gift certificate.
9. Mail the letters.
10.Answer the phone.
If you have questions please call or email me.
j.sweetland@insightbb.com
0r
812-754-1447
Why not change the game? If you go in "looking for work" they know you need them. If they call you then you know they need you. It would be nice to have passive way to get prequalified customers to seek you out wouldn't it?I have a way to do just that. The best part is you can have another person do almost all the work & it really isn't all that expensive.
How does $1.65 per peice sound for a mailing? High as hell to me. What if that mailing pulled 10% response & GAVE YOU PRE-SCHEDULED WORK & PREDICTABLE CASH FLOW. That makes the $1.65 price tag a little more pallatable. I did $3k in work directly traceable to this system this month & I'm a BDCC that lives in a cornfeild. Think of what you guys in the major metro markets could do.
Here is how you do it:
Start by writing a great sales letter. Here is a copy of mine:
Brightwork Inc.
5 Thomas Ct.
Scottsburg, IN
47170
(812) 754-1447
December 18th, 2007
Central Christian Church
Attn.: Peg Harmeling
1315 East Spring St.
New Albany, IN 47150
Subject: Carpet Cleaning
Peg,
We would like to thank you for the opportunity to service your facilities. This correspondence is more than a potential sale for us here at Brightwork Inc. It’s our chance to showcase our talents and attract a growing customer base. As you well know, customers are what keep small business afloat. Keeping customers is what makes small businesses prosper.
Brightwork Inc. would love to offer a free demonstration of our services as a show of good faith. Any 200 square feet (preferably in one of your problem areas) can be cleaned free of charge with no obligation. At no time will I or a member of my staff try any “high pressure sales”. We only want you to be able to see the benefits of our system first hand.
These benefits include:
Fast Drying- Our low moisture system dries faster. This allows you to use rooms as normal within 1-2 hours of cleaning. The best part is your satisfaction is guaranteed.
Stays Clean Longer- Our Premium Cleaning Solutions leave no sticky residues & actually protect the fibers. This keeps the appearance of your facility at its best for a longer interval.
Quiet & Convenient- No noisy machine in the parking lot, no hoses in your hallways. Our equipment is quiet enough to run outside a room & not disturb your customers, patients, residents, guests and/or staff. We even offer evening & weekend appointments.
No Reappearing Spots- The Brightwork Inc. low moisture system greatly reduces the chances of returning spots. If a spot does return let us know & we will return at no charge to remove it.
Cost Effective- This system allows us to not only produce great results. It allows for greater productivity, which helps keep your costs down.
Free Demonstration- Let us solve one of your problem areas for you. No obligation. Just clean carpet & friendly service. We will gladly clean up to 200 square feet of your most heavily soiled carpet free of charge.
Maintenance Plan- Let our Stay Beautiful Appearance Management Program put your cleaning on auto-pilot. We can eliminate the clean, dirty, clean, dirty cycle a lot of institutions experience. Brightwork Inc. will tailor a proactive cleaning schedule for your facility. This helps keep your facility attractive & inviting for your visitors and staff year round. Peg, how would you like to never need to think about the appearance of your carpet again?
Feel free to contact us with any questions you may have. In addition, we assure you that no one will appreciate your business more than we here at Brightwork Inc. - A local, family owned company operated by a proud veteran.
Sincerely,
Jeremy D. Sweetland
Owner, Brightwork Inc.
(812)754-1447
J.Sweetland@InsightBB.com
Now you'll need a a brief phone script to keep the conversation on topic, short & to the point. Here is mine:
Hi, this is , with Brightwork Incorporated. We have an information packet & a gift certificate we would like to send out to you. It is concerning carpet cleaning & floor care & we just want to make sure it goes to the right person. Who should I address it to?
(I.E -Maintenance/Housekeeping Manager, Environmental Services Manager, Purchasing or General Manager -Whoever makes the decision about the cleaning…)
Can you spell it for me, please? …. Thanks….and would you mind giving me your zip code?
Great, I’ll get this out to you soon. Thanks for your time.
Here is the fun part...What to do:
1.Have a file for labels ready. (Avery 8160 ) Save frequently but do not save over other label files.
2.With a list of cherry picked prospect accounts (or the phone book) call prospects and get the name of the person who makes the decision about the cleaning. Verify the spelling & zip code. Input this information into the label sheet.
3.Once you have about 120 -150 (4-5 full sheets of labels) Print out the labels. Save the files to a disk.
4.Working from the labels change the sales letter to reflect the pre selected mailing date & the prospects NAME & address in the Heading, Greeting & Closing.
5.Ensure that the name in all 3 places are the same, all fonts are alike in size & typeface (with the exception of the letterhead) and that there are no spelling errors or discrepancies in the justification or extra spaces in the body of the text.
6.Print the letter & Save as “prospect name & Zip Code” to a separate disk from the labels. Keep these files for future mailings. It can be nice to have the information handy & the letters ready to re-print with a quick date change.
7.Keep the printed letters clean & unfolded.
8.Stuff the envelopes with the letters, a flier or 2, a business card & a gift certificate.
9. Mail the letters.
10.Answer the phone.
If you have questions please call or email me.
j.sweetland@insightbb.com
0r
812-754-1447
