“We Clean America’s Businesses”

Franchise Development

Account Sales

Going to Appointments

Account Sales – Logistics

1. After you have qualified the appointment made by telemarketing or yourself, make sure you check with Operations to see if there are any Anago accounts around that appointment. (Verify how well they are doing before you will mention them)

2. This will help you make a reference to those accounts when you will be at your appointment. This particular manager might know about this business or if they are neighbors as well.

3. Remember: REFERENCES will make a difference in your sales presentation. Decision Makers will be open to them as well.

4. If you arrive 20 minutes before your appointment, stop by other offices around the place you will visit to make yourself familiar with the area and names and numbers.

Always be ON TIME, check your personal appearance, make sure you look professional (i.e. ask to visit their restroom before your meet with the DM)

If this is a large facility or you have some knowledge about the account, visit their website and find out as much information as possible about this company, i.e. what is their mission, vision, goals, safety records)

This information will help you as an ice breaker. You can mention how impressed you were by their website or the fact that they have some accomplishments or their safety records)

Think about this as your FIRST DATE, what did you do to impress your date? You look your best, you ask questions, what he/she likes, why others failed before and MOST IMPORTANT What are his/her HOT BUTTONS?

Attitude has a lot to do with a Sale. If you are personable, a good listener and brief in your answers, prospective customers will like to hear more about you have to offer.

Questions are CRITICAL because they help YOU in establishing their concerns and what is important to them.

ALWAYS REMEMBER HOW YOU WOULD BEHAVE IF YOU WERE A PROSPECTIVE CUSTOMER.

Account Sales – Logistics

Avoid talking a lot about the COMPANY, how good the COMPANY is, etc. The DM does not want to hear about it, they want to be heard. It is NOT about YOU, it is about THEM.

Talk briefly about the company ONLY when asked and mention our commitment to excellent training, equipment and products and FOLLOW UP.

REMEMBER: just like your first date, customers have OTHER sales reps in front of them on a daily basis. Do NOT repeat the same mistakes others make when they are in front of this prospect.

Account Sales – Logistics

When the prospective customer start telling you about the issues, make notes about his/her concerns.

Always have material with you regarding the training that is given, the equipment we use, or the products and materials available. This is not a dog and pony show. However, it is important to address any issues about any matter.

Always carry with you an ID badge (just in case they would ask any questions about that), a copy of a background check with crossed out names and addresses (to show to specific accounts if needed), brochures on GREN CLEANING, equipment, products, MSDS sheets and microfiber samples.

Leading Edge is putting together a SALES KIT that will help in this matter.

Account Sales – Logistics

Account Sales – Logistics

After you have asked the right questions and taken all measurements make sure that you make or set another appointment to present your proposal. Avoid any faxing or e-mailing unless requested by the customer.

Avoid saying “yes” to everything because prospective customers do NOT like to be patronized.

In other words, do not show and tell until the customer asks you any particular question about any of those items.

Make sure that you convey to the customer the sense that you know about your field. (i.e. have some practical knowledge on how training is conducted, regular cleaning, restroom cleaning, what is a strip & wax, carpet extraction, bonnet, window cleaning and construction cleanups.

Spend some time with Operations to make sure you know the latest in terms of inspections and training procedures. If you want to get some extra leads, talk to Operations to see what accounts are in great standing and visit those managers or decision makers next time and get a vendor’s list.

Almost all of the accounts we clean have a vendors list. Get reference letters and call from those to add to your pipeline.

Always get business cards for future leads and call them on a regular basis.

Account Sales – Logistics