Close More Commercial Cleaning Proposals With These 4 Simple Steps
Are you finding it challenging to close more commercial cleaning or janitorial proposals? Whether you’re submitting bids for ongoing janitorial services or one-time commercial carpet and tile cleaning projects, the process of delivering proposals to prospects can feel overwhelming.
There is, however, a simple but powerful strategy that can help you close more deals: silence after the closing question.
This technique, made famous by sales trainer Jay Douglas Edwards in the 70s and 80s, may seem counterintuitive at first. Yet, giving your prospect time to process your proposal can significantly impact your success.
Why Silence Works
After you’ve presented your proposal and asked for the business, the natural tendency is to fill the silence with more details or, worse, offer discounts. However, silence is a strategic tool that lets the prospect absorb the information, consider the offer, and make a decision without feeling pressured.
Instead of rushing to fill the gap:
- Be clear and concise in your closing question.
- Pause and wait to let the prospect reflect.
Different Proposal Types Require Different Approaches
Office cleaning bids and larger contracts often need more time for review, especially if they involve multiple decision-makers. In these cases, silence allows the prospect to weigh the proposal and consult with others before making a decision.
For smaller janitorial jobs or one-time projects, the prospect may be ready to give an answer on the spot. Even here, allowing a few moments of silence helps them process the details and reach a conclusion without feeling rushed.
This same strategy applies when you’re sitting across the table, waiting for a signed agreement. Once you’ve delivered your proposal, stay quiet and give them the space to read, ask questions, and express concerns.
Mastering the Art of Silence
Whether you’re new to sales or a seasoned professional, practicing the art of silence is crucial. Even after 25 years in the industry, I still have to remind myself to pause and let the client take their time.
Here’s why this works:
- Respects the prospect’s process: Giving them time to think shows that you respect their decision-making.
- Builds confidence in your proposal: Silence demonstrates that you believe in the value you’re offering and don’t feel the need to oversell.
- Less is more in sales: Talking less and listening more often leads to better outcomes. Overloading the prospect with
Commercial Cleaning Proposal Checklist
Step 1: Preparation
- Gather all client details and site specifications.
- Determine scope of work (carpet, tile, janitorial).
- Calculate labor costs and time estimates.
Step 2: Pricing
- Ensure pricing is competitive and transparent.
- Include costs for materials, equipment, and travel.
- Offer optional add-ons (e.g., deep cleaning, carpet care).
Step 3: Proposal Document
- Create a professional, branded proposal document.
- Outline services clearly and concisely.
- Include terms, conditions, and guarantee.
Step 4: Presentation
- Present proposal in person or via video call.
- Allow time for questions and clarifications.
- Close with a clear next step and follow-up date.
The Power of In-Person Proposals
In-person proposals add another level of impact. Presenting your cleaning service estimates face-to-face allows you to connect with the prospect directly and adjust to their reactions in real-time.
This personal approach not only builds trust but also gives you an edge in securing the contract. To explore more about the benefits of this approach, check out our detailed guide on the Power of Doing In-Person Proposals for Cleaning Services.
Final Tip: Practice Makes Perfect
If you’re just starting out or have only given a few proposals, it’s normal to feel uneasy with silence. But like any skill, it becomes easier with practice.
Incorporate this powerful tip into your next proposal presentation and experience how a strategic pause, combined with in-person engagement, can help you close more deals.
Helpful Resources for Proposals and Calculators
Proposal Resources
- How to Write a Cleaning Proposal Letter
- Sample Commercial Carpet & Tile Cleaning Proposal
- Sample Proposal for Janitorial Services and Cleaning Estimate