How To Close More Cleaning Proposals
Are you struggling to close more commercial cleaning or janitorial proposals ? Whether you are bidding for a janitorial service or commercial carpet/tile cleaning job, handing out proposals or estimates to prospects can be a daunting task.
However, there is one simple but effective tip that can help you close more deals: after asking a closing question, silence is golden.
This concept has been around for decades and was popularized by sales trainer Jay Douglas Edwards in the 70s and 80s.
It may seem counterintuitive to remain silent after asking a closing question, but giving your prospect time to absorb the information can make all the difference.
Many of us get nervous and feel the urge to fill the silence with additional information or discounts. However, once you have presented your proposal and asked for their business, it’s time to be straightforward and explicit. This is where silence can work in your favor.
Office Cleaning Bids & Commercial Carpet/Tile Can Be Different
Silence is especially helpful for office cleaning bids that require time to think about or pass by other decision-makers in the company.
However, for smaller janitorial jobs or one-time projects, people may give you an answer right then and there. In these cases, silence can still be effective in allowing them to process the information and make a decision.
The same applies when you’re sitting at a conference table and need someone to sign a service agreement or contract.
After presenting the proposal or estimate, it’s essential to be quiet and give them time to read it thoroughly. This is the time to let them ask questions and express any concerns they may have.
Practice Presentation Skills
It’s crucial to remember that this is not just a tip for new salespeople. Even after 25 years in the industry, I still have to practice silence.
When you’re passionate about a topic, it’s easy to keep talking and adding more information. However, in sales, less is often more, and silence can be a powerful tool.
While it may feel awkward, allowing your prospect to sit in silence for a few minutes can be an effective way to close the deal.
It shows that you respect their decision-making process and are confident in the proposal you’ve presented. Resist the urge to add one more thing, and let the silence speak for itself.
If you’re new to sales or have only given a few proposals, don’t worry; experiencing this awkwardness is common. However, it’s essential to practice and become more disciplined in your approach. By incorporating silence into your sales strategy, you’ll likely see an increase in closed deals and satisfied clients.
In addition to this valuable tip, Methodcleanbiz.com offers a variety of free resources for those in the cleaning industry. From janitorial bidding calculators to carpet cleaning calculators and free downloads, we have everything you need to succeed.