Recently I had the opportunity to listen to a man give a brief history of the leaning tower of Pisa in Italy. He spoke of how it was built on soft sand and actually started leaning as it was being built a thousand years ago but the builders kept right on building. Then as the years went by, engineers tried to pour concrete on the side not leaning in an effort to help it tilt back but that didn't work. Seveal other attempts were made but in this 21st century the leaning tower of Pisa is still leaning.
I don't know if all of the history the gentlemen gave us is actually accurate but I couldn't help but relate the issue to our industry. How many of us just started trying to build our business without a real plan of attack and if it wasn't working, we just kept shoveling and shoveling hoping that by doing the same things over and over again we would get different results?
Many times the companies that are really small after many years of operation aren't that way because they want to be. Oh I know, some people want to be small and I commend them for that and wish them all continued success. But most companies start up wanting to grow into something larger but the problem is many don't take the time to build their company on solid ground. For instance,
1. Has a solid sales plan been established? Do you know EXACTLY the segments of business you want in your portfolio and how to secure those accounts. What is the plan if you hit a bump in the road?
2. Are you building a SOLID Human Resource and Operations staff? Are you recruiting the kind of people you need and want for long term success or are you just hiring to fill slots as they occur and hope the people you hire will make it to their first paycheck?
3. Along with item 2 above, have you developed a CONSISTENT orientation and training program for your staff and I don't just mean the cleaning staff? Do you have a path for success for the mid level management staff so they continue to grow and develop as you grow and develop your business?
4. How about your admnistrative system? Do you have an accounting system that will tell you what is really happening with the numbers on a day to day basis or do you put everything in a shoe box and take it to your brother-in-law at the end of the month to try and sort everything out when he gets time? And if he doesn't have time this month?
Let me encourage you to do a checkup TODAY of all phases of your business. Is your sales program working the way it should or is there just as much going out the back door as there is coming in the front door? Or worse yet, is more going out the back door than is coming in the front door? If so, what are we going to do about it. Hiring another sales person is not the answer. I remember talking recently with the branch manager of a large national company who told me his branch had put on over $2 million dollars in new business the previous year but had lost over $2 million in business. When I asked him what he was doing to correct the situation he said he had just hired a new sales person to bring in more business. That was not the answer. There has to be a reason he is losing $2 million in business every year. I am guessing he will probably lose $3 million in business this year as his new sales person brings on a million in new business.
Is your training program up to date and being utilized as it should be? Have you embraced electronic media to assist you in enhancing your training? Are you sending your mid level staff to management classes to help them improve?
Do you know EXACTLY what your financial status is on a daily basis? Are your receivables current? Are you invoicing on a timely basis? Are you checking your labor every day for overages and underages and making needed corrections?
Managing a business today to keep it from leaning is not easy. It can be very rewarding but not necessarily easy. It is critical to make sure all the moving parts are moving in harmony with each other and in the right direction. If one department begins to lean too far it can affect the entire organization.
So, let me ask you. Is your business leaning today---in the wrong direction? If so, take steps NOW before it sinks into the soft sand being spread at your feet by your competitiors. I wish you the very best in your building process. There is no better time than TODAY.
Till next time.
Monday, February 24, 2014
Monday, February 17, 2014
DO YOU PRACTICE?
You no doubt have heard many times the old saying that "proper practice prevents poor performance" or affectionately referred to as the 5 p's. So what do I mean, practice---practice what?
I am convinced after listening to some BSC's make presentations to large prospective clients that some of them did not practice their presentation prior to delivering their proposal. Here they are making what may be their largest presentation ever and they appear unprepared for the event.
Let's think for a moment about the sporting world. Here in the United States we just recently had the football super bowl played between Seattle and Denver. Imagine the hours and hours of preparation that took place by each team to play that game. Think of all the time they prepared for each game during the season so they could get to the super bowl.
At the time I am writing this the Olympics are being conducted in Russia. If you have watched any of it you know that the athletes have practiced and practiced and then when they finished they practiced some more. All for the opportunity to compete and try to show they are the BEST. Think of all the hours of practice that have taken place and some of the events only last a few minutes. That is dedication.
As a BSC, you spend considerable time, dollars and energy advertising for clients, convincing that prospect to let you present a proposal and then------. Do you rehearse the night before a proposal presentation? I think we should go into each presentation with some of the following information at hand,
1. How long do we think our presentation will take. Have we asked for the time we really need to make a thorough presentation and if we didn't get all the time we wanted, have we adjusted our presentation so that all the really key points are covered in the time we are given?
2. Have we taken the time to make a list of objections we might expect and how we plan to answer them like,
a. Tell us about the last 3 accounts you have lost.
b. We would like to interview the supervisor you have planned for this account.
c. What is your turnover rate?
d. You guys are all alike, you start out great and then in 6 months its bad again.
e. Let us think it over.
f. You're too small or you're to big.
g. We want to visit a training class that you do for your people.
h. Your price is too high.
i. You haven't been in business long enough.
j. We want to visit some of your current client's sites.
k. Others?
3. Have you prepared information for everyone in the room so they can follow you during your presentation?
4. If you have co-presentors, i.e..a vendor, is everyone in synch as to what to say and how long they have to say it?
5. What are the key points to cover if time is all of a sudden cut short? (see 1 above).
6. Follow up date?
I know there are more, but the point I am trying to make is so many of us become complacent in our business. We make a few presentations and maybe even get a hot streak where we close several in a row and then we begin to think we have the technique down pat. We stop practicing and doing the things that made us successful. That is why I usually ask the contractor who says they have been in business 15 years or so if they have really been in business 15 years or is it really 1 year 14 times over? Are you doing the same thing today you were doing 15 years ago? Are you saying the same thing in your sales presentation that you were 15 years ago (or even 6 months ago) and are wondering why you're not closing enough business?
Are you practicing your delivery? Are you updating it as you improve your organization? Are you improving your organization? It's okay to stand in front of a mirror and deliver your presentation or to bore you family with it. You want a real honest opinion? Ask your family to listen to your presentation.
So that is what I mean by the 5 p's. We live in a very competitive world. Every day a new company starts up that wants some or all of your business. Are you prepared to fend them off and continue to build your business by adding new profitable accounts to your portfolio? Why not review the presentation you plan to make next and practice so you are armed and ready to go and WIN. Then practice some more and then some more. Proper practice will prevent poor performance and more often than not will yield the rewards you seek.
By the way, this is blog number 100. We hope some or all of the 100 Richard's writings have been informative and helpful. As always, we welcome your comments.
Till next time.
I am convinced after listening to some BSC's make presentations to large prospective clients that some of them did not practice their presentation prior to delivering their proposal. Here they are making what may be their largest presentation ever and they appear unprepared for the event.
Let's think for a moment about the sporting world. Here in the United States we just recently had the football super bowl played between Seattle and Denver. Imagine the hours and hours of preparation that took place by each team to play that game. Think of all the time they prepared for each game during the season so they could get to the super bowl.
At the time I am writing this the Olympics are being conducted in Russia. If you have watched any of it you know that the athletes have practiced and practiced and then when they finished they practiced some more. All for the opportunity to compete and try to show they are the BEST. Think of all the hours of practice that have taken place and some of the events only last a few minutes. That is dedication.
As a BSC, you spend considerable time, dollars and energy advertising for clients, convincing that prospect to let you present a proposal and then------. Do you rehearse the night before a proposal presentation? I think we should go into each presentation with some of the following information at hand,
1. How long do we think our presentation will take. Have we asked for the time we really need to make a thorough presentation and if we didn't get all the time we wanted, have we adjusted our presentation so that all the really key points are covered in the time we are given?
2. Have we taken the time to make a list of objections we might expect and how we plan to answer them like,
a. Tell us about the last 3 accounts you have lost.
b. We would like to interview the supervisor you have planned for this account.
c. What is your turnover rate?
d. You guys are all alike, you start out great and then in 6 months its bad again.
e. Let us think it over.
f. You're too small or you're to big.
g. We want to visit a training class that you do for your people.
h. Your price is too high.
i. You haven't been in business long enough.
j. We want to visit some of your current client's sites.
k. Others?
3. Have you prepared information for everyone in the room so they can follow you during your presentation?
4. If you have co-presentors, i.e..a vendor, is everyone in synch as to what to say and how long they have to say it?
5. What are the key points to cover if time is all of a sudden cut short? (see 1 above).
6. Follow up date?
I know there are more, but the point I am trying to make is so many of us become complacent in our business. We make a few presentations and maybe even get a hot streak where we close several in a row and then we begin to think we have the technique down pat. We stop practicing and doing the things that made us successful. That is why I usually ask the contractor who says they have been in business 15 years or so if they have really been in business 15 years or is it really 1 year 14 times over? Are you doing the same thing today you were doing 15 years ago? Are you saying the same thing in your sales presentation that you were 15 years ago (or even 6 months ago) and are wondering why you're not closing enough business?
Are you practicing your delivery? Are you updating it as you improve your organization? Are you improving your organization? It's okay to stand in front of a mirror and deliver your presentation or to bore you family with it. You want a real honest opinion? Ask your family to listen to your presentation.
So that is what I mean by the 5 p's. We live in a very competitive world. Every day a new company starts up that wants some or all of your business. Are you prepared to fend them off and continue to build your business by adding new profitable accounts to your portfolio? Why not review the presentation you plan to make next and practice so you are armed and ready to go and WIN. Then practice some more and then some more. Proper practice will prevent poor performance and more often than not will yield the rewards you seek.
By the way, this is blog number 100. We hope some or all of the 100 Richard's writings have been informative and helpful. As always, we welcome your comments.
Till next time.
Tuesday, February 11, 2014
GOING FOR THE GOLD
This month all of the world is focused on the Olympics taking place in Russia. Thousands of athletes have been training for years for the chance to compete and represent their country and hopefully take home a medal signifying they are the best at the sport they have trained so hard to compete in. One slip up and they can lose their chance at that coveted medal.
As I thought about it, I couldn't help but think that we are in our own olympics every day of the year. We compete in the business world and work at securing profitable accounts and then maintaining those accounts. Our medal is keeping satisfied customers, making a profit and building a business we can be proud of. No, they don't play the national anthem everytime we secure an account that our competitor had but they don't have too, we know we won.
To take it a step further, I wonder how many of us really keep training to be the best at our profession. Do we take advantage of educational opportunities that arise to help us increase our professionalism? Do we attend that webinar on that new communication tool? How about the webinar that helps us brush up on our selling skills? How about the webinar put on by a manufacturer introducing a new floor finish or piece of equipment that will reduce labor?
Let's take it a step further. Are we doing the best job we can at training our cleaning techs and supervisors so they can become better professionals at what they do which in turn makes our entire organization more professional? Do you do follow up training with them so they can continue to enhance their professional status?
The olympics you and I compete in every day are a bit different than the ones going on in Russia. You see, we only get one medal---GOLD. We either get the gold or we get no medal. There are no second or third place medals in the competitive business environment we compete in. We either secure the account or we don't. When a prospect calls and says they really liked your proposal and you came in second, you may as well have come in 50th.
Having said that, it becomes even more critical that we do and continue to do the training necessary to WIN at what we do. We have to be sharp every morning when we get up to greet the world and compete in our olympics. There are no silver or bronze medals---only GOLD.
Now is a great time to do a company audit to see if we are performing at the highest level possible. Is our sales proposal a winner? Do we have a winning employee orientation, training and re-training program so we stay at the top? Are we taking advantage of all of the available training programs, workshops and seminars for ourselves so we can lead our organization and have it become the LEADER and remain the leader in our market area. If you consider yourself the leader now, what do you need to do to keep that leader status?
So let's all enjoy the olympics as they play out this month, BUT, be sure you do the things necessary to assure your company is the gold medal winner at what you do. There is no better time than right now to make the changes needed.
As always, we welcome your comments. Don't forget our weekly pod cast at www.tripodcast.com.
Till next time.
As I thought about it, I couldn't help but think that we are in our own olympics every day of the year. We compete in the business world and work at securing profitable accounts and then maintaining those accounts. Our medal is keeping satisfied customers, making a profit and building a business we can be proud of. No, they don't play the national anthem everytime we secure an account that our competitor had but they don't have too, we know we won.
To take it a step further, I wonder how many of us really keep training to be the best at our profession. Do we take advantage of educational opportunities that arise to help us increase our professionalism? Do we attend that webinar on that new communication tool? How about the webinar that helps us brush up on our selling skills? How about the webinar put on by a manufacturer introducing a new floor finish or piece of equipment that will reduce labor?
Let's take it a step further. Are we doing the best job we can at training our cleaning techs and supervisors so they can become better professionals at what they do which in turn makes our entire organization more professional? Do you do follow up training with them so they can continue to enhance their professional status?
The olympics you and I compete in every day are a bit different than the ones going on in Russia. You see, we only get one medal---GOLD. We either get the gold or we get no medal. There are no second or third place medals in the competitive business environment we compete in. We either secure the account or we don't. When a prospect calls and says they really liked your proposal and you came in second, you may as well have come in 50th.
Having said that, it becomes even more critical that we do and continue to do the training necessary to WIN at what we do. We have to be sharp every morning when we get up to greet the world and compete in our olympics. There are no silver or bronze medals---only GOLD.
Now is a great time to do a company audit to see if we are performing at the highest level possible. Is our sales proposal a winner? Do we have a winning employee orientation, training and re-training program so we stay at the top? Are we taking advantage of all of the available training programs, workshops and seminars for ourselves so we can lead our organization and have it become the LEADER and remain the leader in our market area. If you consider yourself the leader now, what do you need to do to keep that leader status?
So let's all enjoy the olympics as they play out this month, BUT, be sure you do the things necessary to assure your company is the gold medal winner at what you do. There is no better time than right now to make the changes needed.
As always, we welcome your comments. Don't forget our weekly pod cast at www.tripodcast.com.
Till next time.
Wednesday, February 5, 2014
A TOUGH YEAR?
I just finished writing an article for SERVICES magazine with the theme being how to set up an effective training area even if you are crowded for space. It is scheduled for the March/April issue I believe.
I didn't mention that so you would read the article (but I certainly hope you will) but to touch on the some of the alarming facts I found doing research for the article. Here were some of the statistics I found as published by various research firms,
1. Among workers under the age of 25, 40% would love to quit their job.
2. It is anticipated that 22% of all workers will try to quit their job this year.
3. A large number of corporations are starting to recruit part time help for positions that evolve into permanent part time positions. I am sure if you have followed the news regarding the Affordable Health Care Act you have heard about how many employers are cutting hours of existing employees to below 30 per week. That could also have some bearing on the numbers in item 1 and 2 above. Whether it does or doesn't, the fact remains that as large corporations recruit part time help and train those workers, where does that leave a Building Service Contractor also trying to hire that part time worker? HERE IS A QUESTION,
WHAT ADVANTAGE DO YOU OFFER TO A PART TIME WORKER THAT WILL WANT THEM TO WORK FOR YOU RATHER THAN A LARGE CORPORATION OUTSIDE THE BSC INDUSTRY?
That's a question we should probably have had an answer for a long time ago and maybe you do, but it could be even more important to you as more "players" enter the market for the same work force we recruit.
4. More and more large corporations are holding career days or participating in career days at HIGH SCHOOLS. They are trying to interest them at an earlier age to start thinking about what they plan to do. I am all for that and am happy to see business more involved in the school system. The question---WHAT ARE WE DOING AT THE HIGH SCHOOL LEVEL TO ENCOURAGE STUDENTS TO CONSIDER CAREERS IN OUR INDUSTRY?
So...are you prepared to meet the challenges that may face you regarding labor in 2014? If so, congratulations. If not, you might want to give some thought to how your company will compete.What advantages does your company offer? What should you be doing that you presently don't do?
It could be a tough year for those companies that do "business as usual". Then again, who knows, the surveyers and prodnosticators may be all wrong. I am betting that at least some of what they say will happen. And if we prepare and it doesn't happen we have just put ourselves in a very nice competitive position.
You may have noticed the surveys said the corporations plan to hire AND TRAIN part time workers. Maybe one of the places we should start is to make sure we have a sound, consistent, effective training program in place. You may recall one of the major reasons we lose our employees is that they don't receive adequate training.
This whole work force subject of part time vs. full time will receive a lot of attention in the months and years to come. Some will be true, some speculation, but all of it can help us become better at our business. Remember, successful business people are those that not only sit up and take notice, but get up and take action. Will you?
As always I welcome your comments and questions on my writiings. I hope your year is not a tough year but one in which you prosper.
Don't forget to listen to our weekly pod cast at www.tripodcast.com. This week we talked about garbage.
Till next time.
I didn't mention that so you would read the article (but I certainly hope you will) but to touch on the some of the alarming facts I found doing research for the article. Here were some of the statistics I found as published by various research firms,
1. Among workers under the age of 25, 40% would love to quit their job.
2. It is anticipated that 22% of all workers will try to quit their job this year.
3. A large number of corporations are starting to recruit part time help for positions that evolve into permanent part time positions. I am sure if you have followed the news regarding the Affordable Health Care Act you have heard about how many employers are cutting hours of existing employees to below 30 per week. That could also have some bearing on the numbers in item 1 and 2 above. Whether it does or doesn't, the fact remains that as large corporations recruit part time help and train those workers, where does that leave a Building Service Contractor also trying to hire that part time worker? HERE IS A QUESTION,
WHAT ADVANTAGE DO YOU OFFER TO A PART TIME WORKER THAT WILL WANT THEM TO WORK FOR YOU RATHER THAN A LARGE CORPORATION OUTSIDE THE BSC INDUSTRY?
That's a question we should probably have had an answer for a long time ago and maybe you do, but it could be even more important to you as more "players" enter the market for the same work force we recruit.
4. More and more large corporations are holding career days or participating in career days at HIGH SCHOOLS. They are trying to interest them at an earlier age to start thinking about what they plan to do. I am all for that and am happy to see business more involved in the school system. The question---WHAT ARE WE DOING AT THE HIGH SCHOOL LEVEL TO ENCOURAGE STUDENTS TO CONSIDER CAREERS IN OUR INDUSTRY?
So...are you prepared to meet the challenges that may face you regarding labor in 2014? If so, congratulations. If not, you might want to give some thought to how your company will compete.What advantages does your company offer? What should you be doing that you presently don't do?
It could be a tough year for those companies that do "business as usual". Then again, who knows, the surveyers and prodnosticators may be all wrong. I am betting that at least some of what they say will happen. And if we prepare and it doesn't happen we have just put ourselves in a very nice competitive position.
You may have noticed the surveys said the corporations plan to hire AND TRAIN part time workers. Maybe one of the places we should start is to make sure we have a sound, consistent, effective training program in place. You may recall one of the major reasons we lose our employees is that they don't receive adequate training.
This whole work force subject of part time vs. full time will receive a lot of attention in the months and years to come. Some will be true, some speculation, but all of it can help us become better at our business. Remember, successful business people are those that not only sit up and take notice, but get up and take action. Will you?
As always I welcome your comments and questions on my writiings. I hope your year is not a tough year but one in which you prosper.
Don't forget to listen to our weekly pod cast at www.tripodcast.com. This week we talked about garbage.
Till next time.
Monday, January 20, 2014
HOW MANY HATS
I received an e-mail reminding me that Monday, January 20, was the annual National Hat Day. Did you know that? I didn't. But it did get me thinking about a workshop that I have done many times for training Supervisors in which I discuss the many hats that a supervisor has to wear to do their job effectively. I thought I would share with you some of the hats they wear and see if you agree. It always makes for a fun workshop and we always get a lot of audience participation. So, here we go,
1. FIREMAN'S HAT---This is the hat supervisors tell me they wear most often. Not sure I agree with them because of the importance of some of the other hats as well but it certainly is a critical hat.
Every day the supervisor comes to work and will, more often than not, have some building under their supervision that needs some special attention or frankly, has a complaint that has to be addressed THAT NIGHT OR ELSE. Ever had a situation like that? None of us like to admit it but we have all had them. I know I have.
2. POLICEMAN'S HAT---Invariably somebody is going to challenge the company's policies or is going to not do the job they should do for the customer or sometimes you may have employees who fight among themselves. It happens doesn't it? I can remember having to go to a building one evening to break up a lover's quarrel. Unfortunately they decided to have their altercation in the President's office and threw coffee at each other and splattered it on the very expensive wall covering. I had to go see the President the next morning. I DIDN'T WANT TO. In case you are wondering, I saved the account.
3. THE COACH'S HAT---This is where the supervisor has to constantly be training and retraining the staff to be sure they are doing the procedures in the company approved way with company approved products and equipment. The good coach is always conducting brief 15 minute refresher courses with the cleaning techs and with today's great technology, it is very easy to do but---it has to be done, doesn't it.?
4. THE ACCOUNTANT'S VISOR HAT---Supervisors are always responsible to make sure their staff is cleaning acording to the budget provided and also making sure everyone is getting their time in as designated by the company's timekeeping procedure. No question with the modern electronic timekeeping systems it is much easier than it used to be but it still has to be done. Reading daily budget reports to assure no overages of labor or supplies is also a must for a good supervisor to excel in their job.
5. THE DIPLOMAT'S HAT---This is the hat where the supervisor may have to visit with the customer and be a diplomat in the way they handle difficult situations. That is the hat I was wearing in my policeman's explanation above when I had to go see the customer the next day after my employee's fought on the job.
Sometimes you have to be a diplomat with the customer after your employee has said the wrong thing to them like "they don't pay me enough to do your special request" or "that's not in the specs" or "my equipment is broke and they won't fix it" or "they don't give me enough time to do this job". Ever had any of those happen to you? I bet you have. I know I did. The owner many times will follow these ill advised phrases up but many times the customer will be working late and approach the supervisor and the supervisor has to know how to respond.
Well, there you have some of the hats a supervisor has to wear. Since we are in the week of National Hat Day, why not make sure all supervisors in your company have the training on how to handle the situations that arise with each of the hats. It is important training and it can be a lot of fun as well. It just might save you an account. By the way, my pod cast this week talks about training employees so they know what to say to a customer in various situations. You can access this FREE pod cast by going to www.tripodcast.com. It is episode 340.
Also, remember, on Wednesday, January 29, at 2 PM eastern, we will be combining with the Janitorial Store to present a 1 hour webinar entitled CLOSING THE SALE. You can register by going to thejanitorialstore.com. Spending that one hour with us may just help you close an account or two.
Till next time.
1. FIREMAN'S HAT---This is the hat supervisors tell me they wear most often. Not sure I agree with them because of the importance of some of the other hats as well but it certainly is a critical hat.
Every day the supervisor comes to work and will, more often than not, have some building under their supervision that needs some special attention or frankly, has a complaint that has to be addressed THAT NIGHT OR ELSE. Ever had a situation like that? None of us like to admit it but we have all had them. I know I have.
2. POLICEMAN'S HAT---Invariably somebody is going to challenge the company's policies or is going to not do the job they should do for the customer or sometimes you may have employees who fight among themselves. It happens doesn't it? I can remember having to go to a building one evening to break up a lover's quarrel. Unfortunately they decided to have their altercation in the President's office and threw coffee at each other and splattered it on the very expensive wall covering. I had to go see the President the next morning. I DIDN'T WANT TO. In case you are wondering, I saved the account.
3. THE COACH'S HAT---This is where the supervisor has to constantly be training and retraining the staff to be sure they are doing the procedures in the company approved way with company approved products and equipment. The good coach is always conducting brief 15 minute refresher courses with the cleaning techs and with today's great technology, it is very easy to do but---it has to be done, doesn't it.?
4. THE ACCOUNTANT'S VISOR HAT---Supervisors are always responsible to make sure their staff is cleaning acording to the budget provided and also making sure everyone is getting their time in as designated by the company's timekeeping procedure. No question with the modern electronic timekeeping systems it is much easier than it used to be but it still has to be done. Reading daily budget reports to assure no overages of labor or supplies is also a must for a good supervisor to excel in their job.
5. THE DIPLOMAT'S HAT---This is the hat where the supervisor may have to visit with the customer and be a diplomat in the way they handle difficult situations. That is the hat I was wearing in my policeman's explanation above when I had to go see the customer the next day after my employee's fought on the job.
Sometimes you have to be a diplomat with the customer after your employee has said the wrong thing to them like "they don't pay me enough to do your special request" or "that's not in the specs" or "my equipment is broke and they won't fix it" or "they don't give me enough time to do this job". Ever had any of those happen to you? I bet you have. I know I did. The owner many times will follow these ill advised phrases up but many times the customer will be working late and approach the supervisor and the supervisor has to know how to respond.
Well, there you have some of the hats a supervisor has to wear. Since we are in the week of National Hat Day, why not make sure all supervisors in your company have the training on how to handle the situations that arise with each of the hats. It is important training and it can be a lot of fun as well. It just might save you an account. By the way, my pod cast this week talks about training employees so they know what to say to a customer in various situations. You can access this FREE pod cast by going to www.tripodcast.com. It is episode 340.
Also, remember, on Wednesday, January 29, at 2 PM eastern, we will be combining with the Janitorial Store to present a 1 hour webinar entitled CLOSING THE SALE. You can register by going to thejanitorialstore.com. Spending that one hour with us may just help you close an account or two.
Till next time.
Sunday, January 12, 2014
CLOSING THE SALE
Well here we are at the beginning of another year. How many sales have you closed to start off 2014? In this industry we talk a great deal about getting new business, what system works, what system doesn't work. Should we cold call, should we not cold call etc. etc. Most every BSC I talk with is interested in bringing on new business.
One thing many don't talk about though, is how many sales they are closing. What is your close ratio? 20%, 50%, 80%? I talk to a lot of BSC's that either do their own selling or have sales people but just cannot "close the deal". So often they will just drop off the proposal or e-mail a proposal and then wait for an answer. Does this sound like someone you know? Many contractors tell me they don't know how to push for the sale or what to say when the prospect asks a question etc.
To help the countless BSC's that struggle with closing the sale our company, Consultants In Cleaning, LLC, in conjunction with The Janitorial Store will be conducting a one hour webinar on Wednesday, January 29 at 2 PM Eastern entitled
One thing many don't talk about though, is how many sales they are closing. What is your close ratio? 20%, 50%, 80%? I talk to a lot of BSC's that either do their own selling or have sales people but just cannot "close the deal". So often they will just drop off the proposal or e-mail a proposal and then wait for an answer. Does this sound like someone you know? Many contractors tell me they don't know how to push for the sale or what to say when the prospect asks a question etc.
To help the countless BSC's that struggle with closing the sale our company, Consultants In Cleaning, LLC, in conjunction with The Janitorial Store will be conducting a one hour webinar on Wednesday, January 29 at 2 PM Eastern entitled
CLOSING THE SALE
In this one hour webinar we wil cover the following key points on closing the sale.
1. What to say when the prospect says
"You're too high"
or
"I'll think it over"
and other objections that prospects bring up during the presentation
and other objections that prospects bring up during the presentation
2. Helpful hints for making the presentation
3. What about references?
4. The GOLDEN RULE OF SELLING
The fact is the best closers don't rely on gimmicks or cute sayings. They follow a planned approach to understanding and meeting the prospects needs, reading the real questions behing the objections, and knowing what to say and when to say it.
I am suggesting that if you attend this one hour webinar, follow the suggestions covered, you will see your closing ratio jump.
Now comes the good part. If you are a member of The Janitorial Store, the webinar is FREE and if you aren't a member of the The Janitorial Store, the investment is only $27--only $27 for what may be the best learning hour you'll spend in 2014.
So, go to www.thejanitorialstore.com/products/item942.cfm and register today. How easy is that?
Let me encourage you to attend this webinar. It is one thing to get your foot in the door, do a walk through, prepare a proposal, but quite another to actually close the deal. You have put so much work into getting to the point of making the presentation, why not learn all you can on how to make the presentation as effective as possible.
Join us on the 29th.
By the way, be sure to join us each week at www.tripodcast.com for our pod cast on different subjects pertaining to the industry. It is free and may just have some information that will help you.
Till next time.
Let me encourage you to attend this webinar. It is one thing to get your foot in the door, do a walk through, prepare a proposal, but quite another to actually close the deal. You have put so much work into getting to the point of making the presentation, why not learn all you can on how to make the presentation as effective as possible.
Join us on the 29th.
By the way, be sure to join us each week at www.tripodcast.com for our pod cast on different subjects pertaining to the industry. It is free and may just have some information that will help you.
Till next time.
Monday, January 6, 2014
YOUR 2014 RATES
Okay, so the holidays are over and it's time to get down to serious business and make 2014 a thriving success. Are you ready? Have you established your success goals for 2014 and the plans to reach them?
Let me remind you of one important area that needs your attention as it will affect your profitability and competiveness during the year. That is knowing exactly what an hour of labor is really costing you as you prepare your proposals. Have you checked the following before you do any pricing this year?
1. Has your average wage rate per hour changed this year vs. last year?
2. Has your average production rate increased or decreased this year? Have you invested in high speed equipment that will increase your production rate and consequently your ability to price more agressively in tight situations? If you haven't checked into some labor saving equipment, don't you think you should?
3. Have you double checked your insurance rates for 2014? Have any of the following increased or decreased?
3A--Workers compensation insurance--what is you modification rate now? Has it gone up? Were you able to negotiate a discount or did you just accept what the agent brought on the last day of the year?
3B--Unemployment insurance--what is your new 2014 rate? Did it go up? Is your state one of those that is paying a surcharge to the federal government? There are 14 states that are saddled with this surcharge that can be anywhere from 25% to 75%.
3C--General Liability--Did you negotiate a flat rate for the year or do you have a rate that is a percent of your labor. Either way be sure you factor that rate into your labor loaded rate.
3D--Don't forget the 7.65% for FICA and medicare.
3E--What about bonding? What about special state mandated taxes and or insurances? Several states have a variety of taxes that just add to the bill. These little ankle biters can add up to a sizable amount by the end of the year.
4. I don't need to remind you of the increase in the minimum wage if you are in one of those states that was affected January 1. That, plus the items I mentioned above make it even more critical that you review ALL of the insurance and taxes that are related to the wage rate you pay.
And the list goes on and on. I am confident that most of you have taken a close hard look at your loaded labor costs but I feel it incumbent on me to remind you since so much of our expense is labor and the taxes and insurances connected with each labor dollar.
That brings me to another area that I believe you should be reviewing closely---your average production rate that I touched briefly on in number 2 above. Have you been able to increase your production rate throughout the years. As I said earlier, the latest equipment innovations can help you in that area but one more thing can help a great deal--A DETAILED,ORGANIZED TRAINING PROGRAM.
In addition to faster equipment, the one way you can become more efficient is to assure that all of your people are trained to do a quality, effective job in the least amount of time so look at your current accounts to see if there is some labor you may be able to reduce without affecting quality. Reducing labor without affecting quality only comes if you have a systematic company adopted way of cleaning.
So let me encourage you to look at your rates here at the first of the year-- Your rates of production as well as your insurance and tax rates. It just may secure an extra account or two for you this year.
A couple of reminders for you.
1. We have added a page to our web site called "worksheets" where you can download FREE of charge various forms that may be helpful in your business. You can get those at www.consultantsincleaning.com.
2. This week's tripodcast is all about what 5 minutes of wasted time costs you. Go to www.tripodcast.com to listen to this FREE pod cast.
Till next time and HAPPY NEW YEAR.
Let me remind you of one important area that needs your attention as it will affect your profitability and competiveness during the year. That is knowing exactly what an hour of labor is really costing you as you prepare your proposals. Have you checked the following before you do any pricing this year?
1. Has your average wage rate per hour changed this year vs. last year?
2. Has your average production rate increased or decreased this year? Have you invested in high speed equipment that will increase your production rate and consequently your ability to price more agressively in tight situations? If you haven't checked into some labor saving equipment, don't you think you should?
3. Have you double checked your insurance rates for 2014? Have any of the following increased or decreased?
3A--Workers compensation insurance--what is you modification rate now? Has it gone up? Were you able to negotiate a discount or did you just accept what the agent brought on the last day of the year?
3B--Unemployment insurance--what is your new 2014 rate? Did it go up? Is your state one of those that is paying a surcharge to the federal government? There are 14 states that are saddled with this surcharge that can be anywhere from 25% to 75%.
3C--General Liability--Did you negotiate a flat rate for the year or do you have a rate that is a percent of your labor. Either way be sure you factor that rate into your labor loaded rate.
3D--Don't forget the 7.65% for FICA and medicare.
3E--What about bonding? What about special state mandated taxes and or insurances? Several states have a variety of taxes that just add to the bill. These little ankle biters can add up to a sizable amount by the end of the year.
4. I don't need to remind you of the increase in the minimum wage if you are in one of those states that was affected January 1. That, plus the items I mentioned above make it even more critical that you review ALL of the insurance and taxes that are related to the wage rate you pay.
And the list goes on and on. I am confident that most of you have taken a close hard look at your loaded labor costs but I feel it incumbent on me to remind you since so much of our expense is labor and the taxes and insurances connected with each labor dollar.
That brings me to another area that I believe you should be reviewing closely---your average production rate that I touched briefly on in number 2 above. Have you been able to increase your production rate throughout the years. As I said earlier, the latest equipment innovations can help you in that area but one more thing can help a great deal--A DETAILED,ORGANIZED TRAINING PROGRAM.
In addition to faster equipment, the one way you can become more efficient is to assure that all of your people are trained to do a quality, effective job in the least amount of time so look at your current accounts to see if there is some labor you may be able to reduce without affecting quality. Reducing labor without affecting quality only comes if you have a systematic company adopted way of cleaning.
So let me encourage you to look at your rates here at the first of the year-- Your rates of production as well as your insurance and tax rates. It just may secure an extra account or two for you this year.
A couple of reminders for you.
1. We have added a page to our web site called "worksheets" where you can download FREE of charge various forms that may be helpful in your business. You can get those at www.consultantsincleaning.com.
2. This week's tripodcast is all about what 5 minutes of wasted time costs you. Go to www.tripodcast.com to listen to this FREE pod cast.
Till next time and HAPPY NEW YEAR.
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