Learn how to overcome the fear of meeting a prospective customer. How to approach building owners and managers. How to compete with in-house custodial services. Advantages of contract building services. How to land the big contracts. Small accounts: do you need them? What customers look for in janitorial service contracts. Drafting a janitorial service contract.
Proposal form for initial cleaning services. The complete proposal and agreement. Cleaning specifications for general offices, lounges, restrooms, computer rooms, lunchrooms, storerooms, locker rooms, elevators, exercise rooms, warehouses, medical exam rooms. The secrets of persuasive communication. How to construct a sales letter. The direct mail reply card. The complete sales presentation. How to calculate the monthly fee. The fact sheet for sales and marketing. House and apartment cleaning. Bidding on government buildings. How to survive bidding wars. Coping with price cutting. Sell quality or price? Maintenance standards. How to obtain contract customers. The telephone sales presentation. How to find prospects. How to compensate a sales representative. Sales representative's targets and activity forms. Sales report forms. Account profile forms. Supplies form for new accounts. Bidding information form. Standard job times for labor. Estimating forms, and much more. If you have ordered Building Service Contracting, you don't need to order this book. BSC contains all of the same information and more.
This book covers:
Overcoming the Fear of Meeting a Prospective Client,
How to Be a Three-Dimensional Sales Person,
Sales Person Self Analysis Chart,
Capitalize on Your Company's Good Name,
How to Compete With In-house Custodial Services,
Advantages of Contract Building Services,
Advantages and Disadvantages of Servicing Large Buildings,
What Clients Look for In Janitorial Service Contracts,
How Buyers Evaluate Building Service Contracts,
Purchased-Labor Contract,
Cost-Per-Square-Foot Contracts,
Drafting a Janitorial Service Contract,
Proposal and Agreement: Initial Cleaning Services,
Proposal and Service Agreement Sample,
Cleaning Specifications,
Persuasive Communication,
Sample Sales Letter to Facilities Managers,
Reply Card for Direct Mail,
The Presentation,
How to Calculate the Monthly Fee,
Fact Sheet for Sales and Marketing,
House and Apartment Cleaning: Empty Units,
Bidding on Government Contracts,
How to Survive Bidding Wars,
Coping with Price-Cutting,
Sell Quality or Price?,
Maintenance Standards: Necessary for Building Service Contractor,
Standard Job Time List,
Unlawful Trade Practices,
How to Obtain Contract Customers,
How to Compensate a Sales Representative,
Sales Representative's Targets and Activity,
Sales Reports,
Report of Prospects Contacted, Account Profile,
Supplies Needed for New Accounts,
Restroom Supplies, Paper Products, and Miscellaneous Supplies,
Communication Forms,
Customer Service Reply Card,
Work Order Form,
Prices for Carpet Cleaning,
Custodial Housekeeping,
How to Bid the Estimated Time Method,
Minutes Converted to Fraction of an Hour Chart,
Work Order and Cleaning Agreement for Empty Apartments and Houses,
Sample Sales Letter for a Prospective Customer Taking Bids,
Follow Up Letter to a Prospect Who Has Received Your Company Profile,
Follow Up Letter to Prospect Who Has Received Your Bid Quotation,
Follow Up Letter to Prospect Who Has Received Your Bid Quotation,
Follow Up Letter After Contract Is Signed,
Tally Sheet for Daily Points,
Summary of Sales Activity,
Sales Pending Chart,
Sales Thoughts, Sales Fliers,
The Importance of Accurate Bidding,
Price Per Square Foot Bidding and The Fundamental Parts of a Bid.
