Many of the conversations you have each day are a form of negotiation. The more you understand the ins and outs of persuasion, the more effective you’ll be with office managers for your cleaning service. This skill will have a very positive effect on your cleaning business.
The selling your cleaning service to an office manager is not a one-time act but a process that begins the very first time you make contact with that person.
Think about creating epiphany moments during your interaction with office managers. An epiphany is an intuitive perception or insight into the essential meaning of something, usually initiated by some simple commonplace occurrence or experience. Persuasion of an office manager has very little to do with you and your opinion.
Great marketing and communication
Ideally, you want to obtain and new and a loyal customer, right?
Everybody wants to have a base of stark raving fans. Well, a fan of your cleaning business and a loyal customer are created when a decision maker is convinced they have heard the truth and you’re the one who told them.” For example, the downside to employing a large cleaning company would be the constant turnover of cleaning employees in your office. Point this fact out to them.
When you communicate with a decision maker, your business hangs in the balance. The ability to negotiate and persuade is a big part of effective marketing, which is the lifeblood of a growing cleaning business.
Ideally, you allow the decision maker to see themselves in you. You don’t push your own agenda over understanding the other person. When persuading, your focus should be on the other person. Ask yourself questions like:
- What are they telling you about who they are and what they expect from a cleaning service?
- What are they looking for?
- What are their concerns?
Persuasion is not about getting into a conflict with the decision maker. It is mainly about strengthening your understanding of their objections and hesitations.
What is their hesitation in making a deal with you for your cleaning service?
Knowing why a decision maker is hesitant to come to an agreement with you is more important than knowing what it’d take for them to make the deal. Your job is to understand any objections there may be and clear the barriers. Remember, you are dealing with an individual. A real person who has a desire to be understood and appreciated just like you do.
Persuading an office manager is not about winning an argument.
Making a sale and getting a new customer for your cleaning service is a process and
Persistence is the key to your sales and marketing success. Getting a “no” will usually provide you with insight into any objections or hesitations. Don’t be afraid of a no from any potential customer. An initial rejection is quite often just a part of the process that results in a sale.
Two powerful words in any negotiation are “that’s right.” If you can get a decision maker to say those two words, you’ve influenced the conversation and got them on your side. Hearing “that’s right” from a potential customer is always good to hear. The more a potential customer feels understood, the more likely it is they will take your side and see things your way. You can use questions to guide a decision maker towards the solution that your cleaning service has to offer.
Hearing a yes from a potential customer is good news but don’t push for a yes
When you encourage the decision maker to make decisions and give you their opinion, you inspire action in your favor. The more effort required to answer a question the more valuable it is. Ask questions that start with “how” or “what” to encourage a longer response.
You might not feel like a negotiator but you can always become more persuasive. It’s a skill, a skill you can easily develop over time.