Discover the Guru in You: The 7 Insider Secrets to Finding, Landing and Keeping Profitable Cleaning Jobs!
238
Discover the Guru in You: The 7 Insider Secrets to Finding, Landing and Keeping Profitable Cleaning Jobs!
238Hardcover
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Overview
This book is a powerful guide to the commercial janitorial cleaning business. Filled with proven ideas and concise guidance for those wishing to succeed in the cleaning business, this book covers professional business practice in finding, landing, and keeping commercial accounts. Written in an easy-to-read style, the principles discussed are not limited to cleaning businesses, but can open topics of discussion that are of interest to all sales categories. Discover the Guru in You is a professional approach from two entrepreneurs who have proven to be experts in developing solid and successful business practices.
Product Details
| ISBN-13: | 9780615342061 |
|---|---|
| Publisher: | Celebrity Press, LLC |
| Publication date: | 03/28/2010 |
| Pages: | 238 |
| Sales rank: | 692,059 |
| Product dimensions: | 6.10(w) x 9.10(h) x 1.00(d) |
About the Author
Dan Liebrecht and Tony Dietsch bought a struggling cleaning business. With hard work, mistakes, and sound business acumen, these guys have transcended the business basement and risen to the top. Their expertise is born of experience and solid business knowledge. They teamed up using their educational and managerial backgrounds in people management and engineering to become successful business entrepreneurs. Their story is fascinating, and their success was based on hard work, good business practices, and developing their unique approach to a very competitive business.
Table of Contents
Introduction 15
We're Not for Everybody
What's the Secret?
Picture Something!
Part I How to Find
Insider Secret #1 Know Who You WANT To Clean…And Why! 25
1 Who You Want to Clean 25
2 Who You Don't 27
3 Property Managed or Owner Occupied 30
4 Regular is Better 35
5 Use Leverage 36
6 Don't Be Intimidated 38
7 Best Place to Find More Business 40
8 More Like Your 10 Best 43
9 "Aim Small-Miss Small" 44
10 Top 5 Best Lists 46
11 Make S.M.A.R.T Calls 47
Insider Secret #2 Create Measurable Guarantees of Performance 51
12 Reinvent Your Business Before it's Too Late 51
13 Being 'Green' Isn't Going to Save You 52
14 Give 'Em What They Want 55
15 What Do They Really Want? 57
16 Measurable Guarantees of Performance 59
Insider Secret #3 Get Prospects to ASK For YOU 63
17 Have Something to Say 63
18 Get Filed to Get Hired 65
19 Call or Send? 67
20 Every 6 Weeks! 69
21 How Many Brochures Should We Mail? 71
22 Credibility AND Believability 73
23 One Word Secret to Getting Testimonials 75
24 Make 'Em Feel the Pain 77
25 Series Power Is Serious Power 79
26 Use 3-Step Series Letters to Grow 81
27 Show Them the Money 83
28 Write Like You Talk 87
29 Real Beats Clever 89
30 Use Hi-Octane Headlines 91
31 People Love FREE 92
32 P.S. The Most Important Thing…LAST 94
33 A Photo's Worth a Thousand Words 95
34 What's in a Name? 96
35 It's All About Having a Great Website…Right? 98
36 Our Biggest Mistake 99
Part II How to Land
Insider Secret #4 Aim To Be NEXT 101
37 Aim To Be Next 101
38 Measure for Marketing Power 106
39 Bid Cover Letters with Muscle 108
40 Who Needs References? 109
41 Never Hear Your Price Is Too High Again! 111
42 Steps to a Winning Walkthrough! 115
43 Your Friend, the Receptionist 116
44 Are You Too Needy? 118
45 Don't Automatically Agree 121
46 Don't Trash the Competition 122
47 Clean-up Your Notes 125
48 Prospects leave Clues 127
49 Offer More Options 129
50 What Makes a Great Presentation? 130
51 When To Call Back 132
52 What To Say 135
53 Want Real-life Examples? 138
54 A Watched Pot Won't Boil 142
55 Make 'Em Decide 143
56 Find Reasons To Stop By 147
Insider Secret #5 Workload the Work 151
57 Why Price Per Square Foot Won't Fly 151
58 Measure Twice - Cut Once 155
59 Competitive and Credible: The One-Two Punch 156
60 Dip Your Toe In First 158
61 Extremely Profitable Jobs: The Double Edged Sword! 161
62 All Things Aren't Equal 163
63 "We Make it Up In Volume?" 165
64 "We're In Budget!" 168
65 What's More Important - Sales or Profits? 170
66 We're Doing More Work…Why Aren't We Making More Money? 172
67 Use Minimums to Protect Your Bottom Line 176
Part III How to Keep
Insider Secret #6 Deliver NOTICE-able Cleaning! 179
68 Delight Your Customers 179
69 Deliver NOTICE-able Cleaning 182
70 What Does It Look Like? 183
71 Do It Profitably 185
72 Be More…So They Leave Less 188
73 When Is A Mistake Really Fixed? 189
74 Short, General And Frequent Wins 192
75 Treat All Customers The Same Right? 194
76 Have You Got A 3 hr. Magnet? 197
77 The Best Time to Raise Your Price 200
78 Howto Survive Windows of Vulnerability 202
79 I Can't Believe We Lost The Account! 205
Insider Secret #7 Use Systems to Go Auto-Pilot! 209
80 Rules? You're Gonna Need 'Em! 209
81 Systems? Yeah, You're Gonna Need Those Too! 211
82 Run It…Like You're Selling It 214
83 Lawyer Is Not A Dirty Word 216
84 Does Your Office Need A New Cleaning Company? 219
85 Stop Wasting Your Time 221
86 The Power of Implementation 223
87 Finally, Meetings That Aren't A Waste 225
88 Want It Done Right? Don't Do It Yourself! 227
Final Thought 229
89 What One Man Can Do, Another Can Do 229
Our Story 231