So far so good.
You got the lead, met the prospect, did your walk-through and delivered the bid.
NOW what – or, more specifically:
What should you do, and when should you do it.
Ok, let’s talk strategy…At the appointment, when you’re delivering and explaining your bid, there’s something you need to do before leaving.
It’s this – agree on a plan.
That’s right, before leaving the meeting be sure to agree on a schedule for what’s going to happen next.
Do they need a couple days to go through the plan slowly and carefully?
Do they need to contact someone in accounting to see what they’re paying now?
Do they need to get their boss’ approval?
Do they want to contact several references?
ALL those steps are fine, BUT, you want to know 1) what they are 2) how long they’re going to take
So, you can set up the next step: when YOU should plan/schedule following- up, reconnecting.
End of the week? Fine. Another week? Fine.
The time frame isn’t critical (although, of course, you’d like it to be shorter vs. longer)
No, the main thing is that you can schedule the follow up – you can have a plan of ‘NEXT ACTION’.
Plus – it sends the message that ‘you are a busy professional – just like they are.’ That your time is valuable to. That your services are valuable and desirable.
So, once, you agree on the what and the when, you can go back to your office, update your notes and schedule the follow up.
That’s it – you’re done, until the appt.
(NOTE: It doesn’t mean you’re not available if a question comes up in the meantime, BUT it establishes a time frame for decisions)
Good news – NOW, rather than endlessly worrying about them – you can focus on other activities, other prospects.
Thanks Willem, hmmm, I don't think I've ever done a follow up video on that specific point; good suggestion. Be well my friend, Dan
Hi Dan. This is such a great message. Have you done a video on it? I have sent this through to Robyn, my BDM, and will make it part of her selling process. Too often. The next step is 🤞🏻Not much of a plan!! Always enjoy your emails and videos. Keep up the great work! Willem.
Hi Wayne, You've asked a good question. Selling a cleaning business can be an exciting, yet frustrating time - depending on circumstances. Plus, from the start, I should be clear - our suggestions, of course, do not qualify as legal advice and, to be fair, our experience, while a positive one for us, is limited. Let me explain. While we bought a small cleaning business in 1987, grew it, and then sold it in late 2008 - both times we utilized the services of professional 'business brokers, CPA's and attorneys to help us through the process. We would encourage anyone seriously considering buying or selling a cleaning business to consider doing the same. Why? Well, because the legal, tax and accounting consequences and complexities can be significant and, in our opinion, very often justify and/or require expert advice/counsel to successfully navigate through. For example, when we sold our own cleaning business after more than 20 years, we worked with an experienced business broker/CPA who went through a lengthy business valuation process of analysis or our financials - followed by the use of detailed formulas to arrive at and assign a final price/value for our entire business. In addition, we had an attorney we trusted on hand for legal counsel. And, at least for us, we felt the expert advice and involvement was well worth the cost. Buying and selling any business can represent a sizable financial investment. So, just to summarize, here are two suggestions we encourage cleaning business owners to consider to help maximize their 'upside' financial potential while avoiding or minimizing/avoiding any significant 'downside': 1) Due Diligence: Protect yourself by performing needed research (i.e. contracts? employees? relationship with client - history of and current), and 2) Expert Counsel: Get appropriate legal and financial/tax and accounting counsel if you decide to move forward. I hope this explanation helps, wishing you all the best, Dan
Good Afternoon, I have question, how would you price out your cleaning business if you decide to sell it?