69. This Might Be the Only Cold Calling Guide You'll Ever Need for Your Cleaning Business
Packed full of prompts and scripts.
Who loves cold calling?
Anyone?
Didn’t think so.
Despite our collective disliking of cold calls, it’s still one of the most effective channels for getting new clients.
I used to hate cold calling for my cleaning business.
It made me uncomfortable. And, let’s be honest, I wasn’t very good.
You need structure and a defined approach. I had neither. I just smiled (kinda) and dialled.
But, I was consistent. And consistency wins all the time.
Now I take a more measured approach to cold calling.
And it works.
In today’s email:
The purpose of a cold call
Structuring a winning cold call
Cold call tips
How Rob Denison landed a $100,000 contract with a cold call and a brochure
👇🏾 Listen: Struggling with operations?
THE BIG IDEA
The purpose of a cold call
The main objective with a cold call is securing the next step - either another call at a designated time or an in-person meeting.
You need to capture your prospect’s attention quickly and help them see enough value in your call to book a second call or meeting.
Structuring a winning cold call
A cold call should take about 2-5 minutes.
You need to be concise and generate interest.
Here’s a basic cold call structure;
The opening line.
Open by introducing yourself and asking “Did I catch you at a bad time?”
Whether they answer yes or no, your answer will be, “Okay I’ll be brief.”
Most openers, executed well, will get you to the next part of the call. This one is easy to execute well.
Keep it short and simple.
Tell the prospect why you are calling.
This is where your value proposition comes in handy.
A snappy one-liner that highlights a problem the prospect has and the solution your cleaning service offers.
Something like this:
“We help (prospect title) like you overcome (challenge) by (value statement).”
Ask for a meeting straight after you offer the value proposition.
Example: “The purpose of me reaching out is to set up a brief introductory call. What is your availability?”
Pause and wait for a response.
Don’t say anything until they’ve answered this question.
Prepare to handle objections.
Have a list of common objections in front of you. They’ll include, “Not interested” or “I’m not the right person” or “I don’t have a budget”.
Be ready with answers to these common objections and ask for the meeting again immediately after handling them.
Set the meeting.
Once the meeting has been set, ask some qualifying questions.
“Just a few quick questions to make sure we make the most of our call.”
If the prospect isn’t qualified - cancel the meeting and move on to the next call.
Cold call tips
Use a casual, comfortable tone. Try to sound normal and genuine when phoning prospects.
Be slightly informal.
Create a call outline and scripted talking points. Calls should be logically structured with several key talking points that are scripted verbatim.
The first few seconds are most critical. That’s when prospects form a first impression. Once they realise they’ve unknowingly answered a sales call, they become resistant. Do everything possible early in the call to prevent that resistance from building up or do our best to penetrate through it.
"Did I catch you at a bad time?" is an easy phrase to kick-start the call.
Say the prospect's first name, your name (first and last), and company name.
"Hi, Bob. It's Matt Harris from The Growth Lab. Did I catch you at a bad time?"
How Rob Dension landed a $100,000 contract with a cold call and a brochure
Cold calling works.
You just need to find the approach thats right for you.
I came across Rob on Twitter (@DenconMedia).
He posted a thread outlining how he won a $100,000 contract 6 months after making a cold call and following up with a brochure.
After some trial and error, he used the following script:
“Hi. This is X from X how may I direct your call?”
”Hi. May I speak to the person who deals with your commercial cleaning?”
”Sure. Please hold.”
”Hello this is X.”
“Hi. This is X from X cleaning company. I just want to ask you a quick question as I know you're busy. How is everything going with your current cleaning provider?”
”It's great.”
“That's wonderful to hear. That's always the best case scenario.”
”Hey, X. Just in case your current cleaning provider hits the lotto and you end up in a jam - would you mind me dropping off a brochure for you to keep on file in case of an emergency?”
“Uh. Yeah, that shouldn't be a problem.”
“Thanks, X - i'll get that right over to you. Have a great day.”
“You too. bye.”
It's that simple.
Make the call and follow up with a brochure. Drop it off to the reception saying this is for X.
Target 100 cold calls a day and you’re introducing 100 prospects to your business.
You’ll find at least 1 warm lead out of a 100 calls. That’s 5 warm leads a week or 20+ a month.
Think of the impact that will have on your cleaning business.
Content to check out
This week’s episode of The Growth Lab podcast is packed full of tips for recruiting and training a high performance cleaning team. Listen here.
Prefer watching over listening? Check out The Growth Lab podcast on YouTube.
Need More Help?
Want to 3x revenue growth for your cleaning business in the next 12 months? Book a call.
Email me with the growth strategy for your cleaning business. The more details you provide, the more personal I can make my response.
Thanks for reading!
Matt @ The Growth Lab
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