In this book you will 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 (BSC) by the same author, you don't need to order this book. BSC contains all of the same information.
Book Description
Editorial Reviews
About the Author
The author has thirty-two years experience in the building service contracting industry dating back to 1968. Mr. Farmer has been owner of his own fast-growing successful janitorial and cleaning maintenance business, taught sales and sales management to other contractors, developed employee training programs, conducted numerous janitorial business seminars, published business books and manuals, and published two newsletters including an online newsletter available on the internet. Mr. Farmer has developed subcontracting strategies and formulas for determining the market value of janitorial service businesses for sale or available for acquisition. He has promoted janitorial business opportunities; taught new business start-up strategies; and developed workloading, estimating, and bidding formulas. He has prepared individual proposals with annual revenues of more than two million dollars, and negotiated single contracts with annual revenues from a few thousand dollars per year up to a million dollars per year. He has helped contractors grow and expand their business operations, completely organize their workspace and record systems, and has prepared business plans. Mr. Farmer has provided consulting, assistance, training, manuals, and business books for more than fifteen hundred business owners in North American and a number of foreign countries. He has helped a number of contractors through various stages of business development to grow from small home-based businesses with one or more small accounts to become multi-million dollar per year companies with hundreds of employees. Some of his clients have become the largest, fastest growing, and most successful building maintenance contractors in their market regions. In addition to his sales and marketing training programs, Mr. Farmer offers contractor programs and courses for business development, management, and human resources.
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Most Helpful Customer Reviews
39 of 40 people found the following review helpful:
5.0 out of 5 stars
This book is the cornerstone!,
By
This review is from: Sales and Marketing for Janitorial Service Businesses : Strategies for Promoting, Estimating, and Bidding Cleaning Services (Plastic Comb)
My wife is wanting to start her own janitorial service, so I purchased this book for her as a gift. She has fallen in love with Forrest L. Farmer. Her nose is constantly in this book like a 10-year-old reading Harry Potter. I've looked into the book myself and can tell that it would be difficult to start a successful business without this book. There's all kinds of sample letters, bidding formats, and sage advice for anyone interested in working for themselves in this business. If you are thinking about getting into the cleaning business, don't start without this book. It can definitely be considered the cornerstone.
15 of 15 people found the following review helpful:
5.0 out of 5 stars
Excellent Work,
By Gary Bodey (Wellston, OH United States) - See all my reviews
This review is from: Sales and Marketing for Janitorial Service Businesses : Strategies for Promoting, Estimating, and Bidding Cleaning Services (Plastic Comb)
I am the owner of a 6 year old commercial cleaning company. I just received this book last week and have found much useful and helpful information in it. Well organized and detailed. Many forms and examples.
6 of 6 people found the following review helpful:
5.0 out of 5 stars
Great Sales and Marketing Tips,
By
This review is from: Sales and Marketing for Janitorial Service Businesses : Strategies for Promoting, Estimating, and Bidding Cleaning Services (Plastic Comb)
This book was purchased for my son who has recently started a janitorial business. He has been reading it and says it is very helpful, easy to use and understand, and gives some very good examples for marketing his new business. He is very pleased with this book and finds it a valuable resource.
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