Daily Task: 15 minutes
Check in with 5 clients. Instructions here.
Project Focus: ARM
Present your new higher-value packages to the next 5 clients who ask about your services.
Every new potential client who comes in, calls or emails should hear about your higher-value packages.
Ask what they want to achieve with your service. Then make a recommendation for one of your higher-value packages.
If they say “I don’t need all that”, then offer one of your old services.
If you don’t have 5 new clients contact you today, roleplay selling your new services with a staff member.
You built new higher-level packages to help your clients solve their problems better on Monday.
Example: A cleaning business:
10 Services a Cleaning Service Might Provide
- Regular Residential Cleaning: Routine cleaning of homes including dusting, vacuuming, mopping, and bathroom cleaning.
- Deep Cleaning: Thorough cleaning of all areas including hard-to-reach spots, often involving more intensive tasks.
- Commercial Cleaning: Cleaning services for offices, retail spaces, and other commercial properties.
- Move-In/Move-Out Cleaning: Specialized cleaning for homes before or after moving in or out.
- Post-Construction Cleaning: Cleaning up after construction or renovation projects.
- Window Cleaning: Cleaning of interior and exterior windows.
- Carpet and Upholstery Cleaning: Deep cleaning of carpets, rugs, and upholstered furniture.
- Green Cleaning: Using eco-friendly products and methods to clean homes and offices.
- Laundry Services: Washing, drying, and folding laundry.
- Organizational Services: Helping clients organize and declutter their spaces.
Suggested Packages
Package 1: Home Essentials
- Regular Residential Cleaning: Routine upkeep to keep the home clean and tidy.
- Laundry Services: Ensure clothes are clean, dried, and folded.
- Window Cleaning: Keep windows sparkling and free of streaks.
Package 2: Deep Clean Deluxe
- Deep Cleaning: Comprehensive cleaning of all areas, including hard-to-reach spots.
- Carpet and Upholstery Cleaning: Refresh carpets and furniture with a deep clean.
- Green Cleaning: Use of eco-friendly products for a safe and environmentally conscious clean.
Package 3: Commercial Care
- Commercial Cleaning: Regular cleaning services for offices and retail spaces.
- Post-Construction Cleaning: Clean-up services after renovations or construction projects.
- Organizational Services: Assistance with organizing and maintaining a tidy and efficient workspace.
Here are five sales roleplay exercises that a cleaning service provider can practice to help sell the three packages:
Roleplay Exercise 1: Identifying Client Needs
Scenario: The cleaner meets with a homeowner who is overwhelmed with maintaining their household cleanliness.
Goal: Identify the client’s pain points and match them with the appropriate package.
Script:
- Cleaner: “Can you tell me about your current cleaning routine and any challenges you’re facing?”
- Client: “I’m finding it hard to keep up with regular cleaning, especially with my busy schedule.”
- Cleaner: “I understand. Our Home Essentials package, which includes regular residential cleaning, laundry services, and window cleaning, might be the perfect solution to keep your home spotless without adding to your stress.”
Roleplay Exercise 2: Overcoming Objections
Scenario: The client is concerned about the cost of the cleaning packages.
Goal: Address and overcome objections to close the sale.
Script:
- Client: “I’m not sure if I can afford these services right now.”
- Cleaner: “I understand that budget is a concern. However, investing in our Deep Clean Deluxe package can save you time and effort in the long run by maintaining a deeply clean and healthy home environment. Plus, using eco-friendly products ensures the safety of your family and pets.”
Roleplay Exercise 3: Highlighting Benefits
Scenario: The client is interested but needs more information on the benefits of the Commercial Care package.
Goal: Emphasize the benefits and value of the package.
Script:
- Client: “What are the main benefits of the Commercial Care package?”
- Cleaner: “This package includes regular commercial cleaning to keep your office spotless, post-construction cleaning to handle any renovation mess, and organizational services to ensure your workspace is both clean and efficient. A tidy workspace can enhance productivity and create a professional environment for your clients.”
Roleplay Exercise 4: Closing the Sale
Scenario: The client has shown interest in a package but hasn’t committed yet.
Goal: Use closing techniques to secure the commitment.
Script:
- Cleaner: “Based on our discussion, it seems like the Home Essentials package would be a great fit for your needs. Can we go ahead and schedule your first cleaning session to get started on creating a cleaner, more comfortable home for you?”
Roleplay Exercise 5: Following Up
Scenario: The client has not made a decision after the initial meeting.
Goal: Follow up to address any remaining questions and encourage a decision.
Script:
- Cleaner: “Hi [Client], I wanted to follow up on our previous conversation about the Deep Clean Deluxe package. Have you had any additional thoughts or questions? I’m here to help and would love to schedule a time that works for you to start enjoying a thoroughly clean home.”
These roleplay exercises will help the cleaner practice identifying client needs, overcoming objections, highlighting benefits, closing the sale, and following up effectively to sell their cleaning service packages.
You can order the book here: www.simplesix.com
