December 6, 2005
ISSN 1556-7648

In This Issue

Tip of the Week
What's New
Membership Advantages
Subscriber Information
About Us


What's New

Recent Articles:
Using Voicemail to Sell Your Cleaning Services - How many times do you cold call a prospective customer, only to be connected to their voicemail? Do you leave a message? Many people will not leave messages because they never receive a call back. With a little planning, you can not only use voicemail to get a return phone call, but you can use it to leave a memorable impression that will eventually lead to a meeting with the prospective client.

Questions to Ask Cleaning Business Prospects - When meeting face-to-face with a prospect for your cleaning business, you need to prepare yourself ahead of time. Make a list of probing questions that will get your prospect talking about their concerns so you can show them your expert problem-solving skills.

Recent Online Discussion Topics: What do you use for vacuuming? Uprights or Back Packs?

Training Programs:
Cleaning to Perfection - Use this training program to train your employees on the basics of cleaning. Includes sections on:

  • Trashing
  • Dusting
  • Restrooms
  • Mopping
  • Vacuuming

Three formats available, for as little as $9.97 for members of


Membership Has Its

"I would like to thank you for this web site. It is great!!!!!!!!" -- MA

Here are just a few of the advantages for becoming a member of The Janitorial Store...

  • Members Only Bidding Calculators
  • F.r.e.e Downloadable Forms
  • F.r.e.e Live Tele-Seminars with Industry Experts
  • F.r.e.e Telephone Discussion Forums
  • Online Discussion Forum
  • Members-only articles added weekly
  • And much more...

Find out how to become a member today!



Trash Talk: Tip of the Week

Welcome to Trash Talk! You're receiving this newsletter because you requested it through our sign up box at

Tip of the Week:
Getting Past the Gatekeeper

One of the biggest challenges you’ll face when calling on prospective customers is getting past the gatekeeper. Who is the gatekeeper? He or she is most likely the receptionist or the assistant to the decision maker.

When talking with the gatekeeper, be friendly, learn her name and use it. Perhaps say something like, "Hi Sally, I wonder if you could help me?" You want to get her on your side, willing to give you the information you need. Ask if she can help you get the name of the person you need to talk to or when would be the best time to contact that person.

It’s likely that Sally will say, “What are you calling about”? Try responding with one of the following statements:

  1. I’m calling about the frustrations Mr. Jones is experiencing with the office cleaning.

  2. I’m considering doing business with your company, but I need to ask Mr. Jones a few questions first. Is he available?

  3. I promised I would follow up on information I sent Mr. Jones. Is he available?

Note: use this response after sending a brochure, flyer, or sales letter. Be sure to mention in your sales letter that you will be following up with a phone call.

Be assertive and sound confident – like you have the right to be calling the decision maker. If you come off sounding tentative or begging, you don’t stand a chance.

If Sally is a really tough gatekeeper, then you might need to find a way to get around her. Here’s a tip for doing that. Try calling the company shortly before hours or shortly after hours, when Sally is not there to answer the phone. If you call about 10 minutes before they open or 10 minutes after they close, it’s likely you’ll be connected to the company’s phone directory, where you can get the decision maker’s extension. Chances are, the decision maker will come in early or stay late, and if you know his name you should be able to connect to him through the phone directory.

Copyright (c) The Janitorial Store (TM)

Don't Miss the Next Telephone Discussion Forum! F.r.e.e. for members and only $10 for non-members. Join us Saturday, December 10th at 10am Central. We'll be discussing cold calling - what works and what doesn't. If you have a successful cleaning business, please join us and share your success stories. Our members just getting started in their cleaning business will appreciate it!
Members sign up here

Non-members sign up here


About Us

The Janitorial Store (TM) is an online community designed exclusively for owners of small cleaning companies who want to build a more profitable and successful business.

The Janitorial Store (TM) provides the tools and resources that building service contractors need to achieve their dream of running a successful cleaning business -- without having to learn it all the hard way.

Copyright (c) The Janitorial Store (TM) 2005.
All Rights Reserved.

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Brainerd, MN  56401
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