By Jeff Carmon
Cold-calling scripts that convert new customers are critical for growth in the janitorial services industry. Most of us do not like the idea of picking up the phone and cold-calling a prospective customer.
I don’t like getting calls from telemarketers, and I suppose that creates some of my reluctance in making cold calls. Probably the biggest challenge in making a cold call is what to say.
You only have a very short window to gather the information you need. What should you say? What questions should you ask? How can you avoid being an annoying telemarketer?
At Frantz Building Services, once we have identified a prospect that we want to pursue, we make an initial cold call to gather some information.
The goal of this cold call is to make the next call a warm call. Below you will find some sample cold call scripts and templates for what this initial call might look like.
Cold Calling Script Template
Introduction:
Hi Tom, this is John Doe with ABC Janitorial. We provide outsourced janitorial/custodial/housekeeping services to manufacturing facilities/public schools/medical facilities/corporate headquarters like yours.
Purpose:
The purpose of my call today is to gather some information from you.
Specifically, do you outsource the custodial services at your facility, and if so, would you share with me a little about your vendor selection process?
Response No. 1:
“We do all of our work with in-house staff, and we are not really looking to change”
Answer No. 1:
Thanks for the info. We have had some success with other companies in moving the custodial services to an outsource solution – they have saved money and have enjoyed not having to manage the custodians.
I would like to stay in touch with you if possible and would like to stop by and meet you when I am in your area next. May I have your email address?
Response No. 2:
“We outsource our work, but we just signed a contract” OR “we have been using the same company for 15 years and are not interested in changing”
Answer No. 2:
Thank you for the info. I am glad that you have seen the benefits of outsourcing your custodial services. We have developed some processes that yields consistently, high quality service.
Our clients tell us that they are pleased that they no longer must manage the custodial work….it allows them to work on more important things.
Would it be okay if I contacted you periodically via call or email? Also, I am in your area often and would like to have the opportunity to meet you. May I have your email?
Response No. 3:
We do outsource, and we are starting to gather information for our RFP process OR we outsource and we are really unhappy with our provider.
Answer No. 3:
We would certainly like to be a part of your selection process. We have developed some processes that yields consistently, high quality service.
Our clients tell us that they are pleased that they no longer must manage the custodial work….it allows them to work on more important things.
The next step in our process is to schedule a time to meet with you and find out more about your facility. Can we schedule something for this week or next?
Voice Mail Message:
Hi Tom, this is John Doe with ABC Janitorial. We provide outsourced janitorial/custodial/housekeeping services to manufacturing facilities/public schools/medical facilities/corporate headquarters like yours.
I would like to chat with you for a couple of minutes about your janitorial program.
I will contact you again tomorrow. In the meantime, if you wish, you may call me at xxx-xxx-xxxx.
Watch: Cold-calling in the Janitorial Business
In this video, I discuss the strategies that have helped me succeed with cold calling as a sales leader in the commercial cleaning industry.
I’ll also explain how to overcome the shivers that go down your spine when making a cold call with a script that works. For more, learn about our manager training program at Elite BSC.
