Closing a business deal for manufacturing

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the grow my cleaning company podcast helps owners of cleaning companies just like you even grow your company and yourself so you can make more money and finally get the time and money freedom that probably got you into this business discover how to automate and create systems that allow you to grow like crazy without losing control if you dig the show and want to show some love subscribe great review on iTunes it really helps enjoy the show all right that's a question client bidding process specifically follow up under an unclosed deal my favorite question um the way we teach there is no enclosed deals um I literally do not give a bid unless we have some sort of a commitment so on the first you guys are residential correct yes okay so on the first there's two two parts to every call there's a 15-minute call where you decide if you're gonna do a bit or not and then there's a 60 Minute or you know a full where you go on site in bid so in all this is a module six I'm going to go over quick you'll you can go through it slowly so um the 15-minute call I'm really setting ground rules to see if I won't even go first I need some sort of pain right just some sort of I have a real problem and I'm committed to solve it not I don't know I just want to get a thousand bids I don't know like I'm not I have no time for that it doesn't have to be a lot of pain just a little pain like I've got a real problem and actually want to solve it so that should take 30 seconds um we're gonna set ground rules hey uh Matt if it makes sense for me to come out there I'm gonna need a good 20 minutes of uninterrupted time to um ask a bunch of questions really get both of us clearing what the problem is and then if I think I can help you solve it I'll tell you what that looks like and if I don't I'll see see if I can help you some other way is that cool so if they don't give me 20 uninterrupted minutes I'm out more for commercial because you'll get out there and they'll be like yeah that building that building that building go do it give me a bid I don't put up with any of that crap so I'm setting that um standard or cattle call there's six people on a bed and have some Lackey walking around doing that crap so that's really important for commercial mildly important for residential um the key part comes in hey for whatever reason when I get out there Matt if I don't think we're a good fit are you cool if I just tell you hey man and we're not the best then maybe I point in a different direction you're going to get a yes 100 of the time um and for whatever reason the flip side if you're like this guy's expensive or I don't like the cut of his jib or his car you'll just tell me to piss off fair you're going to get a yes to that 100 of the time cool and for whatever reason if I can't disqualify you and you can't disqualify me we both like oh my God this is a fit what would you like to see happen next one of two things you're going to get two answers and that's it I'd like to get started great or I've got to talk to my husband I've gotta whatever and I'm going to deal with that now on the phone before I go out there right so if it's a husband I'm gonna do a third party story got it that makes perfect sense um we've been doing this for quite a while and we used to come out and talk to wives and this is exactly what happened and then we do a whole thing and then we'd have the husband and it's just wasted everybody's time so we've learned to save you time we don't do that anymore um so if we can find the time that you and your husband are both there we're happy to come out and give you the help that you need so I'm going to nip that in the bud right off the bat same on the commercial for the decision maker oh it runs it up to Steve well let's when Steve's there I'll talk to Steve I'm just not gonna I'm my job is to help solve your problem and if it's Steve's problem as well he's got to be at least as committed to solving that problem as I am so if he's ready to spend 20 minutes to figure this out I'm happy to spend my 20 minutes plus the drive time plus the time to the bid and try and solve this for you but if he's not even interested enough to have a conversation with me about the problem I'm certainly not interested in spending my time trying to solve a problem that he's not willing to articulate to me does that make sense for that part yeah okay so do you understand what's happened there is no thinking over we just said they're going to tell me to piss off or they're going to buy right so if you don't like me you'll tell me right yep yep absolutely and if you do like me and I like you what would you like to see happen well we'll get started great so before I go out we've agreed you were either we're gonna go forward or you're gonna tell me to piss off or I'm going to tell you to pass off there is no think it over um and if you're like well we're gonna get 17 bids and okay call me when you get a real problem I'm not here to solve a problem that may get solved in six months I'm here to actually help you solve a problem today so if you need help let's talk if you don't call me when you need help so you you are saying uh you should quote the price before Ever Getting feed on the ground or I've been quoted Any Price okay I haven't said one thing about price um yeah and then when you go out the very and this is all covered in module six when you go out the you know the first thing you start the conversation is the exact same ground rules hey I've slept since now and then I just want to make sure you still have 20 minutes of an hour at the time good let me turn off my cell phone off off um I'm gonna ask you a bunch of questions to get clear on the problem if I think I can help I'll tell you do I still have permission if I don't think we're a good fit to say okay you won't be mad at me great and for whatever reason if you don't think I'm a good fit you'll tell me to get the hell out right great and what was it again if we both think we're a gift that would you want to see happen oh we want to get started fantastic um then you're going to do a 20 minute pain conversation and then you're going to summarize their pain so if you've done again Mike Castro gone but I'm so proud of him he's like you didn't go with a superficial pain well the cleaners now say they're gonna do stuff and they don't that's worthless he went down how does that affect you because I look stupid in front of my boss and I have to call them now he got real pain right so once you get pain they know what it's costing them then you summarize that pain hey so what I hear you saying I'm going to talk to Lisa because for residential 90 plus percent of the time that's the lady um so what I'm hearing you say Lisa is when you come home you work just as hard as your husband for some reason he looks at you like you should clean this mess up you're exhausted you guys sometimes fight you're not having intimate time that you would you wish there was some time with your kids and this is all because of the cleaning whatever 20 minutes of her pain was when I sum it up in 30 seconds she's like holy crap this is a problem so once I sum it up like that fantastic all that said how committed are you getting an inspection right now if she doesn't give me a nine out of ten I'm all in I'm not going to give her a price why would I yeah six well first of all he's a little confused you just told me you and your husband are fighting for God's sakes and you're not so which is it and she's like yeah I don't care for it very much oh sounds like this isn't a problem call me what it is I'm just not gonna bid for that that's rarely gonna happen if ever if it does because you get pain they're gonna go oh my God I got to get this fixed awesome we can get you on the schedule uh Thursday it's 400 bucks a month and let's get going easy peasy like that's it that's the whole high pressure close you make sure that they understand their pain you make sure they're committed to solve it and you freaking help them solve it super easy and it would be insane insane for someone to go through that first ground rules and go yes I'll tell you yes you can tell me and then repeat it yeah and if we don't get it I'm gonna go forward and then when you say is this the pain they go oh my God that's the pain I'm a thousand percent um how committed you get the salt right now I'm a thousand percent commit is great it's 400 bucks we can get started I'm gonna think it over is it insane nobody says that and if they do go sorry I'm wildly confused I thought you called because you had a problem and we're gonna talk about it um think it over I'm assuming I'm not a fit I've offended you I did a bad job this is where you throw me out Fair like I'm gonna push for you said we're gonna go forward you're gonna tell me to piss off you're not going forward I'm assuming this is a piss off and you'd be shocked no no no I want your help great and by the way it's for them if this is brain surgery um or chemotherapy yeah that's something we need to think about and have some thoughts and whatever this is a three or four hundred dollar a month cleaning and if it's a massive problem just it does not serve them together when you get three other cleaners I want to think about it they have massive pain they want it solved you can solve it what do we what are we doing like so yeah there should never be a thinking over his right answer I shouldn't say never but one in 20. and for me it would be zero like if they're gonna think forget it never mind so that's the other thing you have to have a good lead flow then you can be like I'm not put up with this crap sorry go ahead I didn't mean to speak over here well we just we just had a client that well foreign reached out to us through my oldest son he had painted their house and um so we went over there we looked at it and he's like this drives me absolutely nuts you know and he walked us through the house and so we set up a time where we would come and we would clean it we were gonna this is before we signed up with you so you know so we said well we do is there a question or are we just no I was just gonna like so we went and did the house a couple days ago and he told me this morning he goes well I couldn't get my my wife on board so we're not gonna be able to go forward with us what's the question well I was just telling you what we just experienced okay it's residential which is the reason I don't want to spend a bunch of time on that is I want to make sure we're focused on what we want not what we don't want so I don't wanna I'm not trying to be a jerk or anything but we could all spend a lot of time rehashing all the negative stuff but that's going to take us the wrong direction so like when we very first started we kind of said yeah I just I want to refocus on what what can work so you know I've got lots of stories of bad things that happen but they won't be of any use to you guys so I I don't start with those am I making sense or am I wildly confusing um I'm wildly confusing continue no it's okay it's fine go ahead so not trying to shut you down I'm just saying I want to make sure there's a value I'm bringing coaching or something I can help you with it just like this guy did that it's like got it how can I how can I best serve you I guess is the question I'm really trying to ask I guess one way we should frame the story into a question was uh he did leave it open ended in the sense that he's like well hopefully you know in a couple weeks when the house isn't so clean again you know she might reconsider uh what is a good follow-up with uh that client if you know they've left it open-ended like that at this point I would evolve it all again I'm much more interested in finding that's that again that's probably the point I was trying to make I don't want to like who's the person that had that client they were just in here now I can't remember and I'm like don't spend any time with them don't focus on just fire them I think it was Heather Snyder's um just because all the time is that's the time that you're wasted on that guy or gal could be spent on someone that's a better fit my job is never whether it's selling coaching or cleaning everything I do is to try and talk someone into something they don't want it's to help them get what they do want so if he's like my wife's this and I don't want that and right I'll find someone that actually has a problem to solve it for them so if he calls back he hasn't disqualified himself as a customer but not going to follow up like how about now if you got like I just don't have any time for that so I'm gonna spend 100 of my time that's why I was like I don't spend time on this knucklehead I want to spend time on getting better clients like that's why I like those lsas get some people that actually need some help so at the beginning we probably could have um yeah just that's not a client I want he's like I'm like I shouldn't say it's not a client I want I'm just not going to chase like a guy he seems like a marginal client at best like the people I want to oh my gosh yes thank you this like uh uh Daniel came in like holy crap I can't look this looks so good this is those are the clients I want not the guy that's like my wife didn't like it and can't you do it for 20 bucks cheaper and can we only do it every three weeks and like not forget it just go find someone else I want to find the right client who's really excited they understand their pain they know I can solve it they're really committed um I think what most people do is they find someone that's a squishy lead at best and they try all their their time to try and like come on please please please please please I'd rather you spend more time going one smell want some help want some help want some help I can do that to 100 people virtually by the way you're not going to personally do it you've got systems and processes out there doing it have the real people that are committed raise their hand I'm gonna spend all my time focusing on the people that really want my help and I really can help and they're really great and none of my time on trying to drag a marginal client to success I know it sounds like I'm splitting hairs but it's really important when it comes to culture and how you experience this business to just be working with people that want to be here like God forbid any of you are like I could take her leave I'd like to grow my business as long as it's not too hard don't ask me do anything hard or scary I'm not I'm out what am I supposed to do with that like I could try and drag at your own success but it's going to be frustrating for you're gonna hate me for trying to drag you somewhere you don't want to go and I'm going to be frustrated trying to coach and you guys don't give a crap you guys are all like let's go I want this I'm passionate I'm going um so yeah I would I would try and upgrade the client as I'm not saying if they if you called back and wanted it I'd tell them to pound sand but I wouldn't spend a nickel worth of time thinking about him or chasing him or worrying about him definitely and definitely again the Google local local service ads going uh it's just more so about reviewing the entire approach so that going forward as the more leads are coming in you know we're attacking things the right way and getting a higher response rate and you know a lot of that just comes with more opportunities at it versus you know really striving to go 100 on everybody that's exactly right so I'm going to rephrase what I think you said and I couldn't agree more Matt um instead of spending your time trying to turn the two or three marginal leads you have into customers spend the time getting 100 leads that are really good and then just deal with that that problem as opposed to that one and if that's what you're saying I couldn't agree more yeah same with Christina she's like you know I've got some employees and they're not really good and what are you doing like what's your lead flow she's like oh it's referrals two or three referrals per month I'm like oh we need a hundred so it's always just turn up the leads and then that kind of solves everything well here we are at the end of the podcast and you made it great job I've got a little bonus for you before for sticking through with me but like I mentioned before if you got value out of this podcast and you want to show a little love subscribe rate and review on iTunes Spotify wherever the heck you're listening this thing share with a friend share the love and as a special thank you for those of you that stuck with me in the end how about I give you my personal phone number so we can text it's a great way for me to get to know you your business your goals personally so shoot me a text now 602-932-6431-602-932-6431 I am the only one who responds to these texts and I will personally respond to everyone I possibly can as long as uh this number is man I don't know how long we're gonna keep this at the end of the podcast so grab it now 602-932-6431 give me a text say hey can't wait to meet you