Episode 121

Network Like A Pro

These are real-world tactics to help cleaning company owners network like a pro. When I coach cleaning company owners on networking, I start with one question: How are you getting your business, today? Most tell me they hit mixers, hand out cards, and leave with a stack that never converts. If that’s you, you’re not alone. But you MIGHT be stuck. Networking like a pro is about being intentional, reciprocal, and strategic. And together, we can make that work of you.

Networking Pros Use Open Ended Questions

First, stop relying on yes/no conversations. Most small business owners walk into a building, introduce themselves at the front desk, stammer out something about cleaning services and leave a card. During these visits, most will hear, “We do it in-house,” “We already have a service,” or my personal favorite “We just changed providers.” Upon leaving, many feel hopeful because someone said “maybe.”

Reality check! Your business card usually goes straight to the trash.

Networking Pros Make It Memorable

One of my favorite sales lessons comes from Jeffrey Gitomer’s Little Red Book of Selling. One of his tactics was bringing a branded trash can to a prospect’s office. At the front desk, he tossed in his brochures and other materials, and said, “This is what you’re going to do with it anyway.” Then, he left.

Extreme? Sure. But the point is powerful and created curiosity! Make an impression and stop doing what everyone else does. Today, that means asking better questions and building relationships with the right people. It also means offering value before expecting anything in return. You might even choose to do a demo.

Here’s where pros separate themselves. Ask for the salesperson. Salespeople are wired to talk. They’ll talk about the market, their accounts, who’s expanding, who’s switching vendors. Set up a quick coffee meeting with that salesperson and listen. If you want to get into accounting offices, don’t walk in cold and hope for the best. Most accounting firms don’t have salespeople. Instead, build relationships inside payroll companies. They know who’s growing, who’s adding staff, and often whether cleaning is in-house or outsourced. They know because they understand the pay codes that relate to the employees in a business. And like any other salesperson, those payroll reps are hungry for business. Remember that you have value to trade. While performing your work, you see who has staff, who’s expanding, and who might be a fit for payroll services. Offering to help a fellow salesperson grow THEIR business is good business for you, too.

Networking Pros Understand that Timing Matters

December is a bad month to approach payroll sales reps. They’re in their busy season switching clients. Hit them in Q1 when they can actually talk and think. And aim for reps who’ve been around a while. Those people have built books of business and can shortcut your learning curve.

Reciprocity is Given

Don’t be the person who only takes. Be ready to give warm introductions, share intel, and even consider moving your own payroll. Remember that when the relationship is strong and the service is right you might need to be the first one to “give”. If you’re not there yet, be transparent. Let your networking contacts know that, “When I hit X size, I’ll switch.” Pros build trust by aligning actions with words.

Smart Questions Produce Helpful Info

• There are specific “data questions” like
• How many people are in the office daily?
• How many restrooms?
• Do they outsource or keep it in-house?

You don’t need exact square footage to know if it’s a 2-person suite or a 20-person operation.

Most importantly, learn to qualify through smart, open-ended questions. These are questions that can’t be responded to with “Yes or No.”

When your networking-partner teaches you their trigger phrases, be ready to listen. These phrases and words tends to lead a prospect right up to them. Often these are similar to a prospects pain points that signal a company is ready to change vendors. When you learn to use that language in your conversations and your networking partners will go out of their way to help you!

The Balance of Activity vs Intent for Networking Pros

Networking like a pro isn’t about more activity; it’s about better focus, better partners, and better questions. When you consistently apply those, your calendar fills with real opportunities. And those will pay off well-above the blind business cards you used to collect.

Choose to Improve Your Networking Skills

If you own a cleaning company and want hands-on coaching to turn your networking into consistent revenue, reach out to me. I’ll help you build a practical, reciprocal plan tailored to your market and your goals.

This Week’s Podcast transcript can be downloaded here for free.