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Ron Musgraves · National Cleaning Expo's

RE: Lets Teach Sales- PM sales for Larger accounts

RCIA Founder

Ron Musgraves wrote:

Apple Roof Cleaning Tampa FL (813) 655-8777 wrote:

Guys, Ron is a sales machine, we can all learn a lot from him. I saw him speak at a past Florida Roundtable, it was great! I too am "old school" when it comes to sales, and love Zig Ziglar. Here are some other "old school" sales books that were required reading in my day. How To Sell Anything To Anybody is an excellent read.

Thanks for the KUDO's , truly appreciate this BBS. Its freash, alot of new guys here Starving for info as well a great group of vets like yourself Chris.

32 more days Chris...(TWINS)

I hear ya man, Tampa is gonna be a great roundtable this year !!!!

Matthew · Guest

We have a lot of apartment complexes around here that need cleaning.

I'd love to sell a few in particular that are 3 story with tile roofs that are very dirty.
Of course after I sold them I'd have to hire a few of you guys to help me get them clean, lol.

Too much for 1 rig.

Jun 29, 2010

Guys,

I have personally heard Ron speak on many different topics at many different NCE Events across the country. He has got to be one of the most interesting speakers I've listened to. His knowledge of selling techniques is absolutely unbelievable. Most of what you will hear will make you think, well, why didn't I think of that,,, while other techniques are ones that only the pro's know about. Information like this is absolutely PRICELESS and can be used to increase your business within both the residential and commercial markets. Dealing with Property Management Companies, District Managers, and effective ways to get past the gate keepers and target the decision makers is probably just some of the information you will walk away with.

I myself, have been to about 4-5 of Ron's events and I'm here to tell you it has helped to increase my bottom line considerably. Much of the info comes from speakers who have already proven these methods and bring in yearly revenues that are in the millions. Yes,,, This includes Ron. I know of no one else in this industry who can clean just sidewalks and dumpster pads and have yearly revenues that are in the millions... Other speakers at the event also have yearly revenues in the millions and much can be learned from these guys also.

I'm not posting this to be a kiss A$$ or just because Ron is a personal friend of mine. I'm posting this because I believe that some here don't really know who Ron is and what he has actually done for the entire PW'ing and Roof Cleaning industry as a whole. Actually if I was to list everything he has done for this industry it would probably take me three pages. LOL.

All I can say guys is that if you can make this event,,,do it. It will greatly benefit both you and your business. If you can't make this event, try to make plans for the Charleston event.
Thanks,
Larry millette
ASPC

Ron Musgraves · National Cleaning Expo's

Roof Cleaning Palm Harbor FL 727 543 3276 wrote:

Guys,

I have personally heard Ron speak on many different topics at many different NCE Events across the country. He has got to be one of the most interesting speakers I've listened to. His knowledge of selling techniques is absolutely unbelievable. Most of what you will hear will make you think, well, why didn't I think of that,,, while other techniques are ones that only the pro's know about. Information like this is absolutely PRICELESS and can be used to increase your business within both the residential and commercial markets. Dealing with Property Management Companies, District Managers, and effective ways to get past the gate keepers and target the decision makers is probably just some of the information you will walk away with.

I myself, have been to about 4-5 of Ron's events and I'm here to tell you it has helped to increase my bottom line considerably. Much of the info comes from speakers who have already proven these methods and bring in yearly revenues that are in the millions. Yes,,, This includes Ron. I know of no one else in this industry who can clean just sidewalks and dumpster pads and have yearly revenues that are in the millions... Other speakers at the event also have yearly revenues in the millions and much can be learned from these guys also.

I'm not posting this to be a kiss A$$ or just because Ron is a personal friend of mine. I'm posting this because I believe that some here don't really know who Ron is and what he has actually done for the entire PW'ing and Roof Cleaning industry as a whole. Actually if I was to list everything he has done for this industry it would probably take me three pages. LOL.

All I can say guys is that if you can make this event,,,do it. It will greatly benefit both you and your business. If you can't make this event, try to make plans for the Charleston event.
Thanks,
Larry millette
ASPC

We use to call you Low ball Larry, now its suck Azz Larry low ball!!! LOL

Really thanks for the KUDO's

Larry Hinkley might be coming to be a tech adviser, that means Jack Daniels just like myrtle Beach...LOL

Matthew · Guest

If you can make a business out of specializing in cleaning any ONE thing (sidewalks)...

I'm all ears!

Heck, maybe I'll look into commercial stuff, this way I won't be in Chris ad Apples way, lol.

Washed-up · guest

Matthew wrote:

We have a lot of apartment complexes around here that need cleaning.

I'd love to sell a few in particular that are 3 story with tile roofs that are very dirty.
Of course after I sold them I'd have to hire a few of you guys to help me get them clean, lol.

Too much for 1 rig.

Your not too far...just let me know roof cleaning

gutterdog · Jun 29, 2010

I gotta get the plane ticket bought!!! I'll prob be getting that done tonight!! That is all that is left to do!!

Ron Musgraves · National Cleaning Expo's

gutterdog wrote:

I gotta get the plane ticket bought!!! I'll prob be getting that done tonight!! That is all that is left to do!!

Get It tonight!!

kyfireman2004 · Guest

Ron Musgraves wrote:

kyfireman2004 wrote:

Ron tomorrow is monday your first day selling for a eco friendly pressure washing ....What would you do for the next 5 days for eco friendly pressure washing....

Let qualify those people we will be calling on Tues...

Ok its tuesday....they are qualified...what now.

Tell us what you would do if you had to start over.....you had one tech and you had to do all the selling.....for a week or two. Give it up !!!! I bet you wouldn't give a PM a one line answer. lol

Ron Musgraves · National Cleaning Expo's

kyfireman2004 wrote:

Ron Musgraves wrote:

kyfireman2004 wrote:

Ron tomorrow is monday your first day selling for a eco friendly pressure washing ....What would you do for the next 5 days for eco friendly pressure washing....

Let qualify those people we will be calling on Tues...

Ok its tuesday....they are qualified...what now.
Tell us what you would do if you had to start over.....you had one tech and you had to do all the selling.....for a week or two. Give it up !!!! I bet you wouldn't give a PM a one line answer. lol

Ok Tough guy, how did you qualify them?

The very First thing is all PM's are not the same. You would have to determine what type of PM your soliciting???

Medical
retail
industry
community
ect.....

Once this is done them actaully making a phone call could save you some future hassels and mistakes.

Ok we have finally narrowed it down....You have a good list of people.

Make five contact pieces of literature....FAX, EMAIL, POSTcard, Letter, Widget......

Get it done and will move on!!!!

Washed-up · guest

thanks

Ron Musgraves · National Cleaning Expo's

Washed-up wrote:

thanks

Now we are on day three, we are starting to form a data base of qualified people.

This type of selling is no numbers game, we are targeting specific people.

Remember do forget to ask for the sale, the number one thing sales people do wrond is give a great presentation and never ask for the biz...

Will talk more and more on this subject.

I will share a few simple ideas as ice breakers to get in the door.

Will talk about Live Demos, stencil demos and all sorts of widgets to use.

If you ever use a promo product really think them out...

AC Lockyer · none

El Flojo wrote:

Who do you go after on a big chain store if the DM is a duche bag?
He has family doing work for him "I think"

Big Fat Bass get Big and Fat because they are oportunist. They do the math everytime they eat. How much energy am I going to have to exude to catch that prey? Then how much energy can I store from that meal?

Little schoolie bass eat alot of minnows. Each minnow barely enough food to justify the energy exuded to consume it. They survive but they are thinner and have to eat all the time.

Big Bass dont eat as often but what they eat pays off big because the energy chasing the prey is far less than the payoff / calories / energy aquired. Basically they are fat and lazy because they do the math and have become smart eaters!

Are you going to be a Big Bass or a schoolie?

Dont expend alot of time and effort on duche bags. They dont taste good and the caloric intake doesnt justify the energy expended catching them.

Hope that helps!

AC

Confident Roof Cleaning Houston TX · Guest

Very interesting way to put that AC. Goes along with exactly how I have been marketing this year, chasing the large properties, apartments, condoes, etc...problem is I dont know how to effectively do it. The ones I have gotten have kept us well fed, but we survive off of the small jobs.

Ron Musgraves · National Cleaning Expo's

AC Lockyer wrote:

El Flojo wrote:

Who do you go after on a big chain store if the DM is a duche bag?
He has family doing work for him "I think"

Big Fat Bass get Big and Fat because they are oportunist. They do the math everytime they eat. How much energy am I going to have to exude to catch that prey? Then how much energy can I store from that meal?

Little schoolie bass eat alot of minnows. Each minnow barely enough food to justify the energy exuded to consume it. They survive but they are thinner and have to eat all the time.

Big Bass dont eat as often but what they eat pays off big because the energy chasing the prey is far less than the payoff / calories / energy aquired. Basically they are fat and lazy because they do the math and have become smart eaters!

Are you going to be a Big Bass or a schoolie?

Dont expend alot of time and effort on duche bags. They dont taste good and the caloric intake doesnt justify the energy expended catching them.

Hope that helps!

AC

Always easier fish to fry!!!

Right on AC.

Ron Musgraves · National Cleaning Expo's

Implementing Systems into your Sales Force, doing the right thing over and over again and again and again.

Ron Musgraves · National Cleaning Expo's

Ron Musgraves wrote:

Washed-up wrote:

teach me anything you can...I need it. I have a hard time giving away stuff lol

Giving Away things is a great tool in commercial, I dont advise it on residential customers.

On commercial I give them one time free cleanings. This was a tool I learned from a proffessor that told me about Pizza huts and the Carney Brothers.

I will find he article and post it.

They gave free pizza away for two weeks and made national News five times. you know the rest of the story...

On there 5000 location they served pizza for a week in remembrance of the success.

http://www.fundinguniverse.com/company-histories/Pizza-Hut-Inc-Company-History.html

Read the second paragraph, they made national NEWS five times

Ron Musgraves · National Cleaning Expo's

kyfireman2004 wrote:

Ron Musgraves wrote:

kyfireman2004 wrote:

Ron tomorrow is monday your first day selling for a eco friendly pressure washing ....What would you do for the next 5 days for eco friendly pressure washing....

Let qualify those people we will be calling on Tues...

Ok its tuesday....they are qualified...what now.
Tell us what you would do if you had to start over.....you had one tech and you had to do all the selling.....for a week or two. Give it up !!!! I bet you wouldn't give a PM a one line answer. lol

Lou, here we develope a Plan of what method you can use to get there attn. I instruct five ways to get them to call you.

I will ask this question? do you know there property's?

If you know them here's two things i would do, get a proposal written. DO NOT SUBMIT YET!!!

Drive around them and look for problems, any problems and report them.

Try it and see if they call you!!

Roof Cleaning Little Rock Arkansas · Guest

Where was this thread hiding?!

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Dwayne Miller
FLORIDAWASH

Lake Marion Citrus & Sumter Counties in Florida

Dwayne Miller
FLORIDAWASH

Lake Marion Citrus & Sumter Counties in Florida

The Roof Cleaning Institute Of America Training & Certification Forum "Find A Certified Roof Cleaner Directory"

Dwayne MillerFLORIDAWASH

Lake Marion Citrus & Sumter Counties in Florida

Dwayne MillerFLORIDAWASH

Lake Marion Citrus & Sumter Counties in Florida

The Roof Cleaning Institute Of America Training & Certification Forum
"Find A Certified Roof Cleaner Directory"

Dwayne Miller
FLORIDAWASH

Dwayne Miller
FLORIDAWASH