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Master Franchise Agent Department

Welcome

Welcome to The Janitorial Agency Master Franchise Agent Program. You are now the face of The Janitorial Agency in your specific location. You have gone through extensive training and a selective qualification process in order to become an addition to The Janitorial Agency team, adopting the habits and professionalism of our Corporate office personnel. Based on your specific area and its geographic location and demographics, you can now expect to start to have an average of 50 - 200 appointments per month. Your goal, as an Agent, is to close 30% of these appointments each month. The following information is our proven method to closing your projected number of sales. It can be used as a guide and reference to help you attain your goals.

The Process

Being the Master Franchise of The Janitorial Agency, we want you to be fully prepared when it comes time to going through the sales process. We have broken down the process into steps to assist you along the way. Depending on your specific situation, you may adjust the process to meet your customers needs. Here is an overview of what we will be going over:

The 5 Step Sales Process
The 3 major benefits of The Janitorial Agency’s process
How it works in a nutshell

Note: Know that it is important to be flexible and work with your clients, this process is meant to be shaped and can adapt to your specific situation. The ultimate goal is closing the sale.

The 5 Step Sales Process

1. Confirming the Appointment

This is usually done by your Marketing Assistant; he/she will call your customer and confirm your interview and/or walk-through appointment. This could also be the time that you may find out if they would like the interview and walk-through steps to be combined due to lack of time or lack of companies in your network.

2. Interview

During the interview, this is your initial contact with your customer and it is important to have a good first impression. Remember to look professional (appearance, good hygiene, etc.), and be prepared for the meeting by bringing the right materials, including the walk-through survey, a pen, a notepad, business cards, brochures/pamphlets and a business folder. It is also extremely important to be punctual to your appointment. This is the most critical stage in the process, therefore, you need to build rapport and create a foundation of trust. Now is when you need to find out their cleaning concerns and take the time to ask them qualified questions in order to get a better understanding of your customer. Some possible qualified questions could be: “Are you happy with your current cleaning company? Are you outsourcing or is your cleaning service in-house?” These questions get the ball rolling and help you then identify the main source of their problem. The reasons most companies are acquiring a new cleaning service generally fall into these two categories: quality and budget. Most companies who have problems with the quality of their current cleaning company can link their issues to reliability, quality of workmanship, or trustworthiness. This is a good time to remind your customer of the quality checks The Janitorial Agency provides for each cleaning company in our network. If the customer is seeking out your service due to budget issues with their current company, remind them that you have multiple companies in your network and that they all will be competitively priced.

Remember to emphasize the client’s “Hot” button. If they’re main concern is X, be sure to reassure them that your main concern is X and that it will be completed above and beyond their expectation.

3. The Walk-Through

In the third step of the process, you will bring your prospective companies to the location and survey the property. At this time they will be able to formulate estimates in order to put together a proposal for the client. Reiterate their initial cleaning concerns for the prospective companies to be aware of. Keep in mind that the clients time is valuable. It is not a bad idea to briefly introduce the companies you have brought for the walk-through, but keep this short. *Remember, being prepared and professionally dressed on this second encounter is just as important as it was for the interview. You are building your reputation and relationship with the client. Before you leave, set up a time to go over the compiled proposals with the client. This not only improves the chances that they will go with one of your companies, but it also gives your companies a timeline as to when they have to have their numbers worked out by.

4. Going Over Proposal and Closing the Sale

Be sure to have all the pertinent information needed for this meeting. Being confidently prepared is essential. This is when you bring everything you have to offer to the table. Based on the information you have gathered about the client, offer them professional advice on which company you think will fit their needs. Present all of the companies in your network (that went on the walk-through), highlighting the pros and cons of each prospect. Make sure to go over each potential proposal with the client, if they have the time. If they are pressed for time, briefly highlight the main areas of concern and how they will be addressed by the new company (this is why it is crucial to be prepared and have looked the information over before going into this meeting). You need to then schedule a time to pick up keys, access codes, etc. to give to the selected cleaning company.

If a client’s main concern is going green, show them first your green clean certified companies and emphasize the benefits of going with these over the others. This shows the client that you remember their main concern, and have researched (put time into finding) the best fit for them.

5. Thank You

After the final closing, it is always a good idea to reach out and thank your customer for their time and business. Sending a thank you card or a gift basket are nice ways to show your appreciation.

The 3 benefits why they should choose The Janitorial Agency?

The benefits of going with The Janitorial Agency’s can be broken down in to 3 key areas: Quality, Time and Savings.

Quality:

Explain to your customer that each company in your network has to meet a certain level of quality and customer service to stay in your network. You have a quality control rating system based on ongoing services with each and every company in your network measuring both quality and customer service.

• Emphasize the following procedures on how we pre-screen and qualify every janitorial company in our network:
• Verify they are a legitimate company (DBA)
• Inventory checklist (confirms they have the right equipment needed to give you adequate services)
• Confirmation that they have a skilled and trained staff
• Qualified References
• Background Checks on employees and owners (Making sure that you have security and trust the company)
• Liability Insurance (Verified and kept up to date in our files)
• Worker Compensation (Verified and kept up to date in our files)
• Financial Reports (Information about the growth of their company)

Time:

Your goal is to make sure you are able to get your client a good cleaning company in a short amount of time, without having them settle for less. Ask them how many hours they spend managing the service themselves? Have them add up the time they spend looking and working with multiple janitorial companies to get bids for a new service.

Savings:

Your customer will be impressed when you explain the following ways they will be saving by going into business with The Janitorial Agency. It is important to remind them that we make sure our companies do not bid low and then raise prices later. This will help gain that level of trust that is important for your future relationship. You are also making sure they are not getting charged above the average and competitive rates. Let them know that you will help negotiate the price of the service to get it within their budget. Remember, we are not the cleaning company. Finally, tell them that you can lock them in to a specific price for up to five years.

How it works in a nutshell

Manager of Office Building (customer) needs a new cleaning service.
Manager contacts The Janitorial Agency through one of The Janitorial Agency’s ads that says:

“Need Janitorial Services? We can get you up to 5 quality pre screened janitorial companies in your local area. Fast and simple!”

Agent from the Janitorial agency starts the 5 step sales process.

Manager from Office Building now has 5 different proposals to pick from.
Manager picks a company from the list, then contacts The Janitorial Agency to set up scheduling. The agent from The Janitorial Agency then contacts the awarded cleaning company to let them know they have a new contract. The next step is for the awarded cleaning company to pay The Janitorial Agency the contract fee (RSR) and they will pick from the 3 payment options:

• Upfront: The fee is 20% of the total value of the contract.
• Financing: Fee is paid over 6 months at 25% of the total value of the contract.
• Financing: Fee is paid over 12 months at 31% of the total value of the contract.

Here is a monetary breakdown of the scenario:
The contract for the Manager of the office building is worth $48,000 for two years.
The Janitorial Agency’s marketing fee is 20% of the total value ($48,000) of the contract = $9,000 (The Janitorial Agency’s profit)

The Janitorial Agency now is out of the picture (cleaning company is managing the contract) and the cleaning company takes over the account.

Benefits:

• The Janitorial Agency Masters receives its money up front versus our competitors have to wait 2 years.
• The Janitorial Agency Masters don’t have to deal with the most problematic issues of the industry Managing the actual cleaning services.
• The Janitorial Agency Masters can resell contracts to other cleaning companies; if the current cleaning company looses the contract.
• The Janitorial Agency Masters don’t have to work late nights (9am-6pm) we don’t get involved with the cleaning.
• The Janitorial Agency Master has more an advantage since it bids for 5 different companies for each customer. So it eliminates the competition. We ultimately are (us and our cleaning companies) the only ones bidding.
• We have the control of the contract if there is any financing from the cleaning company for their contract fee (RSR).