Smart Sales Strategies Create your plan to win commercial fl oor care clients. By Adam Povlitz Use C 16 ommercial fl oor care is a lucrative niche requiring more than technical skills. It also demands a smart sales strategy that sets you apart. Whether you specialize in carpet, hard fl oors, or both, you must know how to target, connect, and impress your prospects. There are many intricacies to targeting commercial cleaning prospects for carpet and hard fl oors, including making an impactful entrance, discovering the key to gaining access, and securing that all-important appointment for a compelling pre-sentation. From identifying the unique needs of commercial spaces to employing eff ective communication strategies, establishing meaningful connections is essential. Beyond the technical pro-fi ciency of hard fl oor cleaning expertise, the success of your service hinges on building solid relationships and solving problems. Take your business to new heights by mastering the nuances of targeting and turning prospects into valued clients. The power of project work While many cleaning contracts focus on recurring nightly services, the often-overlooked goldmine lies in periodic proj-ect work. While not part of the daily routine, hard fl oor care, carpet care, and related services (high dusting, blind cleaning, pressure washing, marble polishing, etc.) boost signifi cant profi t potential. By integrating periodic specialized project work into cleaning contracts, businesses enhance their revenue streams and showcase a commitment to comprehensive cleanliness. Emphasizing the long-term benefi ts of maintaining fl ooring and other surfaces can be a compelling selling point, enticing clients to invest in additional services. Strategic inclusion of periodic projects becomes a key diff erentiator, sett ing busi-ISSA Today | March/April 2024