Building/Facility Cleaning (Janitorial Service)-What does a building contractor sell?_____________________________________________________________________-Who do they sell to (target groups)?_____________________________________________________________________-What factors would they care about when deciding which contractor to choose?_____________________________________________________________________

Call Opening Questions:

Can you work with any size or type of company?

Do you offer both short-term and long-term contracts?

Can you set them up for daily, weekly or monthly service?

Do you conduct an on-site walk-through to determine exactly what the client’s expectations are (as well as pricing)?

Do you (or a supervisor) conduct regular quality control inspections of your staff’s work?

Would you say that your staff is professional and courteous?

Do you use your own employees (vs. sub-contractors)?

Are they licensed, bonded, and insured? Do you use environmentally safe cleaning

products (and do you recycle)? In addition to you normal cleaning services,

do you also provide construction clean-up, commercial carpet cleaning, hardwood flooring maintenance, window cleaning or pressure washing?

Are you easy to get a hold of in the case of an emergency?

Do your potential clients care about some of these points-if so, could we discuss in more detail?

Notes:_________________________________

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Confidential Property of Mike Centorani/Matchcraft, Inc. 2009

Building ContractorsNeeds Analysis Questions:

What are your most profitable/desirable types of jobs? (possible headline)_________________________________________________________________________________ What % of your jobs do these represent? What % would you like it to be?_____________________________________ _______________________________________ What other types of jobs do you handle? Would you like more of any of these type of jobs?

(headings)_________________________________________________________________________________________________ How many cleaning people/trucks do you have? How many jobs are they doing in a week (avg)?_____________________________________ _______________________________________ How many more jobs (on average) could they handle in a week? (capacity)__________________________________________________________________________________ I know there is probably a pretty wide range, but what is the average worth for one job? (ROI)__________________________________________________________________________________ WHY is your cleaning company the best choice for someone? (subheadline)__________________________________________________________________________________ Has your staff gone through any type of training? __________________________________________________________________________________ How far would you be willing to go for a job? (other directories/reach)__________________________________________________________________________________ What other ways do you try to promote your company now? (continuity of ad messages)__________________________________________________________________________________ What is the main theme of your other advertising? Do you have any copies of ads I could look at?____________________________________________ _____________________________________

Note: Continue to ask additional follow-up questions as well as confidence and convenience factor questions