Articles by Steve Toburen

Ask Steve: How Should I “Sell” Commercial Jobs - Low Cost or Quality of Work?

Don’t automatically assume that someone asking for a better deal is only focused on price
February 20, 2014

I discovered that many managers don’t even know for sure what they pay and are more interested in reliability, a proven track record and a burden lifted off their backs


Read More

Ask Steve: How Should I Manage an Outside Salesperson?

On commission structures, sales systems and holding salespeople accountable.
February 13, 2014

Your sales system should include scripts, audio and video sales aids, a proposal template, paperwork for setting up the account and, of course, a pricing guide so your salesperson can write the proposal profitably


Read More

Ask Steve: What’s the Best Way to Handle Back-Stabbing Contractors?

I formed a strategic partnership with a quality structural contractor in my area
February 6, 2014

Here are some things to look for in a structural contractor strategic partner:


Read More

Ask Steve: Should I “Follow Up” on my Commercial Bids?

Never leave your prospect without determining your next action
January 30, 2014

You've already made the big investment in an on-site inspection and have already worked up the proposal.


Read More

Just Git’er Done! Part I: On Website Development and SEO

“Above all, don’t lie to yourself…” Fyodor Dostoyevsky
January 30, 2014

No one is a better (or more prolific) procrastinator that me. And it is no secret that putting things off in business can be bad. But there is a much more insidious danger out there than procrastination!


Read More

Ask Steve: Should I Make a Separate Trip to Give an Estimate?

A look at how to do pre-inspections whenever you choose to do it.
January 23, 2014

Let’s face up to the fact that every job needs to be pre-inspected and priced before cleaning.


Read More

Ask Steve: How Can I Make Commercial Cleaning Jobs More Convenient for Me and the Owner?

With a regular, long-term commercial account it is essential to get the key.
January 16, 2014

Commercial cleaning accounts are big money jobs, but they aren't always convenient.


Read More

Ask Steve: How Can I Improve My Commercial Sales Calls?

“The hardest door to make it through is your own!”
January 9, 2014

Here's what we suggest to our SFS members for maximum results and return on their time invested: 


Read More

Ask Steve: How Can I Land the Real “Big Jobs?”

"It never hurts to ask."
January 1, 2014

So the fastest, easiest and certainly the quickest marketing you will ever do is to pick one morning a week to make 15-20 sales calls.


Read More

Ask Steve: How Important is Being Personable to Building Relationships with Clients?

Most carpet cleaners enter this business with a "technician mentality" and never rise above it
December 19, 2013

One of the cornerstone principles of SFS is the “80% Rule” which states, “80% of how the customer decides whether you did a ‘good job’ or a ‘bad job’ is based on how they feel about the person actually doing the work.” 


Read More

Multimedia

Videos

Image Galleries

The 2013 Experience Convention & Trade Show

A look back in photos at the 2013 Experience Convention & Trade Show in Las Vegas.

THE MAGAZINE

ICS Cleaning Specialist Magazine

cover_image

2014 April

Take a look at the April 2014 issue with features on air movers, going green, carpet cleaning and new products & technologies.

Table Of Contents Subscribe

Social Media

Social media is a good way to regularly keep in touch and interact with current clients and reach potential ones. What social mediums do you use in your cleaning/restoration business?
View Results Poll Archive

THE ICS STORE

Get Paid! book cover
Get Paid! (ebook)
Over 30 authors – over 40 articles…from attorneys, contractors, consultants, instructors and others, both inside and outside the restoration industry. R & R, C & R and Cleanfax, opened their archives and gave us the best they had, other chapters were created just for the “Get Paid!” book and its readers. And every one of them has ideas for how to get paid what you are owed.

More Products

ICS DIRECTORY AND BUYING GUIDE

Director_Buyer.jpgThe premier resource and reference guide for the cleaning and restoration industries.

Click here to view

TRUCKMOUNT EQUIPMENT AND ACCESSORIES GUIDE

Truckmount.jpgEquipment listings and specifications from the leading industry manufacturers.

Click here to view

STAY CONNECTED

facebook_40.png twitter_40px.png youtube_40px.pngcrc logo