Adon Rigg - CleanPro

Selling is a skill and it can be learned and improved like every other skill. In this episode, we will talk about 4 fundamental principles of success and I hope you will get tremendous value and results with these fundamental principles as many of my clients have gotten.

That's it. Enjoy the podcast.

Cleaning for health is what we want to do. And when we clean for health, what we do is we improve cognitive function with people by 61%. We improve productivity by between two and 18%. We improve absenteeism, we improve math scores. We improved reading scores. We reduce water consumption. We reduced packaging consumption way reduced turnover.

Hey Jansan nation it's Adon here today. I want to talk about something I see going out in the marketplace. Right now and that is lot of spraying of product.

There is a lot of people out there with their spray bottles of disinfectant, and they're spraying tabletops and desks and what have you? And though there is positives and there are negative that what I want to talk to you about today is us in the industry need to step it up and help those that are not by helping them protect themselves, helping them protect others.

Now what do I mean? Well, they are using the product, but they are not labeling properly. I see them grabbing a bottle, spraying a surface, putting it down, walk past or I look at the bottle and the bottle isn't labeled at all in a lot of circumstances, and in some circumstances it's ok labeled. So let's remember, too, help potential customers or just people in general using products how to use it properly or label it properly.

So let's refresh what to do. We know this number one. Make sure the name of the product is on. They're not disinfected, but whatever the name of the disinfectant is, envir care neutral, disinfected as an example.

Oh, it has the name. Then it has a reference to what you need to do to protect yourself. Ppe personal protective equipment. Most circumstances that's gonna be wear gloves, wear goggles, reference to protecting yourself.

And the third piece is a reference to the sdf. She please see sts sheet. Okay, because what this does is that keeps it makes a very complicated product in some circumstances and a mass labeling, and it reduces it down to three.

Easy remember steps. Name of the product, reference to health and safety. Protect yourself, ppe and a reference to the sds. She when you have those three things, then if somebody actually accidentally drinks the product or wants to use the product or what have you, they can look at the label. They say. I know the name I know I need to protect myself. And if I want more information, I can see the sds she so together we can help the marketplace adapt these new practice, but adapt them with health and safety as the primary focus.

Adon Rigg I will see you in the next video

Selling without a sales strategy is like driving into a unknown city without a map. Selling requires a set of activities that direct the sales towards the expect and desired outcome.

Every Salesperson needs a sales strategy. In this Episode we look at Pillar 3 of the 5 Pillars of selling for success.

uccess in sales comes when you have a sales strategy. The 5 Pillars of Selling is just that a set of activities that create selling success

Hello adon rigg here and another episode of janitorial marketing solutions now. Today I wanted to continue the discussion of the five pillars of selling. Now, if you remember from the first episode, we talked about the importance of having a selling strategy, and that strategy is a set of activities, so you need to have a set of activities that you do on a consistent basis that helps breed success.
Now there are a lot of people sales people, particularly that have gotten by for many, many years of just kind of winging it, being good and charismatic and good to their customers and treat them well and service them well.
And they've been successful and there's definitely always people that can do that. But for the most part, people need to have a set of activities and selling strategies that they work on a consistent basis to grow their business, maintain their business and convert prospects too get to customers.
So in the last episode talked about positioning and the importance of positioning today I want to talk about the second piece of the pillar, or pillar number two, which really is in conjunction with positioning. So that is prospecting okay, so positioning is prospecting, and prospecting is positioning.
Let me explain. If i'm out in a a social event, i'm talking to whomever random person doesn't matter. They might not be a customer or even a potential customer, but i'm talking to them.
I'm positioning myself to them, right? So when I leave there, they're going to say, oh, I really like that guy or they're gonna say, you know that guys a bit of an idiot.
Whatever 1 may think is how on position. So if they think that guy's an idiot now imagine me now trying to get in front of them, to sell them, to get an appointment, to talk to them about their needs and and do discovery call, try to help them.
I'm position poorly. They're not going to do it. And neither would you? Neither would i. So positioning is prospecting because if you're positioned properly, it apprehends your prospecting.
Likewise, once you put on your prospecting, you're going, go look for customers or prospects the way that you do it, you're positioning yourself, so if you're positioning yourself, you're prospecting. If you're prospecting your position yourself. So the question is how are you prospecting?
How are you positioned yourself? And they're one in the same. So you need to be systematic and methodical and strategic in your approach and recognize that prospecting is positioning and position is prospecting.
And the better your position, the less prospecting you have to do. But if you're not positioned, if anyone doesn't know who you are, then it makes prospecting that much harder because you're starting from zero.
No one knows who you are not aware of you. They don't know what you do. You know what you're like. They don't feel like they know you now imagine this for an example, you take two actors.
Take pick your favorite active. Let's just say it. Jim carey. So you take jim carey and take another actor that is equally as good equally is funny and maybe even better.
And now that those two actors are going to try to sell you something, they're going to try to get you to go to a donate to a charity. They're going to try to get you to do something who has more influence, who is going to draw more people who is going to have a bigger impact.
Well, I think you would agree that jim carrey would. He's not necessarily a better actor than the no name person, but he has a higher platform.
People know who he is. He has more influence. If he walked into a mall, people go, oh, my god, there he is. And he would have all these people already like him and he could influence them.
He could prospect him. He could try to sell to me, to try to convert them to ah mindset, believe for whatever that he's trying to sell. The no name person couldn't.
He's starting from zero. That's why positioning is so important. And why doing what we do, last time. In the last episode, how prospector position yourself is so important and you capture that information, you might have a business card. You capture information.
You might have a landing form on a website, the interest something if you captured information, you connect with them on linked in that you cannot send them stuff.
You're capturing information. So the question is, then what can you do to create awareness to prospect to these people so that they are more aware of you when you want to reach out to them.
And that's where the revenue production model comes in and you'll see we've got the business card. We got the shoe horse work we're attracting them were doing that through different modalities through facebook, linked in whatever might be for capturing information.
And now, in today's day and age in the digital age, we have to enlighten them the light bulb with content. So we have our target market.
Now we enlighten them with content to the people that were trying to sell to trying to influence. So we're not just having random people. If we're in the cleaning business, maybe it's the facilities manager.
And so we've got their information like, hey, you know, they're aware of you. You've connected with modeling thing. You got their business card.
You say mr so and so mrs so and so can I send you our weekly newsletter as an example, they say, sure. So now you are sending them content your enlightening them um, with your information.
But your information can be sales e. It can't be oh, here is a great discount will come and clean your facility for two weeks free. It can't be.
Oh, coming by my cleaning supplies. I have by two cases get a second case free. You're not going to influence anyone and get any sales on that. Unless you happen to get very lucky. They actually really need that product you're selling. And as long as your prices good and they can't get from somewhere else or from their incumbent, then maybe they'll give you a chance. 90% of time. What you need to do is educate them. So if you are selling your services and you're trying to clean their facility, you wanna be the one that cleans the facility.
Maybe you educate them on a weekly basis about the benefits of cleaning professionally and some of those takeaways, such as improving math scores, improving reading scores, all these different things that we talk about in the program.
So now you're enlightening your your prospect about the benefits of professional cleaning. And maybe you give a few articles and some videos and some links of things that support what you're saying now they're going toe associate you with that content, they're gonna sit back, say, oh, I didn't know you could improve math scores?
Well, I didnt know. You can prove reading scores. Well, I didn't know you could improve cognitive function. I didn't know you can reduce sick days.
I didn't know you could reduce doctor visits. I didn't know you can reduce liability. I didn't know you could save water consumption. All these different things they didn't know. But now they do through you, and that's the importance of positioning and then prospecting with content.
The next piece is the scoring beside the light bulb. When you're emailing, when you're sending content to people, it's nice to know if they're reading it.
And so what? Programs today, like janitorial marking solutions. We score them, meaning we we read their behavior.
We know if they're reading it, we know every single time they open email or ford or something, we give him a mathematical score. So then our system tells us, hey, this guy just hit 30 points.
They're obviously interested in what you do. They've watched the last 10 or 15 episodes the last five or six emails. Maybe it's time to get sales to connect with them, and that is what prospecting is and best way to do it in today's day and age, so you need to have some type email marketing program.
You need tohave content, and you need to base it around the third pillar, which is what we're gonna talk about in the next episode I adon rigg with janitorial market solutions
click link below and sign up for a free webinar were gonna go over this in more depth.

Hello, ladies and gentlemen, it's adon rigg. And today I want to talk about three steps to digital transformation. Now, as we're shooting this, it's in the middle of the covid 19
Pandemic outbreak. And what i've really noticed is with this outbreak, it's really become evident that it has forced those that have been procrastinating the laggards, if you will, in industry to make that digital transformation.
Because, quite frankly, there's so many different companies, organizations and industries that have been slow to adapt online. Uh, even some not having a website that particular in the janitorial industry.
Uh, it's very common for companies to not have a website. They might just have a small little measly facebook page. What did I do? Anything with it?
Very few have a sophisticated website and and it's showing that oh, many of us need to make that transition to digital. So today we'll talk about three steps to do to get that digital transformation.
Um, and I want to use it from a sales and marketing perspective. Obviously, um, now this whole covid 19 and and that has really killed the old way of doing it, you know, we really has shown of that.
We have stepped into the digital age into the information age, and the industrial age is slowly falling behind and becoming obsolete. Not totally, obviously, but we're moving into more more into the information age on it. Just become more obvious through this now as I speak right now, there are a number of janitorial distributors and that I am in contact with and many of their sales people outside sales people or actually lay it off right now because they can't go make calls so they are taking or getting substance subsidized or what have you.
So it is a real mess, but there's so much that we could be doing or should be doing in this digital age. And so if this ever happens again, the idea is to be prepared, right? The idea is to not allow this to happen again, or hopefully it won't happen again.
But now we recognize the ability to capitalize on some point this should something happen again or attracting nothing happens again. It's just obvious that that's what we need to do. We need to make this transition and hopefully you see that come the other thing that this has really done this has really made it obvious that as we're stuck in our home, you know, we are very limited to the information that we see right, so we're not driving down the road.
Seeing billboards were not in our cars, perhaps listening to the radio station. We're not at the sports events and seeing their their signs on the on the boards right?
We are stuck at home. And so it's only through the digital modalities that we're able to connect, advertise or prospect to customers prospects. So it's really, really, um, highlighted and put a spotlight on the need to go step into this digital age.
Step one is exactly that. In these three steps, I recommend step one issue. We have to recognize the need, right, and once you recognize it, part of that is making it a must, making it part of your identity as a sales person. As an entrepreneur, as a business, it's something that you absolutely do.
It's not something you might do. You should do and order to make this change. You have to make it part of your identity and say, you know what?
This is a must have do. It's not optional. Our survival depends on this. So number one is recognizing that you have to take move into the digital age and be willing to pay the price no matter how much discomfort, uncertainty, learning, curves, whatever you have to learn, you have to make that commitment right now. So make that commitment.
The, uh the thing is to recognize that every single person that you deal with in 99% of the time is going to have one of two things there are gonna have an email address and or a smartphone.
Right? So they have email. Worst case scenario. Some of the real laggards might just have email. Maybe they still have a flip phone.
Doubt it. There's probably a few but every single one of us. Most people have a smartphone, right, so they can get emails. They could get text messages they can access and go to your website. They get information, they can get information about you, or you can send information to them all within, uh, all within a few clicks of a button.
So it's really important that we recognize this and you put it in your standard operating procedures put again as part of routine put it in this part of the habits and the protocol of your business, this becomes something you're going to do on a very regular basis. It's gonna become part of your marketing sales strategy.
The 2nd 1 is the one I want you look think about is choosing a system now. There are a lot of systems out there, ranging from basic email to a basic into an email, crm system and some things that are more sophisticated. So look at where you think you're gonna go and don't get too big a system that's too big for you, but also don't get one that's too small for you. Sure, do you want to grow?
So as an example, basic email marketing programs that you can do this with. Everything's like male chimp be things that get response.
A webber, um, convert kit. There's a whole bunch of them. They're all very similar. Each one has their own unique differences, but it's an email that you can create a template.
You can create emails, you can create auto responders. That means e mails automatically go out to people at certain times were based on certain days of the week or whatever might be. It's already set up.
Then you can also go into something a little bigger where you get things like like like an infusionsoft hub spot or greenrope. Janitorial marketing solutions um, these programs allow you to email marketing, but a lot more that it contains the c r m, as well it contains.
Be able to create landing pages and post the social media all these things that you can do within that portal. So the number one is to recognize the need to change number two is to choose a system.
But choose wisely because once you get email setup and templates set up, you have your system going. It's not the easiest just to make a change. You know, I wish I went with this.
So really, consider what you're gonna use, really? Consider how you want to expand and know where you are today. Where you gonna be in five years?
If you're just gonna be basically what you're doing now, then then if I just pick a system that fits for right now, but if you think you're gonna grow, expand, grow globally nationally, whatever, then really considered the different programs you might use.
And the 3rd 1 is that learned the program and use it. It means having some failures, having some setbacks, having some frustration where you're trying to learn this program and not being able to do it now.
Most programs are pretty intuitive and pretty easy. Point and click, however, having said that, depending on where you are in your computer sophistication and and and know how, it's gonna be easier for some and more challenging for others.
But at the end of the day, you're gonna need to embrace it. You're gonna need to use it. You're going to learn the program. So the main thing is to recognize you need to get digital, you need to get a digital footprint. You need to get top of mind of customers and be cascading information out to them by creating awareness in the newsletters, social media posts.
That's hopefully become very obvious to you. The other thing you wanna do is you won't be able to put their information into something. So you got an email from a customer or you get the email letters and put it into the system.
And now you can email them weekly, daily, monthly yearly, whatever it is on specials. Things of that nature. And the other thing is, is you won't be able to engage with them, right?
So once you get the information that said, you can email them specials, coupons, discounts, whatever it is, you're a communication with them, right? So it's very important to recognize that you're gonna make this change to digital, so recognize need to do it, choose a system and then dedicate the timeto learn the system.
It's not very hard, but it does take effort and recognizing the importance of doing that. No, in closing. If you click the link below, there is a free course I offer on virtual prospecting, a playbook to win, and it kind of goes through everything from strategy right on through to capturing e mails and the different programs in ways in which to do that.
It's free to you. Hope you enjoy this. Three steps to transform digitally recognize need to do it, pick a system and use it.
I'm adon rigg i'll see in the next episode

In Episode We look at the Prospecting system known as "RPM" Revenue Production Marketing. Adon explains the general process then does a deep dive into the first step.

Triple S is a leader in facility maintenance supply distribution, being well positioned to help you transition out of your business or expand your market coverage.

Triple S brings you superior formulations and technology from the industry’s leading manufacturers, offering a broad range of SSS brand products. Cleaners, tools, equipment and supplies that deliver more performance per budget dollar - every cleaning task, every day. If a product doesn't meet that test it can't carry the Triple S name...period.

To learn more about Triple S and how to become part of the team you can call 800-323-2251 or Email Kevin Chow at [email protected]

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