Green cleaning products and procedures have been around long enough for most of us to have heard the same objections, such as “It costs too much”, “Does it really work?,” “We like what we are using now,” and “We won’t change until they make us!”  All are valid concerns and if not dealt with, could cost you the sale. But they are not insurmountable, and by using the tools at your disposal, a successful conclusion to the process can be achieved.

No one likes change: Fear of the unknown causes many of us to reject perfectly good ideas. So it is up to us in direct contact with customers to make the change process as simple and smooth as possible. We need to take a total look at the customers’ needs and not just the product offerings, which are just a piece of the puzzle. There are many other pieces to the “green bundle,” including equipment, tools and paper products, as well as training programs. When all of them are put together, they round out the green program and help offer a clear picture of adopting Green Cleaning will help the customer accomplish his goals.

Understanding third party certifications, knowing the Green Seal segments, and being familiar with your local USGBC and the LEED programs are great ways to differentiate yourself and be a resource to the customer.  It is my experience that by showing your customer that the process is more than just the products you sell, and that you are prepared, capable and willing to walk them through the process, the initial objections fade away as they begin to grasp the benefits of the “total green program.” Sell the bundle!

 

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