Ok....so lets talk about it this way, there are a few genres of restaurant operators, for this thread lets talk about the franchisee, so who is the franchisee, it is you and I, and, of course the guy that opened the Firehouse subs, the Subway, Quiznos or what ever sandwhich shop in your neighborhood, this is a guy that appreciates his $$, holds it tight, loves it and protects it. So how do you get him to buy your service? Well simply selling your service to him may work, but wouldn't it be better to sell to him and all of his friends? Of course it would, but how do you, the contract cleaner know who his friends are, well asking him, he may tell you, but the answer may be just to scattered, so make him focus on the friends that matter, make it worth his while to tell you who his other franchisee friends are by offering incentives, offers, inclusions, and other good stuff, and i am not talking about free pens , iI am leaning towards things that really matter to the franchisee, FREE SERVICES and $$, things that matter to him, things he needs, things he likes. Motivate him to promote your product to his friends, not just cause it makes him looks great that he passed your service on, but make him your sales man, make him you sales rep at the annual franchisee meeting, make it worth his while to promote you at the events that only he gets a Chance to goto, the meetings that no matter what you do , you will just not get into. Let him know that not only will you service his place for free for a while, but that you will send hima a nicel little cruise with his wife for a weekend.
Ok so ya say, cruises cost $$, well not really, there are ways to get paid from the cruise companies to just put on high quaility customers onto thier ships, but that is for a different lesson.