DestinationGreen - Helping Salespeople Sell Green Products

Volume 4 Issue 7 - July 2008

Welcome to DestinationGreen!

I want to begin by thanking those of you who responded to our "Ashkin Alert" and took our survey for the IFMA book and sent in a Case Study. We received responses from around the world and we sincerely appreciate the feedback. David Holly and I are working away on the book and it is shaping up to be a terrific resource going beyond Green Cleaning for Dummies by updating many issues and adding new sections such as ones on how a facility manager can “Green” their custodial contracts and more international information. Although we are no longer accepting Case Studies due to time constraints, you can still take the cost study, located here.

While the economy continues to struggle, the Green Movement continues to accelerate driving the demand for Green Cleaning. And to help you succeed in this “environment”, this month’s Green Selling Tip focuses on the importance of the "small stuff" that we sometimes overlook. The "small stuff" may seem trivial, but in today’s business environment it may make the difference between success and failure.

Also, I encourage you to take a look at the article about the International Executive Housekeepers Association (I.E.H.A.) Unsung Hero Award nominations. This is a great opportunity to help recognize those that you work with who seem to always carry their share of the workload, but fail to receive the credit they deserve.

And for those of you working within schools and universities, don't forget to apply for the AS&U Green Cleaning Awards for Schools & Universities. Or, if you are a distributor, manufacturer’s rep or service provider; I encourage you to nominate one of your customers.

I hope the summer months are treating you all well.

Good selling,

Steve

As always, we encourage you to share your personal and professional strategies for “Going Green” with us for future columns. Submit them to editor@destinationgreen.com.

Green Selling Tip: Doing the Small Stuff

In past Green Selling Tips I have provided lots of information from the big picture such as defining Green and Green Cleaning to smaller details including building the green bundle of products, identifying prospects, outlining selling strategies including the 3 Bucket Approach, conducting an audit, writing reports, overcoming common objections and more.

But this month’s article has been “stimulated” by the work I am doing with a major University to help them implement a Green Cleaning program. As a result of this work I have been reminded how important it is to do the “small stuff”.

NOMINATIONS BEING ACCEPTED FOR THE 2008 UNSUNG HERO AWARD, IN CONJUNCTION WITH INTERNATIONAL HOUSEKEEPERS WEEK
Since 1981, the International Executive Housekeepers Association (I.E.H.A.) has set aside one week per year for all to recognize the hardworking, professional housekeepers around the world who maintain a cleaner, safer, and healthier environment for us all each and every day. This year’s celebration, known as International Housekeepers Week (IHW), will occur September 14-20, 2008. The purpose of IHW is to focus attention and recognition on the professional housekeepers working in facilities such as hospitals, hotels, state facilities, colleges/schools, and many others.

The deadline for nominating your "Unsung Facility Hero of the Year" is September 1, 2008.

Attention Health Care Professionals:
2009 Joint Commission Standards Now Available Online

The Joint Commission’s revised standards, rationales and elements of performance for 2009 are now available online. The standards will take effect January 1, 2009 and have been placed online to give all health care organizations time to become familiar with the new language, ordering and numbering.

Ashkin Group News

UPDATE ON KEYSTONE DISCUSSION ON GREEN MARKETING
Last month I promised to provide an update on the meeting organized by the Keystone Center on green marketing claims and greenwash. The meeting brought together a number of the major product manufacturers, government officials, academics, trade associations, and experts to discuss the issue of green label, green marketing and ultimately greenwash. Read more here.

How to Easily Green Your Stay During the Upcoming Conference Season

While you are attending conferences - please keep these green practices in mind!

A simple list of simple things to do - that if we all can make a habit of, will do a world of good.

Green News Roundup: This Month's Top Headlines


Green Building IREM Allies With USGBC The Institute of Real Estate Management (IREM) and the U.S. Green Building Council (USGBC) recently signed a Memorandum of Intent outlining collaborative efforts to promote green building development, energy efficiency and environmentally responsible building operations. This will help to accelerate the adoptions of greener practices and the demand for Green Cleaning. Read More Here
Green Schools House Passes $6.4 Billion for Green Schools Today, millions of students attend schools considered below standard or dangerous, and thousands of school buildings are in such desperate need of repair that the air within them is unfit to breathe. This situation is particularly alarming considering that more than 55 million students and more than 5 million teachers, staff and administrators spend their days in school buildings. Since the launch of the Green Schools Congressional Caucus late last year, several members of the U.S. House have introduced bills that would provide much-needed funding not only to help bring schools up to standard, but also to support the use of green building strategies that enable healthier learning environments, reduce energy and water consumption, and save money. Read More Here
Green and Higher Education Colleges, universities take the lead in building green. East L.A. College once struggled to find eco-fluent builders, but now the field is multiplying. One designer says sustainability targets the "triple bottom line" of planet, people and profit. Read More Here