DestinationGreen - Helping Salespeople Sell Green Products

Volume 4 Issue 8 - August 2008

Welcome to DestinationGreen!

I’m sure you know that the ISSA/Interclean Convention is next week in Las Vegas and we hope to see you there. In addition to doing 3 seminars which is discussed in more detail in the article below, we are exhibiting at Booth #4081. I hope you’ll stop by, introduce yourself and meet some of the other members of The Ashkin Group and learn more about Green Cleaning University and our Green Cleaning Professional designation, and the Green Cleaning Network.

The Convention couldn’t come at a better time for the Green Cleaning Movement. The US Green Building Council just released its Reference Guide for the new version of LEED for Existing Buildings: Operations & Maintenance (LEED-EBOM) and closed their second comment period on LEED Version 2009. At the same time, the Green Guide for Health Care just closed the comment period on their Rating System. Plus, Green Seal just completed work on its revision to GS-37 on Industrial and Institutional Cleaning Products and the Healthy Schools Campaign will be holding a press conference to announce the release of Version 2 of its Quick and Easy Guide to Green Cleaning in Schools (please join us at the Convention Center in Room N219 on Monday from 5:15PM to 6:00PM).

In addition, there are new initiatives from EPA and others heating up the “greenwashing” issue. Then there are new legislation efforts (click here for more information), ISSA’s CIMS program, CIRI and other initiatives to develop more objective measures of cleaning performance, all of which will be discussed at this year’s Convention. And finally, stop by ISSA’s bookstore and preorder a copy of IFMA’s new book titled the Business of Green Cleaning. This book is going beyond Green Cleaning for Dummies and provides facility managers (our customers) with sample RFPs and other tools which will accelerate their demand for Green Cleaning.

But this edition of DestinationGreen is not just about the Convention. Also in this issue is our Green Selling Tip which discusses succeeding in a negative environment --- and just wait to the Presidential Campaign kicks into high gear and the mud really starts flying… Plus other news articles of value to you and your customers.

Take care, good selling and see you in Vegas!

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: Selling Under Stress

I have noticed that many organizations (including both end-users and suppliers) are experiencing hard, stressful times. As the economy struggles, many building owners are becoming “careful” with their spending and cutting back unnecessary expenses, which often affects cleaning. In addition, some organizations are cutting back on personnel, which places significant stress on the remaining workers who have to cover the added workload, as well as wonder if they might be the next to go.

In these times, stress can take a serious toll. Our customers and prospects may be stressed-out and place added pressure on us. They may be more short-tempered further adding to our stress levels.

VISIT THE ASHKIN GROUP AT ISSA/INTERCLEAN
This year, we are excited to have a booth at the ISSA/Interclean Conference in Las Vegas. We hope many of you stop by to visit us at booth # 4081 (near the Education Theater).

This year’s booth will be staffed by Steve Ashkin, David Holly who directs our Green Distributor Program (coauthor of Green Cleaning for Dummies and Green Selling Tips, and our new book from IFMA titled The Business of Green Cleaning), Jeff Pease who directs our Green Distributor Sales Management Program and Cynthia Schultz who manages our newest initiative on Sustainability and is developing our Sustainability Dashboard which I think you’ll find very interesting.

CALLS FOR ACTION

Save the Date: Green Clean Schools National Summit
Building coalitions to bring Green Clean Schools laws to every state
In 2006, the state of New York passed a law requiring green cleaning in schools. In 2007, Illinois passed a similar law. Now, activists in more than a dozen states are planning to introduce legislation requiring schools to protect the health of students and staff by implementing green cleaning programs.

Please join Healthy Schools Campaign and advocates from around the country for a special Green Clean Schools National Summit, building on this momentum to bring health-promoting green cleaning laws to every state in the nation.

Wednesday, Nov. 12, 2008
8:30 a.m. - 4:00 p.m. (with reception to follow)
1800 Massachusetts Avenue, NW
Washington, DC

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 Higher Education Green, greener, greenest With students demanding environmentally friendly campuses, colleges and universities are racing to be the greenest of them all. Read More Here
Green Military Military wants to lead U.S. into the green The U.S. military has a history of fostering change, from racial integration to development of the Internet. Now, Pentagon officials say their green energy efforts will help America fight global warming. Read More Here
Green Hospitals Small hospital makes a big impact on hand washing It’s common knowledge that hand washing can cut down on the spread of bacteria and viruses. But if a high school football player doesn’t think to take his towel out of his locker and launder it at all during the season, then more than hand washing is required to cut down spreading germs. Read More Here
Green Schools Green schools offer benefits for district budgets, students Classrooms are slowly going green, prodded by rising energy bills, public health concerns and a general desire to adopt eco-friendly principles. Read More Here