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Posts Tagged ‘cleaning business success’

Setting up Your Cleaning Company Structure Before Hiring for Management

Today Mike coaches Angie Emerson, owner of Angie My Cleaner on how to set up her cleaning company structure for management positions.

So many people start at the end when they realize “I am doing a bunch of work I don’t want to anymore, maybe if I throw a bunch of money at someone, they will do it for me.” You will have better luck starting at the beginning and planning out your cleaning company structure.

Mike explains an org chart and how to start breaking down jobs within your cleaning company.

When you first start out, your name is likely going to be in every box. As you grow, you will fill other people’s names in those boxes and promote yourself out of those boxes.

Listen in as Mike breaks down the 3 main categories of any business. Follow along and fill in your boxes!

KEY POINT: When you hire for all these positions you want to keep them separate

Usually someone who is good at accounting isn’t good at sales and marketing or managing people. Just like a good sales manager might not be the best with managing finances or day to day operations. It’s best to hire slow and fire fast. Don’t make the mistake of letting someone manage one or more of these positions poorly because you just don’t feel like doing it. They can do much more harm than good and cause you way more work in the long run.

Avoiding turnover and burnout

Have you ever hired someone who is amazing but then a few months or years down the road they are your worst employee?

The mistake that many owners make is they just hire someone, give them money and tell them it’s a huge mess that you don’t want to deal with anymore and to figure it out. That employees gets overwhelmed because they have no idea how to untangle a mess that you as the owner couldn’t even do and run away.

Find out how to use an org chart to properly plan your cleaning company structure.

RESOURCE ALERT: Canva offers a free Org chart builder, check it out! https://www.canva.com/graphs/organization-charts/

To recap the steps:

1 – Create an org chart
2-  Decide which piece of the pie you want to sub out
Step 3 – Make sure you have a profitable model

Within your business there are a couple different types of expenses. Costs of Goods Sold (COGS) and Overhead.

COGS are the things you need to spend money on to do the job. Cleaning Supplies and labor are COGS. You charge $100 to clean and it costs you $50 in materials and labor. But if you don’t do any jobs, these expenses go away.

Overhead -Recurring expenses you must pay regardless of your workload. These may be low when you start out since you probably have no office, no office manager, no cars, maybe a cell phone and some insurance. But these expenses stay the same whether or not you have a huge month or a slow month.

When you hire a manager that overhead goes up. The COGS never hurts you because it’s proportionate to the income you are getting as long as you are bidding the job right. That margin between your income and your COGS is your profit. When you hire an office manager, that cost comes out of your profit margin.

Make sure there’s enough margin in your business to pay for an office manger to take some of that headache off your plate.

Finally, be careful when you hire. Often times owners will want to promote a cleaner to a manger because they know them, they’re already there and it’s easy. But the skillset it takes to manage a group of cleaners, hire, train and encourage them is very different than the skillset it takes to clean. That doesn’t mean they don’t exist but it’s something to keep in mind.

Check out the last show http://www.growmycleaningcompany.com/how-to-sell-a-cleaning-business/

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Cleaning company sales call script to seal the deal the first time.

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We help cleaning business get out of cleaning themselves and build a profitable cleaning business with my “Customer Magnet System”.

How to deal with a customer to know if they are buying on price. If you don’t attract quality customers you will end up with a load of customers that will expect you to clean their entire house in two hours and still complain about it.

You can download the audio file for this video below.

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I have got a FREE gift for you! Just click on the link
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THIS SHOW WAS SPONSORED BY: Customer magnet System (http://bit.ly/customermagnetsystem)

If you want to see a difference in your cleaning business you need to train your staff how to clean act and present themselves!

It will improve your staff:
➜Consistency
➜Skill
➜Quality of the staff member
➜and cut down on staff retention!

➜Most cleaning companies struggle to find a good quality cleaner to help them grow their business. Watch the video to learn where I use to advertise and what I use to look for when I wanted better quality cleaners.

**If you have any question just leave a comment below. I will personally answer every question and if you have shared this video, please comment “SHARED” in the comment because I would personally like to thank you!**

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DISCLAIMER:

During the shows we recommend services, sites, and products to help you improve your cleaning and grow your cleaning business. We have partnerships or sponsorships with these companies to provide you with discounts, and savings. By clicking on and buying from these links we may receive a commission which helps pay for the production costs of the show.

Systematizing Training New Cleaners for Your Cleaning Company

The Full Proof Method for Training Your Janitorial Employees

Today we’re chatting with Heather Swan!

Heather has a great question, something that is on the mind of almost everyone at some point in time in Cleaning Nation. That question is how can you really go about building a full-proof method to train your employees WITHOUT messing it up and being a control freak.

After all, if you have to train each individual yourself… you’ll never gain the leverage you really desire that can allow you to explode your business.

The secret is in the system itself. I actually go over this entire system in massive detail inside the Cleaning Profit Method. When you sign up for the Cleaning Profit Method, go to Module 9 and see the entire system laid out in detail for you there.

The system, like most great systems, is pretty basic to understand.

Resource Alert: Turning a Cleaning Business into a Profit Machine http://www.growmycleaningcompany.com/turning-a-cleaning-business-into-a-profit-machine/

I have each of my employees have a checklist of the things they need to do. When they are done with that checklist, they check the boxes, sign and date it with their own name and turn that list into their supervisor. That supervisor also has a checklist of theirs and when they are done with theirs they turn it into me along with the other employees.

These checklists never change. Each one is systemized so that it applies to 100% of the jobs my cleaners are doing. They don’t changed based off who is checking that list either. This is literally what they are getting paid to do, so their income is tied to being honest and filling these out.

Some people worry that their employees might be lying when they fill out these checklists. It’s definitely a concern. Whenever you bring on a new employee, make sure to let them know just how important these checklists are and that if they are caught lying on them then that is a cause for termination. After all, it means they’re lying to you and not giving the correct service to your clients.

This is really important to hammer home during your hiring process!

Outside of checklists, I also recommend creating a series of videos that shows your employees exactly what to do. For the most part your training should be about 80% on core values vs. actually how you go about cleaning something. Unless you’re doing a medical clean up that has special kinds of cleaning processes required, most of your cleaners are going to be pretty familiar with how to go about the job.

Resource Alert: How to Expand Your Cleaning Company Service Offerings http://www.growmycleaningcompany.com/expand-your-cleaning-company-service-offerings/

That doesn’t mean you can’t create videos showing people how to effectively clean a toilet or dust a room.

These videos can be super useful to have. Remember to make them only around 30 seconds long, your employees are unlikely to watch them if they’re longer. I would actually make this content public up on Youtube too. Not only will that be easy for your employees to find if they need help, but it also allows your clients see you have a real system and you care about the job. That latter part can give you a small lift in your marketing, so why not use it to your full advantage!

Remember, your training should be systemized, focused on core values that helps your employee become a community leader, full of checklists and done in a way where you can leverage the system so it takes the exact same effort to train fifty employees as it does just one employee.

Alright, let’s dive into the Lightning Round!
Lightning Round

Best advice you’ve received either personally or professionally?

Always let your situation motivate you instead of intimidate you.

What’s the biggest mistake you’ve made in the cleaning business we can all learn from?.

Never saying no. Took me a year and a half before I realized I don’t need to say yes to every job that is offered to me. If the client isn’t treating my cleaner or company right, it is fine to say no. It is way easier than you think and takes a ton of stress off the table.

What’s one idea cleaning nation can put into practice to improve their business or their lives immediately?

Show your clients that you appreciate them. You can give them random gifts, saying thanks and so on for any work that comes your way. This goes a long way in making your clients also appreciate you and your service.

Have any questions? Leave a comment below!

Creating a Strong Cleaning Company Bidding Proposal

Today we are chatting with Marlon Clemons from A Cut Above.

Marlon is wondering if Mike has any tips to help with how to present a better and more professional bidding proposal to his clients. This is quite a common question among cleaning nation, and we’ve got a lot of knowledge to share, so let’s jump right into it!

It’s important to do the right steps in the right order. Before you even think about giving out a bidding proposal, you should always make sure that the potential client is a good fit. You will want to determine what kind of customer you’re looking for, and then make sure that you only take on clients that fit your criteria. No matter what criteria you have, there should always be pain involved. If your client’s only pain is wanting whoever has the lowest prices, they may not be the best fit.

Resource Alert: https://www.growmycleaningcompany.com/bidding-cleaning-jobs/

Another item that you should know before you give out your bidding proposal, is the budget. If you aren’t able to get a budget, it means you haven’t gotten pain. It is your job as a consultant to help them identify their pain, and if they don’t have any than it may be time to move on. If the budget is off by a small amount, it’s not the end of the world, but if their budget is nowhere near where you need it to be, it’s a lot easier to have that conversation sooner rather than later.

After that, you’ll want to want to identify where you’ll head next. Up to this point you’ll want to have figured out the prospects pain, made sure that they’re a good fit, and that they can fit your services into their budget. Once you’ve got all that down, make sure that you and the client are clear on what they expect moving forward.

A great tactic to use if the client’s budget is close but not quite where it needs to be to solve all of their pains and problems, is give them two bid proposals. For example, you may have to explain that in order to fix all of their pain, you will need $1300, but for $1000 you can provide x services.

Once you have all the foundation set up, making the actual bid will be a lot easier, and you’ll find yourself closing a lot more bids with the people that fit within your criteria. Once you understand their pain, you’ll want to custom make a unique bid to show that you can solve their problems.

Resource Alert: https://www.growmycleaningcompany.com/how-to-create-killer-cleaning-bids-that-close-more-sales/

And with that, on to the…

Lightning Round:

What is the best piece of advice you’ve received either personally or professionally?

Keep your word, and don’t take on anything too big too early.

What is the biggest mistake you’ve made that we can all learn from?

Giving up too much power joining a franchise, and losing control of my business.

What is the best book you’ve read recently?

The Total Money Makeover by Dave Ramsey.

How to Attract High End Residential Clients to Your Cleaning Company

When it comes to marketing to a specific niche, you’ve already won half the battle in you actually selected a niche!

Once you have a niche chosen, it is time to do what I call finding the “market media match”. Whether your target niche are property managers for luxurious condos or the owners of restaurants, the concept remains exactly the same.

First, you need to understand your target market.

The more specific you are the better. In this case we’re talking about property managers at luxury condos that have the power to hire or fire their current cleaning services. You will need more than just that to market to them effectively though. We want to build a real customer avatar of what these people actually look like rather than leaving them as a blank face customer.

Resource Alert: Niche Market Strategy – http://www.growmycleaningcompany.com/niche-market-strategy/

For example, the average property manager of luxury condos in your area might be a 27 year old woman still fresh out of college, single and whose focus is purely on her career. She wants to make sure she really proves herself to be a valuable member of a team to her older bosses and might even be stressed out from the job.

That is where you come in offering her a way to reduce her stress by saying your cleaning company is a full turnkey solution that will add time to her week where she doesn’t need to chase down the company performing the service to do the service right.

You see how much more effective a pitch like that is versus just being someone who cleans toilets?

You want SOLVE their pain.

Once you got the customer avatar figured out, the next thing you need is their actual position title. This is super important if you decide to do any kind of paid marketing because you can call them out right away in your facebook ads or other marketing medium you perform. Also, it is useful to know the official title these people have if you ever decide to buy a list and call through that list.

Now it is time to start the marketing.

You need to figure out which kind of media performs the best.

These people might just prefer a phone call, or maybe they convert best with a direct mail advertisement. Or maybe they love luncheons where you can invite them all and teach them something valuable along with giving them a free lunch.

Resource Alert: Transitioning from Servicing Everyone to Servicing a Niche http://www.growmycleaningcompany.com/transitioning-to-your-niche/

Whatever it is, your marketing should be advertising something of value that can really help them before they ever spend any kind of money with them.

The best way to show people that you can help them is by helping them.

When you help these people and they are ready to switch out their cleaning service for another contractor, you will be the obvious choice for them because you were helping them BEFORE they ever needed you in the first place.

Alright, let’s dive into the Lightning Round!

Lightning Round

Best advice you’ve received either personally or professionally?

Never stop hustling!

What’s the biggest mistake you’ve made in the cleaning business we can all learn from?.

In the beginning investigate who you are working for, I was once hired by someone who was doing some shady business and I had to chase them down for my money when the Feds shut them down.

What’s one idea cleaning nation can put into practice to improve their business or their lives immediately?

It’s okay to fail if you keep trying.

Have any questions? Leave a comment below!

Quit Cleaning and Start OWNING Your Cleaning Company

Today Mike is here to talk about a subject that gets brought up a lot; How do you stop cleaning and start actually owning your cleaning company?

So many of us get into the business with tons of passion, but after weeks or months, or even years the passion will start to die out and make being a cleaning company owner much more difficult and much less fun. Don’t let your dream of becoming an entrepreneur get ruined by having to spend every day cleaning yourself.

As always, we are going to start with some beliefs that you will need to overcome before we can move on. The first idea that you have to get over is that you can make real money while cleaning, and that you cleaning will mean more clients which in turn will mean more money, when in reality if you spend your time wisely by delegating that work, and working on more big picture ideas for your company, there is a lot more profit to be had. Cleaning will never be that profitable, however, the client and employee attraction is where you can really start to make money in this field. Building systems and culture will always be more profitable than actual cleaning.

The second idea that can take your company down is ‘hiring is too expensive’. The truth is that if you can’t afford to hire employees, then you’ve got separate things to deal with. For instance, if your pricing isn’t correct, or your clients aren’t the type of clients that you want. If you are not making up all of the hiring costs with your customers than something has gone wrong.

Resource Alert: https://www.growmycleaningcompany.com/acquiring-new-customers-while-hiring-employees/

Another fallacy that may be holding you back is; ‘I’ve tried hiring before and it always backfires and there isn’t any good applicants.’ What that typically actually means is that you don’t have the right system in place to get good employees. Generally speaking, you get the results that your system has set up for you. Sometimes there is just plain bad luck involved, but a majority of the time you only get the results that your system has set out for you. Using bad systems and not getting the results you want has often lead to people giving up, however it’s important to look for the real problem and solution, rather than start to give up as soon as something doesn’t go exactly how you plan it.

Resource Alert: https://www.growmycleaningcompany.com/stop-cleaning-start…

This can seem to be like a ton of information that is difficult to implement, however lucky for Mike does hour-long complementary breakthrough sessions that can help you figure out and implement your own systems to help you get out of the cleaning business, and into being the owner of a cleaning business. If you would like to schedule an appointment with Mike one on one, head over to: www.GrowMyCleaningComapny.com/talk and schedule an appointment today!