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Posts Tagged ‘how to get cleaning contracts’

Getting Quality Leads for Your Cleaning Company

How to Convert Paid Traffic into Paying Clients for Your Cleaning Company

Today, we’re chatting with Andrew Maunder!

It is no secret that my favorite form of getting new clients for your cleaning company is through automated marketing systems. I teach about these various client acquisition systems in my Cleaning Profit System course, and our guest today Andrew is experimenting with one of my favorite strategies – facebook ads.

Facebook ads can get you a boatload of new cleaning contracts, but as with any new marketing strategy it is not something that just happens over night. It is more than likely when you first start off doing paid ads that you’re going to be spending a lot more money than you make until you get the hang of it.

Luckily, I got some advice for you that should ease that pain and shorten the time it takes to make it really work in your favor.

Once you get real marketing systems in place working for you, you can stop picking up the phone to cold call and start picking up the phone with people calling you wanting your services.

So how do you do it?

The first step is….

Target Market

Really define who you are targeting in your ad copy.

If you’re ad is saying you have cleaners that just clean a dirty house, you’re not really providing much value to anyone seeing your ad. They could go to a hundred other cleaning companies and get the same sales pitch. It’s not a winning combination.

Instead, you want to speak to your target market’s pain and be SPECIFIC about it.

Resource Alert: Marketing Online for Your Cleaning Business http://www.growmycleaningcompany.com/marketing-online-for-cleaning-companies/

Maybe your target market are high end lawyers working 80 hours per week that just want to come home and relax in their big house without having to give a second thought to their house’s upkeep. That is where your advertising can come in and really speak to their pain about how your service is THE solution for them to give them that sense of ease and peace of mind.

Once you’ve defined your target market it is time to offer them…

The Value
Most ads lead people directly to a sales page or an email optin. While you can do this, you’re likely going to get way less conversions here because you are simply asking too much from people that know too little about your company.

Instead, have your ads lead them to useful articles or blogs you’ve written that is offered completely for free. Once they’ve clicked through and read your article, then it is time to do what is called retargeting.

Retargeting is a type of facebook ad that only shows to people if they landed on your website. This is where you want to start doing a self-liquidating marketing funnel, which means you start collecting money as quickly as possible once they’ve read the valuable piece of content.

This could be a super low discounted house cleaning for $97 or some other kind of service that is similarly low price and costs you very little to provide while still giving them a great deal.

Now it’s time to…

Tweak Your Marketing

In most new marketing campaigns, you’re probably going to lose at least some money before you make money. Your initial campaign should aim for break even or close to break even.

If it is close, then you likely only need to tweak the campaign some more to make it a profitable one. This is an iterative process, meaning the more you tweak the ad copy and the actual marketing funnel, the better it is going to get and is really something you should never stop tweaking.

Resource Alert: How to Create a Lead Generator Machine WITHOUT Cold Calling http://www.growmycleaningcompany.com/accept-work-outside-niche/

If you know that you get three new clients for every $1,000 you spend, you might be able to tweak that campaign further where you can get five new clients for the same ad spend.

It all comes to honing your marketing system.

Alright, let’s dive into the Lightning Round!

Lightning Round

Best advice you’ve received either personally or professionally?

75% of people buy from someone they know, like and trust. This is exactly what you should do before trying to sell your clients something.

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

Jumping in headfirst without doing proper research and figuring out how much everything is going to cost in terms of building out the website, marketing funnel, and getting clients.

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

Never lose hope. Never lose that belief in yourself. Shoot for that goal and keep shooting for it doing whatever it takes to get there.

Have any questions? Leave a comment below!

How Important is Accounting for YOUR Cleaning Company with Jolene Vossen

When to Hire an Accountant for Your Cleaning Company

Today Mike talks with Jolene Vossen from Clean 4 You in Wichita Kansas. You can find out more about Jolene and her team at: www.clean4youwichita.com

Mike coaches Jolene on the super important topic of how to handle accounting for your cleaning company, the differences between accountants and bookkeepers and when to hire who.

The foundation of this episode is the understanding that you MUST know your numbers to be able to run your cleaning company and you must track well before you can know those numbers.

The three main things that need to happen in your cleaning business are:

Tracking info
Reporting info
Making good data based decisions with that info
And our least favorite… figuring out and paying the right amount of taxes

The problem is, most owners of cleaning companies, janitorial and maid services don’t know who should be doing what…

Mike talks about why you can’t always trust your accountant or CPA to give the best advice around where your money should be spent and how to KNOW who you CAN trust.

He also covers why it is so important you do have a CPA and what kind of mess you can get into without one.

BONUS: Learn how to stop confusing your CPA with a solid business consultant

You will also discover the three MUST have financial reports you need to run your cleaning company and how to get them.

We also talk about the DANGERS of hiring a bookkeeper- when to hire one and how to do it right. This is a much more important position than most owners of cleaning companies recognize- they control the data and if you don’t know your numbers, you can’t run your business.

The problem is, even if you do have the good numbers, you still need someone you can trust to translate those numbers for you. The way to get the most value out of your numbers and reports is to understand what they should be in your business (residential, commercial, construction clean up, floors, carpets, disaster restoration, etc) so you can use that information to guide you on where to spend your time and energy.

Find out why waiting until tax time to hire your CPA can be an expensive decision. Just to round things out nicely, Mike finishes strong with a mini rant on systems around your bookkeeping and accounting to keep the work/ headache/ homicidal tendencies to a minimum and your happy fun work time maxed out.

HINT: If you are spending more than 20 hours/ month on bookkeeping, it’s time for a change

BONUS: Find out the perfect litmus test to know if you can trust your bookkeeper, CPA, brother in law to give good advice about your cleaning company

Enough of all this talk- long story short, it is your job as a business owner to know what the numbers mean and to make sure that you and everyone in your organization is doing their part to achieve YOUR vision as the business owner.

Once Mike is done jabbering, Jolene brings the heat with the Lightening Round and gives some great tips on how to be the best version of yourself and keeping sanity in your life. Don’t miss it!

Love what you hear? Subscribe to our YouTube channel NOW before you forget and are sad…

I know we touch on systems just a little in this podcast, but really deep dive here :

http://growmycleaningcompany.com/cleaning-business-plan/

If you are sick of listening and wanna do some talking- join our private Facebook Group for owners of cleaning companies here:

https://www.facebook.com/groups/growmycleaningcompany/

Or give us a shout out on twitter here: https://twitter.com/CleaningCoGrow

If you dug this podcast and want em all, subscribe below:

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Last but now least, go to www.growmycleaningcompany.com for all of the cleaning company
genius we have to offer!

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Please watch: “Cleaning Business,Thanksgiving and Growth featuring Mike Campion”


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Setting Up Your Automated Email Marketing for Cleaning Services

Learn how to automate your marketing for cleaning services. Today today Mike coaches Peter Boland, return guest and owner of Oracle Building Maintenance!

First things first, avoid overwhelm and start small. It’s better to have something in place sooner that works than taking months getting something complex in place.

Let’s break down 3 key points to marketing for cleaning services:

Know who your customers are and what they want
Have a trained sales force in place
Automate and supercharge the process already in place with email marketing, funnel marketing, or automated marketing!

KEY POINT: Get control of how your commercial cleaning business acquires emails and how you use them

Oracle Building Maintenance acquires emails from purchased lists. They then start cold calling individuals to establish a relationship prior to emailing. Over time, when customers need services, they will think of Oracle first because he’s already established a relationship.

KEY POINT: Customers will buy when they are ready! Not when you want to sell

Make sure you have systems in place that are automated to keep track of everything so that when customers are ready…so are you!

For the most successful email marketing plans: Be aware of the stage your customers are In!

New clients: Emailing is more aggressive (daily) and then there’s a weaning off
Clients that show least amount of interest-touch base about every five weeks

KEY POINT: Segment your messaging for maximum effect

Segmenting your emails for each customer is imperative. What is segmenting? Just think: Different email messages for each client.

For Example: In the commercial cleaning business, if you have four or five different verticals you need to deal with each one of those as a different situation. A medical facility needs will be different from what your customer at a car dealership will want and those needs will then vary for your consumer at a warehouse.
2 Key points to Segmentation:

Niche and Interview
Pick a niche
Interview them to understand who they are and what their “pain” is.
Know where they are in the sales cycle
Prospective client who just showed interest will have a different message and frequency than existing clients or clients who just quit.
RESOURCE ALERT: Check out this in depth article on email marketing

SIDE NOTE ON LEAD MAGNETS HERE: While we are on the subject, let’s chat about these lead magnets really quickly! Various lead magnets get different responses from different people. The emails here will vary dependent upon issues and lead magnets.

RESOURCE ALERT: Want to know more about commercial cleaning company leads? Check out this podcast http://www.growmycleaningcompany.com/cleaning-company-leads/

KEY POINT: Timing is EVERYTHING!

Let’s chat about how many emails a commercial cleaning business should put out in order to keep customers engaged.

How much is too much? Let’s break it all down for you in terms of this timing factor:

Be aggressive at the beginning, then peel off.
At the end of every month, everyone ends up in the same, final email funnel!
This is an email that you “ping” customers with at least once a month.
This is a generic email to keep contact going between you and your customers.
Find the Frequency!

In terms of frequency—as long as you’re bringing value and interest to the clients, it won’t be a problem. Keep in mind, “filler” emails won’t “fly” with customers. Fewer emails that are higher in quality and content are better than just every day “fluff” or “filler”.

What is Considered a “Valuable” Email?

Get a “consumer pulse” by checking on the engagement of your customers! If you’re getting lots of clicks, response, shares, and buzz this tells you that your customers find the information valuable! If it’s “dead” like radio silence…you probably have not hit a nerve!

How to Engage and get a “Pulse” on What’s Valuable from your Customers:

Speak to your customers! Involve them!
Send an email stating that you’re posting a survey to discover what they would like to hear more of in their emails!
Tell clients that you will reveal the answers from the survey of all customers involved.
Surveys can be serious in nature or humorous from time to time! Mix them up!

Check out the last show on commercial cleaning websites
http://www.growmycleaningcompany.com/commercial-cleaning-websites/

Don’t miss a thing subscribe to out YouTube channel- https://www.youtube.com/channel/UChxfA97D5XdOD4WWwHYrM

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Leave a comment below!! We want to know what you think and we do respond to all comments!”

Starting a Successful Cleaning Company Without Spending a Bunch of Money

On today’s episode Mike coaches Joe Caruso of Ready Fresh Carpet cleaning on how to start up a carpet cleaning business with little to no startup money.

Currently Joe is trying to transition from a fulltime job to owning and running his own carpet cleaning business.

Mike starts off with a little suggestion that carpet cleaning always works as an addition to janitorial services.

BONUS TIP: The one thing Mike likes about janitorial is ongoing revenue. You know exactly how much you have coming in every month.

With carpet cleaning, you can and should get repeat and referral business but it’s not that solid. But it can and has been done successfully so Mike dives in!

The first thing Mike asks Joe is how much time and How much money do you have?…

Joe has late afternoon to evening and weekends for time and $100/mo to devote to the business.

BONUS TIP: If you have no time and no money don’t start a business.

Mike then goes into simple business acceleration strategy. One of the benefits to having a fulltime job while you transition is the ability to spend the first 3-6 months reinvesting all of your profits to building your business.

If you don’t do that you will always be making small income. But if you are looking to transition out of your current full time job into your own business, invest 50-100% of your profits to accelerate that growth to make that transition faster.

Otherwise you are going to be constantly be riding the line between employee and business owner.

Because every dollar counts you have to be very careful with how you spend that money.

Now Mike get’s into the tactical –

First and foremost pick a niche.

There’s a difference between chasing and taking. Mike would recommend , if you want residential, go after bigger houses, but servicing whoever reaches out and asks for service.

Listen to the show to hear what niche Mike recommends to Joe.

The way to get that work is to 1) Offer free work. One of the way to do that in the carpet industry is do a room for free or offer that is hard for people to turn down. When you start getting your first couple of jobs in the neighborhoods you want to target, then you go for the neighbors.

Offer a discount for people who recommend you to the neighbor.

Try to upsell for the other rooms. You should be able to upsell at least 50% of those customers.

2) Set out to create joint ventures with other vendors of your favorite customers. Listen in to hear how to get that ball rolling.

BONUS TIP: Like clients tend to hang out together and try to find people who do similar things than you.

Building JV and strategic alliances is a great way to build your list and doesn’t cost you anything.

Lightning Round
You’re either building your own dreams of helping someone else build theirs
Procrastination is the #1 mistake and doing a job accepting the bid over the phone, doing the work and never getting paid
Don’t let your past determine your future or let someone’s perspective of you influence who you are

Check out the last show-http://www.growmycleaningcompany.com/commercial-cleaning-contracts-2/

Subscribe on YouTube- https://www.youtube.com/channel/UChxfA97D5XdOD4WWwHYrM

Join the FB Group- https://www.facebook.com/groups/growmycleaningcompany/

Go to our Website- www.GrowMyCleaningCompany.com

Lisetn on the go at iTunes- http://www.growmycleaningcompany.com/itunes

Stitcher https://www.growmycleaningcompany.com/stitcher

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Please watch: “Cleaning Business,Thanksgiving and Growth featuring Mike Campion”


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WELCOME TO GROW MY CLEANING COMPANY

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Please watch: “Cleaning Business,Thanksgiving and Growth featuring Mike Campion”


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How to Balance Building the Cleaning Company of Your Dreams and Still Working Full Time

How do I work full time and build my cleaning company?

The answer is to find your niche.

What I see far too often is people getting caught up in finding their perfect niche. Look at different businesses that are in a twenty mile radius from you and choose your niche based off of these specifics:

Find a niche that has lots of pain.
Make sure that niche has money to pay you.
Ensure that there is a high number of businesses like that near you.

RESOURCE ALERT: How To Appeal To Your Cleaning Niche

Being an expert on one niche’s cleaning needs means that you aren’t wasting time changing your marketing strategy to include every type of company. This cuts down on the amount of time that it takes you to create your marketing strategy and tells you exactly where to market your company.

Find your niche and then create a customized solution for their pains.

Now, time for the lightning round!

Lightning Round:

Best advice you’ve received either personally or professionally?
Keep it simple.

What’s the biggest mistake you’ve made in the cleaning business we can all learn from?
Waiting too long. If you want to go for something, go for it.

What’s one idea cleaning nation can put into practice to improve their business or their lives immediately?
You can get started today.

How to Grow YOUR Cleaning Company w/ Culture & Core Values w/ Joshua Lammers

How to Make Cleaning Cool
Welcome to another super fantastic episode of the Grow My Cleaning Company Podcast!
Today Mike coaches Joshua Lammers on culture, Core Values and making your cleaning company cool!

Mike explains the foundation of any company it’s Culture and talks about how the culture sets the tone for the company. He also shares the Core values he has used to build several multi million dollar companies:

** HAVE FUN ** ** MAKE MONEY ** ** BE REAL ** ** HELP OUT **

Discover how Core Values make your your company MORE profitable.

Start with being CLEAR on your Values and make sure they are the key ingredient that unifies your company

You want your company to live and breathe by your Core Values. HINT: Video does this well and is cheap.
your values must be congruent with who you are as a person. This is why you can’t “decide” on your Core Values. It is more of a discovery process.

BONUS RESOURCE: Core Values are also a GREAT way to make employees engage and stay

Here are some more awesome examples you can implement:

– Use Fun titles (listen in for examples)
– Have fun on your website- be yourself
– Post fun pictures of employees
– Hold events that showcase what you believe

GUARANTEED FAILURE: Try to be everything to everybody

Mike shares part of his personal story and how that got him to discover his Core Values and how you can use that same process (without the brain damage he went through) to make your cleaning company the cool place you know it can be.

Fear not! Mike does NOT forget the Lightning Round and Joshua brings the heat- read on for the highlights:

YOU are in charge of your destiny
Be careful growing too fast
READ

QUOTE OF THE DAY: If you have 6 hours to chop down a tree – spend 4 hours sharpening your axe – Abraham Lincoln

Make sure to subscribe so you don’t miss anything and feel free to leave a question or comment- Mike answers every one of them!!

Get Commercial Cleaning Contracts Without Begging and Competing on Price

Get Commercial Cleaning Contracts

If you’ve ever asked yourself “How do I Get Commercial Cleaning Contracts”? You are in the right place.

Today Mike goes into depth about how to get commercial cleaning contracts. These easy steps will work for both commercial cleaning contracts and residential cleaning contracts and stop the “Hide and Seek” game your prospects play dead in their tracks.

Fed up with the “I’ll think it over” response? How about “Sharpen your pencils” or “I have to get 15 other bids before I Bob can make the final decision, so we will be in touch”?

If any of those ring a bell then today is your lucky day! In today’s episode we talk about how to set yourself up with your prospect the right way with less stress for you and your prospective customer.

Discover how to position yourself as a resource and authority and not a salesman and drastically change your closing ratio.

Calling a prospect for the first time is enough to make anyone’s palms sweaty, but Mike breaks it down into easy to follow steps that can help you to get commercial cleaning contracts now!

This includes key points like:

The biggest mistake people make on a sales call
What your customer really cares about
Why asking questions and listening can change your life
Setting up the Ground Rules
Qualifying and Disqualifying Prospective Customers

Ask questions and LISTEN.

Sounds simple enough, but does it really benefit you? Short answer, yes. Long answer, YES! Now, you’re probably saying to yourself “Now hold your horses bucko….then how will my prospective customer know how awesome we are if I don’t control the conversation??” So glad you asked…

Mike goes into depth about the secret psychology behind how to know what your customer wants before you even get to their office.

Ever wish you could know what your prospect’s objections will be ahead of time? Sure, we all do, in this episode Mike gives you the tools to get those questions answered before hand so you are ready to break through that “I’ll get back to you about it” door.

We cover:

What questions to ask them before, during and after you go out on a bid
How to position yourself
How to set up closing the deal before you even leave

Finally Mike talks about ground rules and how they set the tone for your entire relationship with your prospective customer. Ground Rules could be the most important tool you have to get commercial cleaning contracts. So stop reading this already and go listen in!

For more FREE resources go to our private Facebook Group for owners of cleaning companies:

https://www.facebook.com/groups/growmycleaningcompany/

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Need more Cleaning Company genius? We have that, check out our blogs, other podcasts and more! at

Home

Subscribe, rate and review the show today!

https://itunes.apple.com/us/podcast/grow-my-cleaning-companys/id1062977028

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Please watch: “Cleaning Business,Thanksgiving and Growth featuring Mike Campion”


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Making Your Cleaning Company Give you the Lifestyle You want

Today we’re talking with Rowena from Bristol Residential Cleaning!

Rowena is struggling with something a lot of Cleaning Nation faces, working too much. She doesn’t want to have to fill in when employees call out or have to work for her leads. She wants to automate her business. Her question is, how does she get more customers so she has a larger profit and can hire more employees to clean?

First, we need to touch upon a perspective problem.

It’s not first this, then this. We don’t first get more customers so then we can hire more employees.

Instead, we want to create two systems. The first system is a lead generator that consistently inflows new customers without you having to do anything. The second system is an employee generator that brings potential cleaners through your door year round.

Your lead generation system should aim to create monthly customers. Having monthly customers, versus one time customers, helps you avoid having profit fluctuations. Create a system that analyzes each lead generation source and tracks:

Inquiries
Bids
Sales by source

This can be tracked on paper or in an Excel spreadsheet. The Clean Profit Method has my tried and tested spreadsheet for keeping track of your lead generators.

RESOURCE ALERT: Clean Profit Method! https://www.growmycleaningcompany.com/services/#service-clean-profit-method-gett

Once you know where your inquiries are coming from and where the majority of your sales are coming from, you can start to systemize this process. For example, if you find that most of your sales come from Adwords, then it would make sense to put your marketing budget into creating a system that continuously markets on Adwords.

The same system can be used as an employee generator. Instead of tracking inquiries, bids and sales by source you’ll track what sources bring in the most job inquiries by asking:

How many people apply?
How many people come to group interview?
How many people start?

Just as you’re able to track what lead generation sources are the most profitable, you can track what employee generation sources are bringing the most people through the door. For example, your employee referral program may bring in 5x more people per month. This tells you that you want to put your money and time into creating a system that continuously promotes your referral program.

Create systems that do the hard work for you so you can focus on the bigger picture projects of your business.

RESOURCE ALERT: How To Create Systems For Your Business https://www.youtube.com/watch?v=tO-8xNsW8vQ

Lightning Round:

Best advice you’ve received either personally or professionally?
Look after yourself.

What’s the biggest mistake you’ve made in the cleaning business we can all learn from?
Not thinking about her business model prior to taking on staff.

What’s one idea cleaning nation can put into practice to improve their business or their lives immediately?
When you speak to a client, speak to them confidently and tell them how you are the one who can help them.

Getting Your Cleaning Company from Zero to Profitable

Today we’re talking with Scott Albaugh from SJ Cleaning Solutions!

Scott is dealing with a common issue MANY commercial cleaning professionals face. That issue is turning your cleaning business from a decent job into an actual business asset that can grow into a profitable enterprise.

You might be in a similar position… doing all the cleanings yourself, bidding on new contracts and getting paid on net-30s wondering when if ever you are going to get past this hump. If that is you, asking yourself WHEN will it happen for me?

Then this advice is for you.

Resource Alert: How to Bid a Cleaning Job https://www.growmycleaningcompany.com/how-to-bid-a-cleaning-job/

The first step to getting over the hump is realizing you are most likely getting in your own way. You need to step out of the cleaning job role and into the cleaning entrepreneur role. The first step to doing this is stop cleaning yourself. You don’t need to hire someone full time to do this. For most people at this stage, hiring one or two part time cleaners to handle your jobs will be more than enough to give back the time you need to start focusing on the business. If that seems like too much for you, then look to hire just one person to clean alongside you.

It is critical you get enough hours in the day to focus on higher level tasks for your business.

The next step is getting your bidding and cashflow in alignment with growth. For most people still doing the cleanings themselves, they underbid the actual cost of the job because they include their labor as free labor. STOP THIS! Charge your labor! Now that you’re bidding for the labor, you can hire someone to take the cleaning role from you.

In commercial cleaning bids it’s not uncommon for a business to pay you on a net-30 i.e 30 days after the completion of the job. Never give in to this form of cashflow. The cashflow needs to be given to you upfront. Too often a net-30 agreement becomes an interest-free loan that doesn’t get paid until net-60.

You are a cleaning company, not a bank.

Collect your cashflow upfront. This will relieve the stress on your operations significantly!

Now with employees and cashflows problems taken care of, it is time to focus on the final step – marketing.
You need to create a system that pulls in leads for you every day of the week. The way you do this is by developing the marketing system that works for you. Yet, you can only do this if you take care of someone fulfilling the cleaning role that isn’t you and when you have set up your cashflow properly.

All of these systems can be found in my course by the way.

Resource Alert: Get the Clean Profit Method http://www.growmycleaningcompany.com/

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

Best advice you’ve received either personally or professionally?

Don’t ever place limits on what you can achieve.

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

Not studying enough at the start. Need to do as much research as possible to understand what kind of systems you need.

What’s one idea cleaning nation can put into practice to improve their business or their lives immediately?
Get a mentor. Find somebody that does business the way you want to do it, and emulate what they have done.

Have any questions? Leave a comment below!