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Posts Tagged ‘how to run a cleaning business’

Thinking About Franchising your Cleaning Company?

In today’s podcast, we are speaking with Roberto Pena from Hermes group serving the city of Toluca Mexico with commercial cleaning services. The Hermes group has a long history in the cleaning business as it was started by Roberto’s parents over twenty-five years ago, now he and his brothers have taken over for their parents and have expanded to more than five cities across Mexico with over seventy employees and two main offices. With their cleaning business having great success they have been able to branch off with a construction company which has been in business for over seven years. They have developed a training program for other companies to reduce turnover rates dramatically.
www.hermesgroup.mx

RESOURCE ALERT: Tips on how to successfully franchise your business http://www.growmycleaningcompany.com/cleaning-company-sales/
There are four steps Mike has laid out as a guide to set yourself and potential franchisees up for great success!
1. Do something that can be easily duplicated and that the franchisees can see from start to finish. You will want to set a standard and show that if you put in the work, they will be successful with their resources
2. Ensure that all of the tools needed to be successful are available. Have guidelines laid out, marketing plans, and a list of those who they can go to for questions.
3. Hire a specialist who knows all the ins and outs of franchising. A franchise specialist can help you with paperwork, and they know how to keep you legal and to follow all of the laws regarding your business and location. They can also conduct a growth plan as to how you should grow your franchise over time.
4. Write up a marketing plan for prospective franchisees. Figure out who you are looking for.
– How much money they need up front
– How much experience you would like them to have if any
– What kind of net worth they need to have
– Whether you are looking for someone who can be full time as an owner-operators or someone who is looking to only make an investment
Be very clear with your marketing plan as to who you would like to attract. In doing so, you can have more qualified people applying to be franchisees. Then you can scan through the applicants and choose who you feel will be the most successful owners.

RESOURCE ALERT: How to set yourself and future franchisees for success https://www.youtube.com/watch?v=SDJS2BD38zU
While in the beginning steps of franchising it is important to check the laws and regulations of your local legislation and law-making authorities within your country or state about running a franchise. If you hire a franchise specialist, they should have the information readily available to guide you in the right direction. Branching out with a franchise is certainly a good way to go if you are looking to step back as a front-line owner and have the option of another owner who will give you a percentage. This typically ranges between five to ten percent a month of the revenue accumulated. Usually, when you run a franchise you want to have three or four company locations established that you have put in place with a manager to ensure that those locations are profitable within the span of a few years. This helps when you want to sell to an outside person as you can prove the business’s profitability and that you can duplicate and still be successful. When you can show that the locations have had significant revenue, the locations are established and being managed well those are great selling points for the potential investors. You will want the franchisees to know that the location has been successful in a short amount of time and that the establishment can do well without the help of a home office but will strive with the name recognition and respect that the company has gained. Set the franchisees up for success with an operations manual that will break down in detail everything they may possibly need to know about owning and operating a business. You can list things such as:
– How to attract customers and employees
– How to hire and fire employees
– How to pay employees
– A guide on how to train and how to make those exceeding a manager
You’ll also want to explain about buying a separate space or office to expand. You can list things like:
– How big the location should be
– Where the office should be located
– How much should they pay employees
– Whether there is a need for a warehouse
– At what point they should buy or at what success with revenue would be ideal
These are the types of metrics you should have readily available for your franchisee so you can guide them from bottom to top. You must keep in mind that typically you are selling to someone who is starting from scratch.

Lead Gen for Your Cleaning Company Without All the Cold Calling

Today we’re talking with Joseph Silbaugh about how to level up your business without having to smile and dial all day long.

No one enjoys cold calling.

Cold calling is a free way for you to grow your cleaning business and it is fast for you to do and is great when you’re starting out. If you keep calling, you will eventually land a client. The problem is that cold calling is not very scalable unless you are wanting to hire paid employees to sit around all day and cold call on your behalf.

Not something I would recommend.

Instead, I recommend revamping the STYLE of calls you are making and how you are going about making connections. You don’t need a fancy marketing machine to generate more than enough leads for you to sell your cleaning services to, in fact you can just slightly modify the way you are calling businesses in a way where it is no longer a cold call.

This particular lead generation method is a combination of both offline and online networking & marketing principles.

Resource Alert: How to Market a Cleaning Company for Good Looking People http://www.growmycleaningcompany.com/marketing-a-cleaning-business-2/

If you have never read the late Chet Holmes Ultimate Sales Machine, then your first step is go do that right away. Chet describes something he calls the Dream 100 from his time working at a magazine where he noticed that 80% of all the advertising space was being bought up by just 20% of the magazine’s advertising clients. While all the other sales people squabble over getting in touch with the plethora of smaller accounts for the magazine, Chet decided to make a list of the top 100 BIG advertisers in his space and then contact those potential accounts.

The idea is even if you only get a few, those few are worth far more than dozens of smaller accounts. Chet proved his theory by signing on just a little over 10 of his Dream 100 list and outperformed every other sales rep in the company.

We want to do the same thing with our cleaning business.

First, identify your niche. In the case for Joseph, it was trucking warehouses and he had a pretty good criteria set up for what kind of warehouses in particular he wanted his company to be cleaning. This is great!

Once we know the niche, we can start looking for places where these kind of people hangout. Are there associations, clubs or any kind of groups your niche tends to hangout in? If so, you should be joining these associations.

Association membership can bring a lot of advantages.

Resource Alert: How to Build a Successful Cleaning Business http://www.growmycleaningcompany.com/how-to-build-a-successful-cleaning-business/

For example once you are a member you can create your Dream 100 list from the membership directory and when you start calling them you can say, “We are both part of the same association” as a way of connecting to decision makers. It is not exactly a warm call, but it is far different than a random cold call.

Other powerful networking opportunities abound by joining an association. You can become a vendor at their events, even speak at those events, and have a chance to send out a promo email to their entire email list with your cleaning services. You could even hold a giveaway that the first 12 business owners that approach you will get a free lunch on you while you explain how your cleaning business can actually IMPROVE their business.

Once you have the association’s email list or have at least identified the association you want to target, you can then create facebook marketing campaigns specifically designed around people that like that association that happen to be in your local area.

Remember, these people are part of your Dream 100. While there are not a lot of people to target, you only need a handful of these cleaning contracts under your belt to make a huge difference to your bottom line.

Finally, you can use these associations to create a surgically targeted direct mail campaign that speaks specifically to your niches pain. If they see you are part of the association and that you hit their pain points with a compelling piece of copy, your phone will be ringing off the hook.

No cold calls require.

Did you like what you heard & read? If so, leave a comment below or give us a share on social media!

How to be a profitable cleaning company

Are You Trying to Hire Employees TOO Early? Make Sure Get This Right in Your Residential Cleaning Company First…

Today, we’re chatting with Kayla Bridges!

Kayla is struggling to find a way to hire employees while working from home and not having a website. It was the last part that got me thinking… are the priorities here right?

So many times members of Cleaning Nation have great ideas, but they’re prioritizing them in the wrong way. This is exactly what was happening with Kayla. When I asked her why she doesn’t want to have a website, she said she couldn’t afford one. The thing is, websites don’t have to cost $20k anymore to build, they don’t even need to cost $5k to build a simple workable website that can start getting you leads.

While years ago I might say hiring employees takes precedence over a website, that is not the reality of today’s market. Your clients expect you to have a clean looking website that is professional and high quality.

But professional doesn’t have to be expensive.

Resource Alert: How to Bid on a House for a Deep Clean Profitably http://www.growmycleaningcompany.com/how-to-bid-on-a-house-for-a-deep-clean-profitably/

We dived deeper into this problem to see why Kayla’s company couldn’t afford a website. The reasoning came down to the NUMBER ONE problem I see Cleaning Nation face day in and day out… charging TOO little for their services!

I hear all the time from others, “But Mike… my area is different. It’s a small town. It’s Alabama. It’s Missouri. It’s whatever.”

The thing is, humans are the same everywhere. In each of those small towns where you believe people can’t afford you raising prices, there is probably a Mercedes dealership near by or some other luxury brand. The fact that exists in your marketplace tells you that you are in a market where at least some people are willing to spend more on quality services and premium products.

It’s time YOU become that premium service.

The first step to that is knowing what your Cost of Goods (COGs) sold are. For a residential cleaning company, your COGs should be about 45-50% of the job’s price. That means if the job costs you $100 in labor and supplies to do, you charge $195-200 to do that job.

Now, for commercial cleaning, your COGs can actually be higher, but this is a pretty accurate COG for residential cleaning.

Resource Alert: Set Up Your Cleaning Company Structure the Right Way Before You Hire http://www.growmycleaningcompany.com/cleaning-company-structure/

When calculating what your COG is, take into account not just the hourly wage you pay your employee but all the other associated payroll expenses like taxes, social security. I would highly advise using a payroll company for this as it’ll be more accurate. The rule of thumb is to add 20% on top of the hourly wage.

If your employee gets paid $10 an hour, works 10 hours on a job, you’ll add 20% to their wages. In this case, the COG sold for the job is $120 so your price for the service should be around $220-250 dollars.

If people are saying you’re too expensive by doing this, then it’s more of a communication problem than a pricing problem.

You should ALWAYS be talking to your target audience about their pains.

Remember, cleaning a toilet for $10 an hour is a low value proposition. When you offer a married couple a way to relieve their stress when they come home from a long day of work where they can spend more time together because they don’t have to do any chores, now you’re offering a HIGH value proposition.

Your COG sold and prices should always be your priority #1 in your residential cleaning business. If you can’t afford something vital to your business like a simple website, then you’re likely pricing your service wrong.

Once a year come back to your pricing and make sure all of your jobs are matching the 45-50% COGs ratio. This way you can make sure you stay on track on charging the right prices.

Alright, all that being said, let’s dive into the Lightning Round!

Lightning Round

Best advice you’ve received either personally or professionally?

Don’t sell yourself short, especially when it comes to friends who expect a discount because they know you. Charge them what you’re worth.

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

Hiring people that I already knew like friends and family.

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

Staying organized! When you’re organized, everything goes much smoother.

Have any questions? Leave a comment below!

Creating a Successful Job Posting Ad for Your Cleaning Company

Today we’re talking with Andres Higuera from Ecogreen Office Cleaning!

Andres has been working on writing the perfect advertisement for his employee generation system. His initial descriptive advertisement wasn’t creating the employee lead generation he needs. Descriptive advertisements are the majority of ads you see on job search websites today. For example, “Come and work for a cleaning company, part time and be part of a growing team.” Andres changed his advertisement to focus on his companies core values, as the Clean Profit Method suggests, and he found that he’s still not getting the in flow he was hoping for.

RESOURCE ALERT: Five Shifts You Need To Know To Grow Your Cleaning Company
www.growmycleaningcompany.com

A job advertisement revolving around your core values should be getting you double the applicants of any previous advertisement, so we know something is wrong here. To fix this problem and increase the amount of applicants, Andres needs to do two things.

First, he needs to make sure that his advertisement is more than the ad itself. A job ad is a marketing funnel. His employee generation advertisement might be perfect, but what follows might not be. If there isn’t a direct connection between advertisement and the follow up process the prospective employee goes through, you’ll lose them in your funnel.

For example, job board websites like Indeed force users to answer a lot of questions on their end. They also make it mandatory to go through Indeed for follow up communication between the prospective employee and hiring company. This can turn people off as Indeed doesn’t correlate with your core values. If your job posting is talking about how you’re a fun company and then your prospective employee has to answer ten serious and technical questions directly after, there will be a disconnect and your funnel won’t work.

As soon as possible, get prospects off of Indeed or the job board website and on to your own website. This reduces the noise and helps them focus on your job position and the core values of your company.

Second, change your follow up to be consistent with your advertisement. If your company is focused on having fun and making money, then your questions shouldn’t be, “Do you have a state issued ID?”. Instead, they should be “Do you like having fun and making money?”. The idea is to get prospective employees to break the monotonous pattern of applying to job after job. You can achieve this by getting them off of Indeed and on to your website. There is also the option of having them text you.

Make sure your employee generation funnel is consistent with your core values advertisement to create a successful job advertisement campaign.

RESOURCE ALERT: Dealing With Crappy Employees
https://www.growmycleaningcompany.com/dealing-with-crappy-employees/

Lightning Round:

Best advice you’ve received either personally or professionally?
Always be learning.

What’s the biggest mistake you’ve made in the cleaning business we can all learn from?
Not communicating with clients in person.

What is your favorite book?
The Bible

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 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.

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!

Setting Up Your Cleaning Company from the Beginning

Today we’re chatting with Matt Reese!

He’s actually friends Joseph Suldawn with Pro Clean that was on our show not too long ago. And today, he’s asking a good question, a two-parter.

The first part is how to get through some of the somewhat overwhelming details that coincides with starting a business, things like EINs, licensing, insurance etc. Well, I actually have a Get Started Guide you guys can use in the Profit Cleaning Method but honestly… don’t let this worry you too much.

While the details are important, they’re not make it or break it for you. Just handle each step one at a time and hire someone that knows how to navigate this stuff and you’ll be fine.

The second part to Matt’s question is all about growing his business. Initially, he was interested in raising prices and normally I would say this is almost always a good idea. Alas, for Matt, it is NOT a good idea for one very specific reason:

This client accounts for WAY too much of his overall revenue.

When you raise prices you want to be able to do so without the need to ask for permission. The mindset should be you have so many clients that you’ll be happy if a few tell you no and stop using you, because you have enough clients that will say yes that it won’t matter. If you only have one or two big clients and that’s it, then you are putting yourself at a huge risk if they say no that could tank your entire business.

One client should never represent more than 15% of your total monthly revenue.

Knowing this, I told Matt there were THREE major steps he could take to revolutionize his business.

Step 1 – Hire More Cleaners.

This will free up his time to grow the business, and get him out of the actual cleaning portion of the business. Remember, your first goal is to always remove yourself from the actual labor aspect of your business.
Resource Alert: Best Practices for Hiring Cleaners for Your Company http://www.growmycleaningcompany.com/hiring-cleaning-company-employees/

Step 2 – Dilute High Earning Clients with More Clients

Now that you have some leverage, it is time to start designing your client attraction systems to bring on more clients. Remember, we don’t want ANY one client making up more than 15% of our revenue. That can create just too many swings in our business and too much stress.

Instead, focus on getting many smaller clients that you can send your news cleaners out to.

Now that you’ve diluted the client pool it’s finally time to…

Step 3 – Raise Prices

Once you have the ability to raise prices without worry if someone says no, that is when it is time to do it. By doing this you’ll either thin the herd of how many clients you have which will leave you more time to focus on getting new clients while getting paid the same, or all your clients will say yes and you’ll make WAY more money for the same exact work.

Resource Alert: Raising Your Cleaning Prices http://www.growmycleaningcompany.com/pricing-cleaning-jobs/

Either way, it is a win/win at this point.

Alright, now that I’ve revealed the 3 main steps, let’s dive into the Lightning Round.

Lightning Round

Best advice you’ve received either personally or professionally?

Don’t confuse with being a perfectionist with just being afraid.

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

Not charting and plotting out your course before hand. Not taking the time to break down your actions into goals and timelines.

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

Always make sure you got back ups. Things like extra mops, rags, cleaning chemicals etc.

Have any questions? Leave a comment below!

How to Build a Successful Cleaning Company

Today we’re chatting with Janice Resendez who has just opened a new cleaning company in Denver!

Janice, like many new cleaning companies, wants to hit the ground running and be able to get a large amount of clients very fast. Who wouldn’t want more clients from day one? The thing is there are a TON of tools to go out there and get clients, but they will cost you something.

The two resources these tools require are either time or money. Since most cleaning companies just starting out don’t have a lot of money to spend yet, that means they’re going have to clock in the sweat equity and really pump the hours required to gain new clients.

One thing that won’t be working in Janice’s favor here is that her target market are commercial contracts. Typically, commercial contracts pay way more than residential but they often take a lot more effort to get. Since clients are only buying when they’re ready versus when we’re selling, trying to get these clients fast can be a challenge in of itself.

A better way is to set up good marketing systems that will provide valuable content to your target market over the long haul. This way you can catch them when they are ready to buy, instead of hoping your sales pitch is good enough to convert them right away. While this is a great option for long term growth, it won’t get the ball rolling.

So what will?

I call it my TIME Method.

TIME stands for:

Telephone – Doing cold calls to businesses is a classic, free and easy to implement way of gaining clients
In Person – I’m not a big fan of cold canvassing in the traditional sense. Instead, I would use the phone to get invited to come by the office to show a full presentation of what you can do.
Direct Mail – Mail is a fantastic option to get clients relatively quickly, though it won’t be as potentially quick as the telephone option. You’ll need to spend time on creating the copy, buying a list of businesses and the actual cards to send out, and distribute your mailing. This all takes time. Plus, if you’re short on money, this might not be the method for you since it does take some initial investment to get going.
Email – Cold emails are free to send. You need to be careful though and make sure you’re following all ICANN-Spam regulations to make sure you’re not spamming people

Resource Alert: How to Create a Lead Generating Machine for Your Cleaning Company http://www.growmycleaningcompany.com/accept-work-outside-niche/

For most people in Janice’s situation, the phone is going be there go-to choice for acquiring clients quick. You need to have the right expectations before you begin. If your goal is to get 5 new clients in two weeks, then you’ll likely need to give a presentation to at least 15 people since not everyone is going to accept your proposal. In order to get 15 people that say yes to you bidding on the job, you’ll probably need contact close to 500 businesses.

That means if your goal is to get those 5 new clients in 14 days, you’ll need to be cold calling at least 35-40 people per day.

To increase your chances of success, it is to understand how a cold call works. Instead of going into a sales pitch right away, do a pattern interrupt. This could be as simple as asking someone how they are doing. Next, you don’t want to sell your services but rather position yourself as someone looking for help. Tell them you’re a cleaning company and you were just curious if they’d at all be open to helping you figure out what is more important to them when it comes to hiring cleaning companies.

Most people hate being sold to but they love helping others. You can play into this to really find out what their pain points are, and then when it comes to your bidding you can make sure to include how your service will solve all those pain points for them.

Resource Alert: How to Get Commercial Cleaning Contracts Without Cold Calling http://www.growmycleaningcompany.com/get-commercial-cleaning-accounts/

Finally, provide them value.

You want them to know you won’t be wasting their time. You could use humor like saying you’ll give $100 to their favorite charity if they didn’t like the meeting (almost zero people will actually tell you to give $100 to a charity after a meeting), or you could do something simple like baking them some cookies when you go to the meeting. Little things like this go a long way in converting prospects into genuine clients.

Now, can you ACTUALLY get 5 new clients in just two weeks as a new cleaning company?

Absolutely.

Is it easy? Noway.

It will take a lot of hustle, grit and determination on your part. You’re going have to go through the No’s, and A LOT of them to get to your clients.

But if you do it, and persevere, you know you’ll have the ability to generate clients any time you want. They’re just a phone call away.

Alright, let’s dive into the Lightning Round!

Have any questions? Leave a comment below!