Okay, so maybe 2016 was a year you’d rather forget in your cleaning business.
When you look back and reflect on the year that was, you feel like your cleaning business just ‘stood still’, sure you managed to grow a little here and there, but it was tough, and you’ve made a promise to yourself that….
….2017 is going to be different.
Because you can’t do another year like last year (or the year before…)..
Listen to me.
You’re a cleaning business entrepreneur in a relentless search for business success, profit and time freedom.
DO NOT GIVE IN.
You are a producer. You create.
You, the cleaning business owner, take the risks, you lose the sleep, you give up family time in pursuit of growing your enterprise, you suffer disappointment and loss when things inevitably go wrong, you endure the scorn and ridicule of others who are too afraid to take the chances you’re willing to take.
Too afraid to create what you create. Too afraid to build what you build.
You accept 100% of risk, pain, worry, toil and WORK.
Yet, you SHARE in the rewards.
You create jobs. You pay the most taxes. You provide services that HELP people.
Without you, the machine stops.
YOU. ARE. ATLAS
WE NEED YOU. DO NOT GIVE IN.
Here’s How to Get New Cleaning Clients
Tip # 1 – Know your ideal client.
It sounds simple, but identifying the types of clients you prefer to work with is the first step. Because the best client is a recurring one, your target audience should consist of the people who continually rely on your services. Try to be as specific as possible when identifying your ideal client profile. What careers do they have? What neighbourhoods do they live in? What social media sites are they on and where do they hang out so you can find them?
PRO TIP: If you’re reading this thinking “I can clean for anyone” – you’ll miss the mark. Get laser-like focus on who your best client is – and then get your messaging to be addressing their problems, frustrations and concerns – when you do that, they’ll feel like you’re talking to them, you understand them. And that, immediately makes you much more attractive to them…
Tip # 2 – Develop a marketing plan.
Speaking of social media, having an online presence these days is more crucial than ever. Keep your website and social channels up to date. Clearly state what services you cover on all promotional materials to reduce any confusion in advance, and remember that every time you’re putting something up on social media – have your ideal client in mind.
Would they be interested in that photo of a dirty bathroom (my guess is probably not…), but if they were a business, maybe they’d be interested in something related to their business, or a problem an Office Manager might come across during their day – see how that’s different?
It’s also helpful to list your company in relevant directories and sites like Google, Bing, Yelp, Yellow Pages, Angie’s List, etc.
PRO-TIP Get a blog happening on your website, start posting regularly, get out there and target your audience!!
Tip # 3 – Remember your current relationships are a jumping off point.
Ask for referrals from current clients that you like doing business with. Chances are, they have similar friends, colleagues, family or other business owners in need of what you provide.
PRO TIP: Make sure you have a system for referral-getting, don’t just use the “hope” marketing strategy for this…. Referrals are an AWESOME way for you to build great relationships with your existing customers (remember to always recognize and thank people for referring you), AND, build your business with more of your Ideal Clients
Tip # 4 – Build credibility and your network.
What’s your strategy for getting regular testimonials (is that crickets I can hear…?)
In the cleaning business, if you don’t ask, you don’t get.
And make it easy for them to give you a testimonial. If you send them an email, put in a link to your Facebook page or Linked In, so they don’t have to find it themselves – remember that in the 21st century we now have an attention span of 8.2 seconds.
<<<— Same as this goldfish
So, you have to do all the ‘leg-work’ – make it easy, ask for just 1 or 2 lines, and then, are you ready for this huge piece of advice????
SHARE THAT TESTIMONIAL EVERYWHERE – AND OFTEN
PRO TIP: Are you being a good referrer? If you have business clients, try and make a conscious effort to understand their business, and look for opportunities you can help and promote them to your friends, family and network. You will be AMAZED at how this one strategy will help you build enormous goodwill with your customers.
The final piece of advice may be the most revolutionary. Stay with me. Are you ready?
Tip # 5 – Raise your prices.
It may sound crazy, but sometimes reaching those top tier clients means knowing when to charge more. Obviously make sure that your prices are consistent with the results they can expect first.
Tip # 6 – Articulate your VALUE PROPOSITION
What are you bringing to them that is of value? What are your benefits? HINT: It isn’t that you’ve been in business since the dark ages, it isn’t because you’re a husband and wife team, it isn’t because you have great training, it isn’t about you at all.
IT IS ALWAYS, ALWAYS, ALWAYS ABOUT THEM
Both features and benefits sell. But consider this… no-one cares about how you’re going to do the cleaning, they just want a clean home or business.
So focus the emphasis on the benefits. The benefits close the sale. Why? Because most people buy on emotions. Benefits help bring out emotions in your prospects and then they justify their buying decision using logic.
Bottom line: Clients willing to pay more are the ones who appreciate value & quality – and it’s your job as a cleaning business owner to demonstrate that to them.
Remember, if you charge more, and can clearly outline the VALUE and BENEFITS that your business will bring to their lives, people will perceive you as more valuable, and will be prepared and willing to pay more for your services..
So, What’s your 2017 going to be like? If you’re tired of struggling and going-it-alone, ask yourself this one question:
Are You Ready to Systemize & Streamline Your Cleaning Business in Just 8–
8 x Weekly Video modules, blueprints, checklists, cheat sheets and scripts delivered in an easy-to-understand step-by-step system, PLUS a weekly LIVE GROUP VIDEO CALL with me, where we get to work on your business, so that 2017 can be your best year yet.
Go check out Cleaning Business School here.
“The most basic and powerful way to connect to another person is to listen. Just listen. Perhaps the most important thing we ever give each other is our attention….” Rachel Naomi Remen
First time to our blog…? Welcome, it’s great to have you here 🙂 Want to know more about us – check us out here.
Cleaning Marketer works exclusively with cleaning businesses to help them attract more prospects, make more sales, and keep their clients longer.
Want fast business growth? Register for the next Cleaning Business School (Starting Jan 2017) – 8 Weeks of Fast Growth Ideas for Cleaning Businesses who want to attract more prospects, make more sales and keep their clients longer.
PS A FREE REPORT FOR YOU: “How To Get Cleaning Clients Even If You’re Brand New To The Cleaning Industry”