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Should You Guarantee ALL the Work of YOUR Cleaning Business- Part 1
Should you guarantee your work?
That's right, I'm tempted to answer the question with a flat out 'Yes!' and call it a day, but it is probably worth talking about for a few minutes.
We had to wrestle with this – Guarantee or Not Guarantee question in the beginning too, when we first bought and started running a very small cleaning business called Jim's Cleaning years ago.
You see, when we took over the business, there was no 'Satisfaction Guarantee' in place.
So, we had to think about whether we should offer a guarantee, and if so – what kind.
You know, when you're first starting off and money's tight, it's easy to fall into the trap of thinking, "Hey, if some customer simply decides, on a whim, that they're not happy, I don't want them to get away with not…
Systems, Yep, You're Gonna Need Those Too!
Today, we want to talk about something just as important – systems.
That's right, systems. What they are? How to create them? And what they can do for you!
First let me tell you a story….
In the first few years running our janitorial business – when we got ready to start up a brand new account, we would simply grab all the people we needed, along with the equipment and cleaning supplies.. jump in the van and go!
Sounds simple. And it was.
It just wasn't effective. You see we'd have…
Cleaning Business Owner: Are You TOO Needy? Part 2
Ok, let's pick up right where we left off last time.
We were looking at how, if we're not careful, our marketing, selling and customer service habits can have the opposite effect of the one we want.
For example, we discovered:
Many times, the harder we nervously chase something – the less likely we are to get it!!
We may, in fact, actually drive it even further away. Let's take a look at an example.
Have you ever had a building where your janitorial business was bidding on the cleaning – and, it was an account you desperately wanted to land?
So, what do you do?
Well, have you ever caught yourself anxiously, nervously, desperately calling them back every day ( or MORE) just to 'check in' to see if they had made a decision.
Only problem is – you find the more you…
Daisy Revisited: 1 Year AND 2 Stories
No big cleaning business lesson in this week's video Daisy Revisited: 1 Year AND 2 Stories other than 'Boy, do things change!' Yep, meet Dan's dog AGAIN! That's right, 'old' Daisy is now 1 and has really grown. You'll see…
Dan's wife made him promise to 'shoot another video' to show everyone how BIG Daisy has gotten in just a year!! So, here she is again, starring in another video!! Plus you'll hear 2 stories about her antics that you might find VERY amusing! So, sit back, relax and spend a few minutes with man's (and Dan's?) best friend!
Cleaning Business Owner: Are You Too Needy? Part 1
No disrespect.
It's really more of a business question, than a personal one.
Put another way, what message are you projecting to your prospects?
Think about it a minute.
Does the way you 'do business' (i.e. selling, customer service) send the message that you are a successful busy cleaning business owner or not?
Well, if you are like many well-intentioned janitorial or residential cleaning contractors, you may be sending a quite different message than the one you'd like to.
It's an easy trap to fall in to.
Well, because among other reasons, from a very early age we are taught to be helpful, generous, and available to others in need – and those are all good qualities!
But, and this is a big BUT…
Rules? Yep, Your Cleaning Business is Gonna Need 'Em!
Rules. Who Needs 'Em?
That's right. When we first started, we decided we were going to be the first cleaning company with a 'heart'.
We were determined to treat our cleaning associates with more than respect -we wanted to go the "extra mile".
Well, in time, we discovered sometimes a cleaning business like a 'healthy' family has to practice some 'tough love' by having, dare I say it …. RULES.
Let me tell you a story.
In the early years, when we were starting out, we would give out employee…
Cleaning Business Success: 1-2 PUNCH
I see it all the time.
I go out to meet someone in charge of hiring the janitorial cleaning company for a building.
It can be grumpy Gary, the general manager at an auto dealership, or bored Brenda the office supervisor at an insurance company.
It doesn't matter which one. If our Gary or Brenda are unhappy with their cleaning, or just 'going out for bids', here's an almost guaranteed way to get these grumpy or bored prospects EXCITED about you and your cleaning company.
Drum roll please…
..bring them something…
Do YOU Measure Success in Your Cleaning Business in INCHES or MILES?
What's more important – creativity or implementation? The answer may surprise you!! In this video, Dan shares four quotes to help us discover the answer and why the answer is GREAT news for success in cleaning businesses, like YOURS!
Before you're done watching this fast paced video, Do YOU Measure Success in Your Cleaning Business in INCHES or MILES? you'll hear what successful business people and motivational coaches have to say about the all important question of – What does it REALLY take to succeed in all parts of our lives including business!
Cleaning Business Tip: Dip Your Toe In FIRST!
Warning: This email is long. I know. Sorry, but, it's important – and I think it reveals a strategy which may REALLY come in handy for you time and time again.
Here's the strategy – DIP YOUR TOE IN FIRST!
To explain what I mean, let me tell you a story of how those words saved us a small fortune and may do the same for your janitorial business someday!
You see, one day one of our managers sat down to 'vent' about a frustrating problem.
One of our customers wanted a total price (more about this 'pickle' later) on removing what appeared to be years worth of built-up grease, grime, and who knows what else – from a concrete factory floor!
And our floor maintenance manager was really struggling to figure out how to price the job.
'I mean', as he put it, 'This job is so strange, how in the world do I know how long it's going to take – or how it's going to look …
Practice Doesn't Make Perfect …Really!
Practice Doesn't Make Perfect ….Really!
How can I say such a thing? Well, let me explain..
Picture, for a minute, your neighborhood driving range with an army of 'weekend warrior' golfers lined up at the tees 'going at it' with everything they've got.
There they all are, frantically placing balls up on the tee one after another, then swinging so hard, and so wildly that it's not uncommon to see guys practically falling over!
And actually, we've all been there too…haven't we?
But this kind of 'practice' doesn't make any of us any better… at anything!
So, if it isn't practice that makes perfect, what does?
Well, here it is….
The One-Word Secret To Getting Great Testimonials for YOUR Cleaning Business
So, what is it? What is THE one-word secret to getting great testimonials for your janitorial business?
Ok, here it is – ASK
It's that simple. Well, it's simple, but maybe not easy – at least at first.
Remember in the Bible where Jesus says "Ask and it will be given unto you.." Well, those words of wisdom relate very well to many parts of life – including business.
And an example, of where they ring particularly true in business is in the collecting of quality testimonials.
So, here's the strategy:
When someone leaves us a message or sends in an email complimenting our cleaning staff – we want to remember to ask if they would be willing to let us use it – as a testimonial.
Not once and a while – but regularly. Any chance we get. Whenever the opportunity presents itself.
Well, because it's a numbers game and we need to make sure we don't miss our opportunities to request a testimonial when they present themselves.
Makes sense – right? Right.
You …
Growth Test: Take 'Cleaning' Out of 'Cleaning Business'!
Are you ready to grow? Here's an exercise or test you can do to find out. Dan will give you two important reasons why 'cleaning' alone isn't necessarily THE key to success in the cleaning business!
Before you're done watching this fast paced video, Why the UNHAPPY Customers in YOUR Cleaning Business Are So VALUABLE! you'll see how you can use this exercise to identify what needs to be changed in your commercial cleaning business or residential maid service company if you want to grow quickly and profitably..
Cleaning Bid Cover Letters With MUSCLE! – Part 2
OK, no more theory! Let's look at how you can easily add marketing MUSCLE to your janitorial proposals and cleaning bids by creating powerful COVER LETTERS.
First, make sure that during your initial walk through, as well as during any conversations with your prospect, you are taking GOOD NOTES on each comment, complaint, 'pet peeves' or criticism made about their current service, or cleaning companies in general.
These are important and valuable opportunities for you – seize them!
Now what?
Well, second…
How Many Brochures Should My Cleaning Business Send Out?
I understand why people are always asking how many
But the question of whether to send out 100 brochures a week or 100 brochures a month, isn't really the right question.
(By the way, I wish they would ask, "How many strong, direct-response sales letters should I send out each week?"…but I won't go down that road again today!)
Anyway, the right question, or at least, the better question, isn't really one question at all, but rather a series of several questions.
Here are a few of the most important ones:
1. What is our…
Bid Cover Letters With MUSCLE!
Frankly, most people think of a cleaning bid cover letter as a weak, nearly meaningless, part of any janitorial proposal, nothing more than a formality.
Don't believe it – It couldn't be further from the truth!
No, in fact, put it together the RIGHT way, and your bid cover letter can become one of, if not,THE most powerful sales tools (pages) in your cleaning proposal.
But, as I said, most commercial cleaning and maid service businesses put very little thought, and even less effort, into the cover letter. To them, it's just a short, meaningless page they feel forced to include, if for no other reason, than – they think it makes them look professional.
As a result, most cover letters simply spit out the same safe, but boring stuff that has been putting building owners and property managers for years.
'Thanks for allowing me to bid… We appreciate your interest… blah, blah, blah.'
If it bores you, you can pretty safely assume – it's boring your prospects too!
It's not the …
Why the UNHAPPY Customers in YOUR Cleaning Business Are So VALUABLE!
We wish it never happened, but it does. That's right, if you've been in the cleaning biz any length of time – you've made a mistake or two along the way and ended up with an unhappy customer. Well, in this video – Why the UNHAPPY Customers in YOUR Cleaning Business Are So VALUABLE! You'll see why that's NOT all bad news – because they can be your greatest source for learning in your cleaning business.
Before you're done watching this fast paced video, you'll discover how what they tell you can help you fix your cleaning company's weaknesses, so you can begin to grow, grow, grow – while drastically reducing the number of times you or your staff 'drops the ball' in your janitorial business or maid service.
When Is The Best Time To Raise Your Price?
We get this question a lot – WHEN is the best time to for your janitorial business or maid service to RAISE prices?
Well, the short answer, of course, may be something like – when the customer will happily accept it – without a fuss.
Sure, sounds simple, but when in the world will that ever happen?
'Not in my lifetime', you might think. Well, maybe. Maybe not. Here's an insider tip to successfully raising prices:
Specifically, whenever possible, try to put through a justified price increase – when your cleaning business customer really…
Make Multiple Offers To Build Your List
Sometimes, even after your best marketing efforts, property owners and building owners still, just aren't ready to decide.
So, do you simply throw up your hands, admit defeat and hope to catch 'em next time?
So, what can you do to keep from "losing" these folks?; the ones who took the time to check out your letter… but weren't interested enough to act on your offer – give you a call?
Well, you can begin by including…
This old wisdom says it all.
Go shopping when you're hungry, and you may come back with everything in the world, except what's good for you!
You know how it goes.
With eyes bigger than our stomachs, we load up on way more than we need. And sometimes treats have a way of sneaking in – forcing vegetable to take a back seat. Oops.
Yep, same kind of thing goes for hiring in your cleaning business.
If we make hiring decisions when we're short-handed, behind the 8-ball, and desperate for help, in other words 'hungry' – and what's likely to happen?
You know what.
We compromise, settle, and could end up…
The Employees in Your Cleaning Business Are Watching YOU!
'It's not what people hear us say, it's what they see us do'. Ever heard that expression before? Well, in this video – The Employees in YOUR Cleaning Business Are Watching YOU!, through a number of specific examples, you'll see how 'things really work' when it comes to the critical topic of setting a good example for the employees of our janitorial business or maid service.
Before you're done watching this fast paced video, you'll also hear about how great an opportunity we have hidden in the responsibility to -set a good example in our cleaning company.
Ever had one of your customers cut back on the cleaning to save money?
My guess is a big YES, you have – us too.
In fact, we probably all have at one time or another.
Anyway, it may have sounded something like this:
'We need to cut our cleaning expense in half, so we need you to reduce our commercial cleaning service from 6 days a week to 3 days.'
Well, BE CAREFUL, because -all things aren't equal.
You see, like I said, our janitorial business customers had gone through ups and downs too, like anyone, and had to cut back on services including cleaning.
So, we're all too familiar with this situation.
And when they called, they often had it – in their mind – that the price of cleaning was exactly proportionate to the number of days cleaned, you know, frequency.
For example, if they pay $300/ month for 2 times per week cleaning, they are convinced they should only have to pay only 1/2, basically $150 for that 1 …
I'd lean towards too many – you might want to too!
What in the world am I talking about?
Ok, let me explain.
Some strategies we suggest for running a successful cleaning business are easy to understand, that's right, crystal clear – unfortunately, this one's not!
Today's tip is a little clumsy to explain -hard to 'nail down'.
But, if you read carefully, and then consider it even more carefully, I think you'll find it is, in fact, a very powerful idea you can use in very specific ways – nearly every day in your janitorial company or maid service!
Ok, let's look at two examples,
# 1 If you're actively marketing and bidding accounts commercial or residential cleaning jobs, it can be easy to talk yourself into taking a break and stopping the marketing completely.
That's right – you might really feel compelled to 'turn off the marketing and advertising completely, when you sense you're going to get swamped with a rush of new business – based on all the bids …
Want to hear my secret, non-scientific method, to spotting potentially great employees?
Great! It starts with a story.
One day, while waiting in line to get my car washed, I stumbled on to what might be the easiest – yet 'under the radar' way to spot a great potential employee for your cleaning business.
Here's the thing – while I was waiting in line to go through the car wash, I noticed something.
As you already know, before getting their car washed, many people vacuum out their car using the vacs available at the car wash.
I know, I know – big deal, right?
BUT, here's the thing.
Why Success in Your Cleaning Business is NOT about Your Cleaning Business
Why do some cleaning companies succeed while others struggle or fail? In this video episode – Why Success in Your Cleaning Business is NOT about Your Cleaning Business! you'll see how most janitorial business decide how to run their company and what they offer their customers – and why it leaves them and their sales 'flat'.
Then, before you're done watching this fast paced video, you'll hear how successful cleaning companies decide how they're going to run their business and what they're going to offer the building owners and managers at the places they would like to clean.
What does the name of your cleaning company say about you?
Think about yours. Say it a few times. Write it down; look at it for a minute.
What does it say to you? Does it send the message you want it to send? Does it say you are credible, experienced, professional janitorial business?
So, what should your company name be?
Well, that's depends on you, of course, your personality and what message you want to send to your prospects and customers?
Do you want it to be folksy? friendly? Do you want it to be credible? confident?
Many companies change their names over time; we did several times.
We started off with…
You've probably heard this expression before, well, probably not with the word cleaning in it – but, hopefully it still rings some sort of bell.
Here are a few examples of when this 'watched pot' problem kicks in:
It could have been when you were nervously waiting to hear back about an important interview, or maybe when one of your kids was anxiously waiting to hear if they 'made' a sports team.
The 'where' or 'when' is less important than the 'what' and 'why', as in what does…
My father, now nearly 90 years old, always says to me, 'Don't worry Dan, just keep trying do your best everyday, and you'll be fine.'
Really, I mean what in the world is that supposed to mean?
It seemed sort of dumb – or at least obvious.
I never even knew what it really meant, it was so general, so old fashioned to say 'Just keep trying your best everyday- and things will work out!'
I mean, come on dad – get with it!
Well maybe not.
Yeah, you see lately, I'm beginning to get what he's talking about.
That's right – I'm here to admit it, I'm beginning to believe he's 'on to something'.
(Oddly enough…he's getting smarter as I get older. Weird, huh?)
Truth be told – he was…
Cleaning Business Alert: It's NOT about Fault, It's about FEELINGS!
Forget about blame. Forget about fault. Often, what matters a whole lot more is -FEELINGS. And, in this video episode – Cleaning Business Alert: It's NOT about Fault, It's about FEELINGS! you'll learn about several practical situations that frequently come up in residential and commercial cleaning companies – leaving the building owner or property manager FEELING 'funny', unsure, uneasy. And, those feelings can mean trouble for you if you don't take the right steps to react to it and resolve it.
Before you're done watching this fast paced video, you'll hear exactly what steps you can take to reduce your janitorial business clients concerns – and get them quickly back on 'solid ground' when it comes to their confidence in your cleaning company!
Next time you sit down to figure out how many cleaning hours to bid a building at, budget for and assign to a cleaner – you may want to remember this story.
Let's say our cleaning business picked up a new account -an office building, which we thought should take about 3.5 – 4 hrs. to clean.
Well, when we started the job, we would simply show some new cleaning person how to clean it in about 3.5 to 4 hrs.
So far, so good – right?
Well, the first week went fine. Our cleaning person spent at least the 4 hrs. we gave them, maybe even a little more, since they were new.
But then a surprise…
When Should I Call Back – Part 2
When Should I Call Back After I Deliver My Bid, And What Should I Say? Part 2
Last time, we tackled the question of when to call back
Today, let's look at the, maybe even more important question, of what to say when you do call back.
I hope, by now, you're beginning to see a pattern develop in how we suggest you approach marketing and selling situations.
It's a pattern based on a belief that the answers to nearly every marketing and selling question lies in ONE THING…
Never Hear Your Price Is Too High Again
WARNING: This e-mail is LONG, but I hope you give it the extra couple of minutes to read, because if it helps you land even just one of the accounts you've always wanted – well then, it was worth it!
How'd you like to never hear "Your price is too high!' again?
Sounds too good to be true, I know, but hear me out for a minute, and see if you don't agree it might just be possible – if you know how!
Nothing is more frustrating than to put tons of work into a getting all the information you need for a janitorial bid, putting a sharp pencil to your price, only to hear a week later -
'Sorry, your price was too high – we went with someone else!' Ugh!
Well, here's a strategy to help tackle that problem once and for all. Here's how it works:
First, take more…
Why It's CRAZY and COSTLY Not Having A Follow-Up Plan for Your Cleaning Prospects!
It's true – you've got to be 'out of your mind' NOT to have a plan for following up with your prospects. Why? Well, because it's CRAZY and COSTLY – and in this quick video, Dan will tell you the two things that can go wrong when a cleaning company doesn't have a plan for following up with their prospective building owners and property managers.
Before you're done watching this video episode Why It's CRAZY and COSTLY Not Having A Follow-Up Plan for Your Cleaning Prospects! you'll hear exactly WHAT you can do to make sure you never get caught making this costly mistake in your janitorial business. Plus, Dan will tell you what proactive steps you can take starting today to do much better!
Is It Still Who You Know Part II
Last time we talked about how tough it is out there – you know, the fast changing, competitive world we live and work in today.
We saw how our prospects and customers are under pressure like never before to get their professional contract cleaning services outsourced at lower and lower prices.
And, we left off suggesting that while we may not 'pull the knobs' and 'push the buttons' to change global trends; we still have the opportunity in our own world, our cleaning company, to to take steps to respond proactively.
What steps? Well, here are a few:
- Taking advantage of technology
- Using labor saving methods, chemicals and equipment - such as day cleaning, team cleaning, microfiber technology and back pac vacuuming systems to deliver cleaning at prices 1. customers will find acceptable want, 2. will still provide you with enough cleaning hours to deliver quality service and yes…
When Should I Call Back – Part 1
"When Should I Call Back After I Deliver My Cleaning Bid And What Should I Say?"
These are two of the most common questions we hear from janitorial businesses. Here's why:
1. After so much work has gone into preparing a commercial cleaning bid or residential cleaning proposal, people don't want to make a careless mistake right at the end that… costs them the account!
2. They worry about being too anxious, too eager and possibly… scaring away the prospect.
It's understandable.
But, you shouldn't feel ashamed of being eager to follow up and please your cleaning prospects. To the contrary, it's actually a very good thing that you feel this way, because it shows… you care!
The only thing is… we need to know how to present that caring attitude to our prospects in a way that ATTRACTS them, rather than scares them away.
So let's try to come up with a good rule of thumb to help us schedule our follow ups – for maximum results!!
To …
Is It Still Who You Know Part I
Let's go way, way back in our 'time machine' to the 70′s or 80′s, when playing 18 holes of golf with the manager of a downtown building may have put you and your janitorial business on the fast track to landing a profitable new cleaning account.
While networking to meet and build relationships will always be important, the shocking 'ice cold splash of water in the face' of what the business world is like today requires those hoping to be successful cleaning business owners – to see things as they are truly are!!
And how is that?
Well, just pick an industry. Automotive. Manufacturing. Industrial. Textile. Medical. Apparel.
Now, back to our friend on the golf course;
Today, forget about missing a putt, our friend the property manager or building owner has a lot more to …
The ONE Question Cleaning Business Owners Should NEVER Ask Their Prospects!
Don't make the mistakes Tony and I made in our janitorial business! That's right – it's easier and cheaper to learn from ours than having to experience those same painful mistakes yourself. And today's mistake is a big one about selling – specifically a selling question you SHOULDN'T ask. We learned this the hard way – but you don't have to.
Before you're done watching this video episode The ONE Question Cleaning Business Owners Should NEVER Ask Their Prospects! you'll hear exactly WHAT question we asked and why it probably cost us an account. Then, Dan will explain what questions you can ask instead when you're trying to land a new account for your cleaning company – and why they work so much better!
One Question to JUMP START Your Profits
Is there one question you can begin asking that can JUMP START the profits in your cleaning business?
Yes, but first, let me tell you a story….
Years ago, by accident, Tony and I began to provide consumable restroom supplies, like toilet paper and hand towels, for a few of our building owners and property managers, and only because, they literally told us we had to.
That's right! They said they didn't want to "mess with" it anymore – too much of a hassle – and inconvenience.
Oh, lucky us; more work…we thought.
So we took an inventory of what kind of supplies they needed i.e. kitchen roll towels, hand soap, toilet tissue, trash can liners, feminine hygiene items, toilet seat covers, etc.
And at first, it was a pain.
We took over this new responsibility for our clients but basically just passed along the supply items to our customers at our cost, or just a little over.
Then one day…
When janitorial business owners go out to sell their cleaning services, they should be reasonable, cooperative and even accommodating – but not a door mat!
Shooting straight with building owners and property managers about what is, and sometimes, more importantly, what isn't possible, is a better approach than mindlessly agreeing to any request thrown at you.
Now, I expect some may feel following this advice of saying 'NO' now and then to a prospective customer is reckless at best, and at worst, a virtual fast track to sales disaster!
I understand.
I felt the same way in the early years of starting our commercial cleaning company – when I was so nervous and yes, desperate to land new accounts – I probably would have said yes to nearly anything no matter how ridiculous.
But, that was then, and this is now!
And now, I know better. And hopefully, you'll know better, a lot earlier in the game than it took me.
You see, now I know, that if I…
For goodness sakes, don't make the BIG mistake I did.
And, what is it? Ok, well, here it is… drum roll…
To stop marketing!
Now, I'll admit when you first hear it, it's easy to think…"That's no big deal!" or "Don't worry, I'll never do that!"
But it's not necessarily that easy. Let me tell you a quick story…
There was a time, years ago, when for a while things were going pretty well. It seemed like we had enough accounts, and we were finally making pretty good money to boot.
We felt pretty satisfied. We let out a much-needed sigh of relief – Ahhhhhhh…
That's right – we told ourselves it was OK to slow down, and stop our marketing efforts for a little while. Why not? We were already "busy" and it would give us time to get "caught up" on "loose ends" – we told ourselves.
You guessed it -big mistake!
Suddenly, we lost…
Getting 'Flak' in Your Cleaning Business? You May Be ON TARGET!
People don't always LOVE change, do they? Nope – it can be hard to implement new ideas and strategies, and when you do – you can definitely ruffle a few feathers. However, very often the amount of resistance or 'flak' you get from your staff, managers or employees is in direct proportion to the importance of the new strategy and the potential value it can bring to your cleaning business.
Before you're done watching this video episode Getting 'Flak' in Your Cleaning Business? You May Be ON TARGET! you'll hear why it's important to communicate, train and listen to your people, but why it's also so important to be strong and 'stick to your guns' when it comes time to make changes designed to make things better for you, your employees and customers.
We've discussed how including features and benefits in our marketing pieces help us to show credibility. Now, we need to tackle BELIEVABILITY.
So, how do we do that?
Well, there are various ways. Here are two of the best:
First, Testimonials. The actual endorsement of real customers is hands down -hard to beat! To be able to include the positive comments of a current customer about your work is powerful.
For example, Mr. Joe Smith from Acme Widget Company says, 'ABC Cleaning Company always keeps our offices in tip top shape. We've been using them for 2 ½ yrs. Their staff is reliable -we would recommend them to anyone looking for quality cleaning!'
Second, Visual Proof. Another way to create believability is visual proof. An actual photo showing the amazing results of a recent carpet or tile project can do wonders to win over your prospect.
Remember: What others
Janitorial Bidding Program CleanBid – Introduces One Click Email
Just Released – and we're already hearing from members saying how much they love the NEW, convenient 'one click' email. Watch this short video to see how it works!
What REALLY Makes A Great Presentation, Part 2
Last time, I explained how cleaning contractors who take the time to prove to prospects they truly understand what they're looking for from their next cleaning company (you know, GET IT) – stand the best chance of landing the account.
And that's true but only if, and it's a big IF, they take the next step, which is to "TIE IT' to a plan.
It's not always easy to do, but it's important. So, let's take a closer look…
In fact, let's start with one of the examples we had last week.
If you recall, the prospect was tired of having to act as a 'supervisor' for the cleaning company – handling day-to-day issues and complaints, that frankly, the cleaning company should have handled.
So, now that we understand the problem… HOW do we…
For your sales letters to generate lots of interest from prospects try using powerful, 'hi-octane' headlines.
What are 'hi-octane' headlines? Well, let's first say what they're not.
Hi-octane headlines are not lies, half truths or outlandish promises meant only to shock the reader. For example, here's what were NOT talking about:
'Call WE'RE PERFECT CLEANING CO., where we promise to do every thing perfect every night, guaranteed, or you'll get triple your money back!'
Simply promising the moon in your headline to get the attention of your prospect doesn't work – your prospects know better, and so do you.
So what does work?
Well, let's look at a famous…
Introducing: NEW, Improved CleanBid Express
Good…Just got a whole LOT better! That's right, NOW you can instantly add or remove areas right on CleanBid Express. Plus, you can easily change the name of areas…and the print order too! Watch this short video to see how it works!
Make Some Time for 'Cleaning Business' Talk!
No shortage of places to talk, are there? Nope, in addition to our cell phones, we can text, email and now 'chat' on social media sites such as Facebook, Linked -In, and Twitter. But, what about cleaning 'business' talk? Watch this short video to find out what this 'business' talk is all about – and why it's so important.
Before you're done watching this video episode Make Some Time for 'Business Talk'
Today, let's start a grocery list of ingredients that should be included in really any successful sales letter or marketing piece?
And, a great place to start is to see how FEATURES of your cleaning service can provide clear and desirable BENEFITS to your prospect.
Start by using some 3 x 5 index cards to jot down all the features of your service.
Heres' just one example:
1. Proven track record of satisfied clients; with a list of current references.
Then jot down the important part to the prospective customer – that's right, the corresponding BENEFIT they prospect could receive from each FEATURE.
For example:The confidence of knowing they're dealing with a proven company.
Let's do a couple more…
Ok, here's another example…
What REALLY Makes A Great Presentation Part 1
Well, YOU, of course.
Your Attitude, Your Professionalism, Your Thoroughness, Your Attention To Detail.
All that's true, no doubt about it.
But today, I want to point out one thing you can do to move beyond a good presentation to what makes a REALLY great presentation.
Here's the first part…
You have to absolutely, without fail, make sure your prospect knows that…
We've talked about the importance of contacting our prospects about every 6 weeks.
This week, let's talk about what messages we should be sending when we contact them by calling or by sending them a sales letter, brochure or post card etc.
To do that – let's back up just for a second.
Well, of course, credibility and believability. Isn't that right?
First, is the service person credible? Are they trained? Certified? Insured? Licensed? Are they experienced?
Those are some of the things we look for to see if we think they are qualified to handle the job; in other words credibility!
But, credibility is just the beginning. It's NOT the only thing we look for – not by a long shot.
The second thing we ask ourselves
Nothing's a Problem, Until It's a Problem – THEN, It's a Problem!
Cliches. Just because an expression is old, doesn't mean it isn't still true today. Watch this short video to be reminded of a cliché we've talked about before, that can truly save you tons of aggravation and then a NEW one, that's well a little weird but you may be incredibly glad you heard it – if it keeps you out of 'trouble' in the future.
Before you're done watching this video episode Nothing's a Problem Until It's a Problem – THEN, It's a Problem! you'll learn a few simple things you should do now rather than 'drag your heels' – and end up 'kicking yourself' later for landing in a mess you could have easily avoided!
Get filed…to get hired. It's an insider tip that still works even in today's online world.
Specifically, you want to get your company info. i.e. sales letter, brochures etc. into your prospect's hands and then into their file – the one they keep in their office about cleaning.
Oh, and I'm not talking about sneaking into their office in the middle of the night to do it. (Hint; sending a great direct response sales letter by mail will do just fine… more about that later.)
So why is it so useful to get in to their file anyway?
Well, over the years, we've discovered something very interesting about the person in charge of hiring the cleaning company.
It doesn't seem to matter if it's an office manager, maintenance supervisor, facilities manager or President of the company…even in a world of online 'search' – many of them still…
Prospects Leave Valuable Clues
Last time, I promised to tell you about another key to success when meeting with prospects. And here it is:
The kind of clues, that if we learn to look for, listen for and react to in the right way can dramatically improve our chances of success during the a walk through, or really during any visit, with our prospect.
So, let's get to it, what are these clues? What do they look like? Well, let's look at a few examples.
If when your prospect comes out to the lobby to get you, rather than take you to back to their office to sit down to talk about the cleaning, they explain to you that they "really have a lot going on", but you're "free to walk around to take a look if you want" – It's a clue.
If you notice they're talking short and fast, seem distracted and stressed out, and seemed to be rushing you, constantly checking their watch – That's …
So what do you do once you have a list of targeted companies; the actual names and addresses of the accounts you want to go after?
You make S.M.A.R.T calls.
What's that?
Well, "SMART" calls are phone calls that help you learn specific facts about every prospect on your list.
Here's what a SMART call is all about:
S – Speak calmly & explain why you're calling.
M – Make updates and changes to basic info like company name, address and phone number.
A – Ask for the NAME of the person in charge of hiring the cleaning company- the decision
R – Remember to…
Why I'm SICK of National Cleaning Management Companies!
National Cleaning Management Companies. National Maintenance Management Companies. Whatever you want to call these outfits, watch this episode to see why Dan is sick of 'em and what you can do to beat 'em NOW. While the glory days of the proud, local, independent cleaning businesses may seem all but gone; CHANGE is coming. And that change can be the wave of new profitable business your cleaning company can attract and earn by offering your customers VALUE, not lowest price.
Before you're done watching this video episode Why I'm SICK of National Cleaning Management Companies! you'll learn what you can do to beat these low balling characters without having to lower your price!
Should you call your prospect – or send them something?
It's an important question.
And the answer is… well, both.
But in our strategy, we do each for very different reasons.
Yes, we suggest calling, but primarily to identify the name of the person who is the decision maker; the one who hires the cleaning contractor.
In general, we don't SELL on initial phone calls, we IDENTIFY.
We find the target.
Well, personal calling sounds great, at first. And when it occasionally works, it's exciting. But our experience tells us, that it's generally…
You Need To Know What They Want
Sure, when you go out to do a walk through of a building, you'll be getting the measurements of the rooms and restroom fixture counts….
but the main reason you're there is to find out
Think about it.
to more in-depth ones such as "What cleaning problems have you had in the past you WANT fixed" and "What do you really WANT from a cleaning service?"
Simply put, you're trying to learn what they WANT.
And the more you ask, the better off you'll be as long as you do one thing – listen to the answer.
Carefully listen.
Take notes.
Ask follow up questions – to learn even more about their answer, and the possible reasons behind it.
Listening to the full answer and asking follow up questions to learn the WHY behind their answers, will help you learn what this …
How often should you make contact with the companies on your target list?
Answer: We suggest you make some kind of contact with them no less than every six weeks!
Let me quickly explain.
Last time, we left off talking about the importance of positioning your company as the next solution to your prospect's cleaning problems.
Today, let's talk about how. And, again, the basic strategy is this:
Make some contact with your prospect about every six weeks.
It can take many forms such as sale letters, marketing mailers,special reports, or a brochures.
Why six weeks?
Well, because…
What a Junk Removal Business – Can Teach a Cleaning Business!
Looking for an exciting example of a company that has practically and singlehandedly 'reinvented' an entire industry – changing what was formerly a slow growing and unglamorous service into a fast growing and profitable business model? Well, in this video Dan will give you one – a dynamic example of identifying hot button customer issues, creating creative fixes and then promoting those solutions to accelerate sales and profits.
Before you're done watching this video episode What a Junk Removal Business Can Teach a Cleaning Business, you'll learn about a dramatic formula for reinventing a service business. Could yours be next?
We always hear "aim to be first".
Well, if you want to grow like crazy in the cleaning biz, here's a secret:
Aim to be NEXT! Not second, but NEXT!
Next in line. Next in the mind of your prospect. The next one to get the account.
If your prospect is looking at switching cleaning services for whatever reasons, you want to be the NEXT cleaning company they'd give a shot at their building.
Cleaning is a "funny" business.
It's a daily challenge for the owner of any cleaning business to make sure everything goes smooth – in every building-every night.
Don't miss a trash. Don't forget to lock a door. And of course, hope they…
The Keys To A Successful Walkthrough Part 3
So, you're prepared, on time and have met the receptionist.
Now what?
Well, of course, when your contact comes to the lobby, be ready to meet him or her with a pleasant smile, warm handshake, and professional and positive attitude.
Those things seem obvious.
But here's a tip to remember when you're waiting to greet your contact, that's maybe not so obvious:
Don't sit down.
That's right, don't sit down – at least not in the lobby!
Let me explain by sharing an embarrassing story that
You see, years ago, when we were just getting started, I went out to do a walkthrough. So far, things were going fine.
At least, they were up to the point when the receptionist started by explaining that my contact would be out in just a minute, and then finished by saying those three infamous words…
Targeted Lists Get Maximum Results!
In the movie, The Patriot, Mel Gibson in his role as a revolutionary war patriot, asks his young sons if they remember what he taught them about using a rifle was THE key to good marksmanship.
They do, and quickly answer together, "Aim small, miss small!"
They knew if they wanted to improve their chances of hitting the target, they needed to narrow down their view, and focus their attention.
Same thing is true for hitting any target.
We've already touched on this before, when we talked about the importance of deciding which kind of accounts you want to clean, your niche, and which you don't.
Today, we want to look at creating a very select group, or list, of highly targeted prospect companies – ones that have as many of the characteristics you're looking for as possible.
Your target list may consist of 50, 500 or…
Risk Reversal – How To Use It in Your Cleaning Business!
Ever wonder why some prospects simply won't 'take the plunge' and hire your janitorial business even though you've agreed on basically everything from duties to price? Well, in this video Dan explains what some of your prospects are thinking, why that's keeping them from acting and what you can do about it NOW.
Before you're done watching this video episode Risk Reversal – How To Use It in Your Cleaning Business!, you'll learn what keeps some prospects from buying and what you can do about it.
Last time we looked at regular jobs versus one-time jobs.
Today, let's talk about big jobs vs. small jobs.
Let me tell you a story…
For a long time, we were afraid to take on bigger customers. We got use to cleaning places for $250 to $500/month.
1. The profit margin on the jobs was good
We though by getting a lot of these smaller accounts, at least all of our eggs weren't in one basket. And there was some truth in that.
Frankly, there were lots of jobs in that price range, and we were glad to simply get as many of them as we could!
But, after a while, we began to realize…
The Keys To A Successful Walk Through – Part 2
Last time, we talked a lot about preparation.
Today, let's discuss another important key to success – once you're past the doors and standing in the lobby.
That's right, first, comes the receptionist.
How you treat the receptionist tells a lot about you,
Don't believe me? Think about this for a minute.
What means more to the prospect,
1. "What you say about yourself" or…
If I had to choose between a regular customer and a one-time job, I'd take the regular customer nearly every time!
You might want to do the same. Here's why:
Let's say I had the chance to pick up either a one time strip/wax job where I could make a whopping $400 profit in one night vs. a regular office cleaning contract where I only made $145 a month.
Yeah – I'd still take…
Don't Forget To Wear Your MARKETING Glasses!
CAREFUL! Don't fall into the trap so many janitorial business owners do – of working hard to create new services to offer to their cleaning customers, but missing most or all of the mileage they could have gotten out of the idea if they would have created and promoted them with MARKETING in mind.
Before you're done watching this video episode – Don't Forget To Wear Your MARKETING Glasses!, you'll learn about 'marketing glasses' and how pulling them out and wearing them can help you leverage nearly everything you do in your cleaning company.
Today, let's talk about deciding who you don't want to clean …and why.
Let me tell you a quick story,
When Tony and I first started we would do nearly any kind of cleaning, and some things that weren't really cleaning at all.
Let's see, we:
-stripped and waxed retail stores,
-resealed concrete in a commercial laundry,
-opened up a reception hall for weddings, and oh yeah, hooked up the pop canisters too,
-mowed the front lawn and took the trash to the curb at a small neighborhood office
So, as you can see, we were running around doing a real "hodge podge" of things.
Frankly, it wasn't…
The KEYS to a Successful Walk-through – Part 1
Ok, let's walk-through (hehehe..I know, lame right?) some of the important keys to a successful walk- through together!
But, to be honest, this is 'big elephant' to eat, so let's do it, as they say, one bite at a time.
The first key maybe the most important one of all.
And, here it is…
OK, let's get right to it, because the sooner we answer this question, the sooner you can get the kind of cleaning business you've always dreamed of having.
Remember last time, when we asked…"What kind of accounts would give you a steady income,
Put another way, "What kind of accounts would give you the best chance at growing a large, profitable and stable cleaning business?"
Well, here was the answer for us…office cleaning!
Specifically; 3-5 nights per week, office cleaning, performed in the early evening, for owner-occupied professional, medical, industrial and manufacturing buildings, over 7,500 square feet,
You may want to take a second to re-read that because every part of it is important.
It became our target market – our niche!
So, our target account…
Should You Treat All Of Your Janitorial Customers The Same?
Be careful -you might be tempted to answer the question with an automatic 'YES' – but, what if I said, 'No'. Would you think I'm crazy? In this video I'll tell you about a painful, but important lesson Tony and I learned about customer service that may help your cleaning business too.
Before you're done watching this video episode – Should You Treat All Of Your Janitorial Customers The Same? you'll hear how making practical and informed decisions rather than rash or uninformed ones can be a big benefit to you and your cleaning business.
Would you do me a favor?
Here it is….
Picture something.
That's right, I know it may sound lame, but stop for just a second and try to picture exactly what you'd like your cleaning business to be like.
Take a moment to really think about it…
If you could make a wish… and see it magically come true – how big would your cleaning business be, how many buildings would you cleaning and what would you average day be like?
Now, was any of this in your picture?…
Should You Guarantee Your Work? Part 2
Last time, we tackled the question of whether you should guarantee your work. This time let's talk about what kind of guarantee it should be.
Well, in general – the BOLDER the BETTER!
To see why that is, let's first go back and look at a
Let's say, for example, that a guarantee read something like this:
GreenBranch Commercial Cleaning's Guarantee:
If you are not happy with our office-cleaning services*,
THEN we will refund the pro-rated amount of your bill for the portion of the month that the cleaning was not up to your expectations.
* Restriction: applies only to regular office cleaning.
This kind of guarantee…
Do You Ever Feel Like A Punching Bag?
Do you ever feel like a punching bag… in your cleaning business?
Well, if so, you're not the only one, because that's exactly how we felt.
Let me tell you our story….
For too many exhausting years, our cleaning business "pounded" on us, every day.
It was bad.
Tony and I were just barely making it, many times needing to use credit cards just to cover the payroll and monthly bills!
We ran around like crazy during the day trying to get more account, and then turned right around and cleaned until late at night.
Yep, you guessed it, we had to race right back to work early the next morning, to fix problems, at the accounts we didn't have time to check the night before!
And there were always
The Secret to Marketing Your Janitorial Business
The great motivational speaker, Zig Zigler got it right when he said "You can have everything in life you want – if you help enough other people get what they want in life. This philosophy isn't only great advice for living – it's great business advice too. That's right, not only is it the right thing to do – it's can help your chances of landing the job!
Run Your Cleaning Business…Like You're Selling It
Ever noticed how your neighbors who desperately want to sell their house suddenly find the energy to do all the paint, putty and landscaping they've been putting off for years? Yep, they know what buyer's want to see – a home that is solid, well maintained and attractive. Same thing holds true for businesses – like cleaning companies.
Before you're done watching this video episode - Run Your Cleaning Business… Like You're Selling It! you'll see how identifying things to improve and then making the effort to make those changes now, can not only give you the edge when it comes time to sell – it will also give you the enjoyment and financial rewards that come from running an efficient and professional cleaning business in the mean time.
The Receptionist: Friend or Foe?
Conducting a professional walk-through of a building for a cleaning bid – STARTS with how you treat the receptionist. That's right, not only is it the right thing to do – it's can help your chances of landing the job! Don't believe it.
Before you're done watching this video episode – The Receptionist: Friend or Foe?
Does YOUR Office Need A New Cleaning Company?
It's not ok to have your customer's offices looking great… while yours looks like a frat house on a Saturday morning after a crazy Friday night. That's right, you and your staff deserve to work in a environment that is kept as clean, professional and well-maintained as the clients you take care of. Watch this fast paced video to learn how the rewards of a clean office start with things like pride in yourself and your company, but go even further to, for example, the message it sends to your employees as well as any applicants that stop by.
Before you're done watching this video episode – Does YOUR Office Need A New Cleaning Company? you'll hear how Dan and Tony got tons of marketing 'mileage' by making sure their office was cleaned to the same high standard as the clients they served.
What Should YOU Change In YOUR Janitorial Business?
Well, let's first of all remind ourselves that 'change creates change'. So, in the case of our cleaning businesses – make the right improvements, and we could see our results improve.
Simple right? So, why even mention it?
Well, even though the idea is a simple one, doing it – is not. Think about this question:
How much do we really change in our cleaning businesses in a year?
How much do we actually change about how we market, how we sell, how we bid, how we train, how we clean – in a year? For many of us, the honest answer can often be a rather disappointing – little.
It's understandable.
Here are two reasons why we don't make the changes we need to make:
1. We feel we're overwhelmed and don't have the time or energy.
2. We don't know WHAT to change or HOW to change it.
Personally, I think, if we had good, solid, exciting answers to #2, we would begin …
What ONE Janitorial Business Owner Can Do – ANOTHER Can Do!!
Success isn't just for other people – it's for YOU too. Never forget that. It can be easy to get down in the dumps about your cleaning business when you have to face a tough economy, people problems – and scheduling issues to boot. But, there are steps you can take to overcome even your toughest problems. Watch this fast paced video to learn how you can use other people's experience as a road map to your own success.
Before you're done watching this video episode – What ONE Janitorial Business Owner Can Do – ANOTHER Can Do!! you'll learn the truth, that in many ways, the highly successful people you admire – may actually be you too – if you find the right plan and implement it with determination.
Janitorial Business Ideas Can Be Slippery Fish
Ever think of the greatest, most creative idea to help your janitorial, cleaning business in the morning -only to forget it completely by afternoon? Well, we have – through painful janitorial business lessons, like the one Dan will share in this video. Watch this fast paced video to learn how you can hold on to your best ideas – and not have to worry about losing them again.
Before you're done watching this video episode – Janitorial Business Ideas Can Be Slippery Fish you'll learn a simple tip to never losing your best marketing, selling and profit ideas for your cleaning business – ever again!
And by 'guys', I mean ladies too – really, all of you that Tony and I are so grateful to have with us.
After working for over 20 years in the cleaning business -it's an honor to get the chance now, to create products and services to help so many cleaning business owners who have quickly become what we consider our friends.
We read all of your emails – so we learn what you think we do well – as well as what you think we need to do better.
When you get near the holidays, it's good to remember those people that mean a lot to you – in your life.
Well, all of you mean a lot to Tony and me. And more than that – we take the responsibility of giving you the very best tools to help you grow your cleaning business – very seriously.
We work as hard and as quickly as we can to create new tools while always improving the …
Unusual Janitorial Jobs – Dip Your Toe in FIRST
Ever come across an unusual cleaning project – maybe a stripping and refinishing project that looks let's just say – unpredictable? Well, we have – and through painful lessons like the one Dan will share in this video. Watch this fast paced video to learn a valuable strategy that shows your customer you're interested in helping them, while protecting you from a possible profit meltdown.
Before you're done watching this video episode – Unusual Janitorial Jobs: Dip You Toe in FIRST you'll learn how you can easily show your janitorial customers that your responsive, but without sticking out your financial 'neck' too far!
Properly Label EVERYTHING in Your Janitorial Business
I wish Tony and I had always followed that rule – but we didn't. You see, in our first year in business, we were still doing some of the cleaning jobs ourselves -especially the project work like carpet.
Anyway, one night, Tony and I were finishing up a carpet job, late at night, at one of our biggest cleaning accounts, and I went to grab the container of solution we had brought along to 'protect' the carpet.
I sprayed the solution to the carpet in each of the executive offices -thinking we were just about done and would be able to call it a night soon – when something went wrong – terribly wrong.
I stood in shook as I watch the carpet change colors from dark blue to well, let's just say a much lighter color – right before my eyes.
And, not evenly either – but streaked. We could not believe what was happening.
But, as with everything – there's a reason …
Does YOUR Cleaning Business Have a 3 Hour MAGNET?
Does YOUR cleaning business have a 'magnet' when it comes to what your employees are drawn to when it comes to the hours, scheduled time or number of days times they would like, no LOVE, to work. Well, ours did – and if yours do too, it may hold the key to reducing turnover while increasing employee and customer satisfaction. And, that's a very good thing. Watch this fast paced video to find out how you can easily find out if you have a MAGNET in your janitorial business, and, more importantly, what you can do to improve your company by knowing what it is!!
Before you're done watching this video episode – Does YOUR Cleaning Business Have a 3 Hour MAGNET? you'll learn how you can survey your employees to discover what you can do to help you, your customers and your employees. It doesn't get much better than that!
Janitorial Business Tip: Write Thank-you Notes
How could something as old-fashioned as a thank-you note be valuable in you cleaning business – in today's world?
How could something so simple even compete in a day filled with Gmail, Smart phones, Skype and Droids?
But it does. Why?
Well, because, while technology continues to change at a frantic rate – people don't, at least not what they care about – what makes them tick.
People always have, and always will, appreciate being appreciated -and nothing does that better than a personal thank- you note. You see, getting a personal thank you note from someone touches people in a way nearly nothing else can.
Don't believe it? Let's take a look.
First, there's the greasy muffler shop where you're likely to find one or two prized thank-you notes taped to the wall. Or, listen to Andy Rooney on 60 Minutes explain how much he appreciated the hand-written notes he had gotten over the years.
How much?
He showed them on the air. That's right, he didn't throw them …
We Lose A Little On Every Cleaning Job…But Make It Up In VOLUME?!
Ever heard the expression,' We lose a little on every job…but make it up in VOLUME'?? It's suppose to be funny – but, it's not if you're doing lots of work but end up making little or no profit. Watch this fast paced video to find out why this can happen and more importantly what you can do to make sure it doesn't happen to you in your janitorial business.
Before you're done watching this video episode - We lose a little on every cleaning job…but make it up in VOLUME?! You'll learn how you can build-in profit up front, that's right, in advance, in your cleaning jobs so when you add them up you've got a profit – not a problem!
How to Get Janitorial Prospects – to Decide!
What do your cleaning business prospects and customers love as much as they love FREE? Watch this fast paced video to find out. You'll learn how you can easily add this secret ingredient to your marketing, selling and yes, even customer services – anytime you want – and get a handful of practical examples too!
Before you're done watching this video episode – How to Get Janitorial Prospects – to Decide! you'll have another marketing tool to pull out and use anytime you want to engage your customer in a way they actually prefer. It doesn't get much better than that!
Warning to Janitorial Businesses: Back it up!
Do you back up your work?
This week's message is simple, Here it is…
Be sure you have a reliable method of backing-up your cleaning company's important information on your computer.
I warn you – because as my business partner, Tony, the computer whiz says 'it's not a question of if you're computer will go kaput -it's a question of when.
I had to learn the hard way.
My wife and I have 3 kids – and over the years – every now and then, here's what we hear:
'Oh my god, I've lost everything! Dad – you've got to help me -that stupid computer 'froze' up on me and now I can't even get it to boot up.
What am I going to do? I have my final school paper on it, AND my resume AND my only photos of graduation! But, I can't get to any of it. What do I do now….dad?
Yeah, ugh.
Well, once and a while, I've been able to get their laptop to boot up so we …
Janitorial Salespeople – WHEN Should You Call Your Prospects Back?
When should you call your janitorial prospects back? What should you say? How often is too often to call back? It's an important question cleaning business owners often ask. After they deliver a cleaning bid or janitorial proposal, salespeople want to follow up with their prospect – without being a nuisance or acting desperate. Watch this fast paced video to learn interesting and effective answers to those questions and more.
Before you're done watching this video episode – Janitorial Salespeople: WHEN Should You Call Your Prospects Back?, you'll learn how to take charge of the selling situation and feel confident calling your prospect once and for all, because you'll know WHY you're calling.
Janitorial Business Alert: Creativity is Overrated!
Creativity is overrated – really, it is.
How can I say such a thing? I mean, creativity is the answer behind so many amazing solutions to everyday problems including cleaning problems – right?
Well, ok – right, but, hold on, because that's only part of the story – and a relatively small part at that.
You see, while everyone would love to be the inspired genius who comes up with the creative, never before seen solution – it's rare.
Certainly, wonderful when it happens -but rare.
So, why mention it?
Here's why – the good news is creativity is highly overrated. That's right – for the vast majority of successful people, success comes primarily NOT from creativity – but implementation.
Successful people are implementers – doers. Successful people get things done, put things in place, get things started – and finished. Their slant towards action rewards them more than waiting for inspiration.
In fact, inspiration, if it does come, normally does as a result of the many things learned while implementing – …
MORE Janitorial Marketing Gold
What do your cleaning business prospects and customers love as much as they love FREE? Watch this fast paced video to find out. You'll learn how you can easily add this secret ingredient to your marketing, selling and yes, even customer services – anytime you want – and get a handful of practical examples too!
Before you're done watching this video episode – MORE Janitorial Marketing Gold, you'll have another marketing tool to pull out and use anytime you want to engage your customer in a way they actually prefer. It doesn't get much better than that!
Your Cleaning Company: Business or Hobby?
Is your cleaning company – a business or a hobby?
Strange to hear, I know, but I once heard the question put that way. Interesting, though, isn't it?
In fact, the person I heard this question from went even further to make his point.
He said, 'If your janitorial business isn't making money – you don't have a business, you have a hobby – period.' It's tough to hear the cold hard truth – but important.
You deserve to have a business – and one that works for you – as hard as you work on it. I would press this tough message even further – your cleaning company needs to do more than just make money. It needs to make you good money.
That's right, if your cleaning business isn't rewarding you with healthy profits, you don't have a healthy business – at least not yet. But you can, and here's how.
It goes without saying that running an efficient janitorial business with cleaners who are productive and …
Poker players have 'em – and so do your cleaning business prospects and customers. They're called 'tells' or clues, and the key is to learn what they are, how to spot them – and then what to do next. What's at stake? Well, miss these clues or 'tells' and risk losing your prospect or customer's interest -notice them, and you can win their respect and maybe even their business. Watch this fast paced video to find out what you need to know to watch and listen for -starting NOW.
Before you're done watching this video episode – Janitorial Customer 'Tells', you'll hear a number of practical examples of how you can quickly and easily spot these 'tells' – and, just as importantly, what to do next.
Janitorial Business Success Tip: Be Coachable!
Are you coachable in how you run your commercial cleaning business?
People say they are – but often act like they're not. Being 'coached' is different than being coachable.
Being 'coached' is easier – all you need to do is to be willing to sit and listen to the coach. Being coachable goes way beyond that -it requires a lot more than going through the motions.
Being coachable starts with an act of surrender – and that's not easy.
Why? Well, for one thing, pride gets in our way. When we are too proud to ask for, or receive help with an open mind from those who have the answers – we struggle.
Fortunately, the kind of surrendering needed to be coachable isn't the kind that leaves you broken down, but, rather, it's the kind that can build you up.
We don't surrender our values or who or what we are – but we do surrender the idea that we have all the answers.
Successful people, in all …
SPECIFICS Are Janitorial Marketing Gold!
Janitorial Marketing GOLD. You may think finding something to impress your janitorial business prospects – is as hard to come by as gold. Well, it doesn't have to be – not if you realize adding this one ingredient – namely, specifics, to your advertising can be that gold for your cleaning business. Watch this fast paced video to find out how you can do it NOW.
Before you're done watching this video episode - SPECIFICS Are Janitorial Marketing Gold!, you'll see a number of great examples of how you can quickly and easily add this marketing GOLD to your cleaning business starting today.
Commercial Cleaning Sales Tip: People Buy from People
People buy from people.
I know – you've heard it before, but it's so important, it's always good to be reminded.
How does technology affect how people buy from people?
I love what technology can do for us – from instant communication to customized, professional cleaning proposals. It's a thing of beauty.
But, what I hate or, at least fear, is the increasing temptation to rely on technology to do things it
Case in point – personal, one-on-one relationship building (selling, customer service).
It's hard to beat, sitting right next to your prospect when you deliver your bid – getting the chance to visit, explain things, answer questions, handle objections or, frankly, close the sale.
An email alone can't compete – at least if it's not combined with some face time between your prospect and you or your sales rep.
Tools are made to perform specific jobs. Using the wrong tool for the wrong job is heading for trouble from the start.
Case …
Janitorial Bids: Why I Hate Group Walkthroughs
I know why the building owners and property managers do it – arrange for group walkthroughs when they go out to get competitive janitorial bids to compare, that is. It's to save time, money and aggravation – for them. Fine. But ,for the janitorial business owner, if they're not careful, it can spell trouble. What kind of trouble? Watch this fast paced video to learn, not only the challenges of the group walkthrough, but, more importantly, what you can do about it.
Before you're done watching this video episode – Janitorial Bids: Why I Hate Group Walkthroughs, we'll examine how the dynamics of a group anything, in this case, a cleaning bid walkthrough, can leave some cleaning companies 'hanging' when it comes to getting all the necessary building information you're going to need for bidding and preparing a proposal. The good news is there are things you can do to make sure you're not one of those cleaning contractors that …
Janitorial Businesses: Is There a Dime's Worth of Difference?
Janitorial Businesses: Is there a dime's worth of difference between you and your competition?
Well, you certainly hear it all the time about politicians – people say, 'there's not a dime's worth of difference between any of them.'
Sad, but too often -true. Why?
In many cases, it's because they all quickly begin to sound the same – same empty words, same tired message.
And what happens?
Well, pretty soon – the voting public tunes them out completely.
So, how does this apply to you and your janitorial business?
Well, if being ignored by voters can ruin a politician's campaign – being ignored by prospects can ruin a cleaning business. Right? Right.
So, you need to ask yourself, 'Is there a dime's worth of difference between you and any other of the thousands of cleaning business in this country?"
Maybe more importantly, 'Is your message any different than any one of the 10 or 20 or 30 janitorial businesses in your area?'
Now, that's something to think about, isn't …
The ONE Thing You Should Do During a Janitorial Bid Walk-through
The one thing you should do is – something hardly anyone else is doing, and that's why it's such a great opportunity. So, what is it?
Well, you'll have to watch this short video to find out – but I'll tell you this much. If you do this one thing, you'll be able to save time, travel expense and embarrassment, as well as, improve your bidding while making you instantly look like a real pro to your prospect. So, how's that for starters.
Before you're done watching this video episode – The ONE Thing You Should Do During a Janitorial Bid Walk-through, you'll know the one thing you SHOULD to do during your building walk-through to save money, bid better and look like a real professional. The good news is it's pretty easy to do – so don't wait another day.
Recipe for Failure in the Janitorial Cleaning Business: The Flying Grasshopper Story
I walk at a local park several days a week. It's basically a 6 ft. wide asphalt paved path that
Anyway, during one of my walks, the actual asphalt path was particularly covered with
1. The super small ones, to
2. The middle size ones that can get some kind of tar-like gunk on your shirt when they jump up
3. The larger 'flying' kind.
I haven't looked into it, but my guess is there's something about the warmth of the pavement they
Well, one of these larger flying ones that was up ahead sitting right where I was headed – jumped,
But not this one – he just flew ahead of me about 25 …
What's the FIRST Thing Janitorial Sales Reps Should Do After a Bid Walk-through?
Run back to the office and take a break, right? Wrong. It's tempting though, we know, after a long, detailed janitorial bid walk-through, you can be exhausted – mentally and physically. But, there is one thing SO important to do, that it just can't wait until the next day. Watch this fast paced video where Dan will reveal what that one thing is, and why it could make the difference between you getting the cleaning job or not.
Before you're done watching this video episode – What's the FIRST Thing Janitorial Sales Reps Should Do After a Bid Walk-through?, you'll know the one thing you SHOULD to do immediately after your building walk-through. The good news is it's pretty darn easy to do – but only if you don't procrastinate and put it off.
Former Janitorial Business Owner Returns to Colorado
Jennifer and I just got back from Colorado. It's been nearly 25 years since we lived there.
Time goes fast.
Anyway, it was great. What a beautiful state; between the sky, mountains and my personal
Now, to be fair, back home in Ohio, we think our neighbor to the north – Michigan, has an area
Anyway, it was great – weather was gorgeous every day, but we did notice something shocking.
While we were gone – they built stuff – a lot of it.
Yeah, it was amazing to see the cities – little places like Greeley and Ft. Collins that have grown so much, we could hardly recognize them.
It was good to take a break to relax – going to have to make a point of taking more them.
Now that the kids have abandoned Jennifer and I – actually just …
Should Janitorial Businesses LOVE Highly Profitable Jobs?
Dumb question, right? I mean of course, every janitorial business owner should love having highly profitable cleaning accounts, right?? Well, maybe…maybe not. Watch this fast paced video that explains a different, maybe even shocking answer to the question – one that many commercial cleaning companies may have never considered before.
Before you're done watching this video episode – Should Janitorial Businesses LOVE Highly Profitable Jobs? you'll be able to decide for yourself if this advice (what some cleaning business owners may consider to be absolutely crazy)… just may actually make a lot of sense (and cents).
Should Janitorial Businesses Use Telemarketing?
No – not if you're running to it to rescue your cleaning business.
No – not if you're running to it because you simply don't know any other way to get new jobs.
No – not if you're running to it to get out of having to create powerful marketing messages to tackle your prospects biggest problems.
No – not if you're running to it as a way of getting out of the hard work of putting together a real,
ongoing, pre-scheduled marketing program.
No – if you're running to it because you just want as many new leads as possible, as fast as possible and don't care about the quality of those leads, profitability of those leads or even whether or not the job is right for you or fits in your plan.
Yes – if you're choosing to use it as simply one of multiple ways to reach your prospect.
Yes – if you're choosing to use it as just one part of a real, ongoing, pre-scheduled marketing program.
How Janitorial Businesses Can Set Themselves Apart Without Tearing Their Competition Apart?
It can definitely be tempting. During your walk-through a building to bid on the office-cleaning, you notice greasy hand prints on the doors, tons of dust on the partition tops and ugly mop stains half way up the toilets. The question to janitorial business owners and sales reps is this – what should you say or should you say nothing at all. Watch this fast paced video to learn what you can say that scores you 'points' with your prospects without tearing down the current cleaning company.
Before you're done watching this video episode – How Janitorial Businesses Can Set Themselves Apart Without Tearing Their Competition Apart? you'll learn a very specific strategy you, as the owner of a janitorial business can say to set you a part from the other cleaning companies without tearing them a part.
Video: Why Janitorial Businesses Shouldn't Use Price per Sq. Ft. To Bid Janitorial Jobs
Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!
Janitorial Business WARNING: Don't Get Tricked…like the Elephant!
That's right, don't get tricked like the elephant – at least NOT, if you want to build a fast growing and profitable janitorial business.
Here's why.
Well to begin with it's not that elephants aren't strong – they are.
They're said to be the largest and strongest land mammals in the world – able to lift huge logs with their trunk. Even pull down a tree.
So, they're strong. But, here's the thing:
For many years in Asia, elephant keepers would 'tame' wild baby elephants in a rather unusual way.
They would secure the baby elephant's leg to a tree or stake in the ground, by means of a rope
The elephant eventually learns, or put differently is brain-washed into believing, despite his best efforts, he simply cannot free himself when his leg is tied to a tree or stake by means of a rope.
And here's the interesting thing…
Even when the elephant has matured to full size, when its …
Janitorial Sales Reps: WARNING!
Hear Dan's fish market story where he shares an important lesson to commercial cleaning sales reps. You may think this doesn't apply to you in your janitorial business – think again. Dan will share several specific ways how this lesson applies directly to the kinds of questions that come up for contract cleaning sales reps every day.
Before you're done watching this video episode - WARNING to Janitorial Business Sales Reps! you'll learn what you is the best way to handle some of the difficult questions you're asked while you're out in the field selling cleaning.
Janitorial Proposal Cover Letters That Sell
Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!
Janitorial Marketing Tool: A CLEAN Office!
Ever been in traffic and had a carpet cleaning van pull up next to you that's completely filthy – inside and out.
I mean the kind where it looks like they literally just threw everything in the back, hoses, buckets and rags, the works – and then slammed the door shut fast.
The best part is when the sign on the van boasts about how they are 100% dedicated to top-notch quality and professionalism.
They may even have a sign on the van with their name being something like 'Elite Executive Pristine Carpet Cleaning'.
Give me a break.
I understand if someone can't afford a new vehicle – Tony and I couldn't for a long time and even when we could, we might snag a used one in great shape instead.
So it's not whether it's new or not.
But, at least, take care of what you've got. It can at least be – clean and organized. And that's what customers want too. Many of their buildings are not new either, …
Why Janitorial Businesses Should NEVER Stop Marketing
Hear Dan's story of how he painfully learned to NEVER stop marketing. When you don't have a reliable way to find and land new janitorial jobs, you may find yourself desperately holding on to jobs because you're afraid your cleaning company will fail without them. It's something many commercial cleaning business owners have felt at one time or another – and they don't like the feeling.
Before you're done watching this video episode – Why Janitorial Businesses Should NEVER Stop Marketing you'll learn what it takes to keep new cleaning business coming in and why it's so important to those just starting a cleaning business as well as those janitorial companies that have been around a while.
How to bid Janitorial or Commercial Cleaning Jobs
Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!
Janitorial Business Owners GONE WILD!
The look of fear and panic in the eyes of many janitorial business and commercial cleaning company owners today could make you think they've gone wild!
Can you blame them?
Isn't that the way any sane person would feel whose had to stand by and watch many of his or her best janitorial customers get 'stolen away' by some slick-talking cleaning franchise, empty-promising national management company or low-balling competitor?
You know who I'm talking about – outfits who don't think twice about offering ridiculously low prices to get unsuspecting, or not so unsuspecting, clients of yours to 'jump ship'.
Only later, do the customers realize they're sinking in the new cheap ship – left with holding a bag of empty promises about how they were going to get great quality at a super low price!
But, by then, the damage has been done.
So, can you really blame these cleaning business owners from wanting to scream 'foul'?!
Nope – at least, I can't
But, once the screaming about the unfairness-of-it-all is over, these …
When is the BEST time for Your Janitorial Business to Raise Prices?
If you're not making any money at one of the jobs your janitorial business cleans, it's time to put
Before you're done watching this video episode – When is the BEST time for Janitorial Businesses to Raise Prices? you'll learn about what may be actually be THE hidden KEY as to whether your next price increase sails easily through, or is stopped – dead in its tracks.
How Janitorial Businesses Can Survive in 2010 and Beyond
Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!
Janitorial Business Owners Force 'Lock Down'
Janitorial business owners force a 'lock down' – on their time, so no one, or no thing, can steal it.
At least, the successful ones do.
That's right, the smart owners of commercial cleaning companies know they can't make any more time – so they need to jealously guard every bit they do have.
But, even for the most disciplined ones, it's not easy. It seems EVERTHING is desperately trying to take over whatever little time you have in a day.
TV, kids, the internet, news, politics, facebook, home repairs, neighbors, even well intentioned friends and co-workers.
It's not their fault. All of these 'things' are good – in fact, they make up our lives. So, if any one of these 'things' isn't the problem – what is?
It's US – it always seems to come right back to us. We are the ones who decide how we will spend (invest) the hours of our day.
We are the ones who need to figure out the schedule of commitments for …
Janitorial Inspections? Short, General and Frequent WINS!
Think quality control inspections and how they affect your janitorial business – is boring? Ok, maybe it is, a little – but in this fast-paced video you'll hear a few things about inspections we bet you won't find boring. But, as an owner of a cleaning company, these ideas may be of particular interest and value to you and your janitorial business.
Before you're done watching this video episode – Janitorial Inspections? Short, General and Frequent WINS!, you'll see why trying to act professional when it comes time to lay out the quality control and inspections for your commercial cleaning company can be a costly mistake, and ineffective to boot!
Free Janitorial Bidding Calculator Can Be Too Costly
Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!
Janitorial Marketing That Works!
It's not a question of simply doing more of same kind of image type advertising many of the 'big players' in cleaning use.
And, it's not even a question of 'buckling down' and doing a better job of writing your own version of the kind of ads those big guys use.
Nope – the question isn't whether it's better or whether you do more of it, the question is:
Whether or not it's DIFFERENT – so different that it works better than theirs, faster than theirs and more efficiently than theirs!
Big cleaning competitors may have luxury to have the money to afford general, image ads droning on about how 'they're bonded, licensed and insured' or that they've been in business since the 'discovery of fire'!
You and I don't.
We need to use powerful marketing messages and direct response advertising methods that are different, measureable and effective.
The army of direct response marketers who successfully use and teach direct-response marketing is long and distinguished, experts like Ted Nicholas, Dan Kennedy, John …
When is a Cleaning Problem REALLY Fixed?
The phone rings – it's one of your customers. They have a cleaning complaint. You send one of your managers out to fix it. Case closed. That's it, right? Well, not necessarily! Watch this short video to see what Dan and Tony learned, the hard way, about what it really takes to fix a janitorial complaint or cleaning problem.
Before you're done watching the video "When is a Cleaning Problem REALLY fixed?" You'll see that it take a lot more than just sending one of your people out to 'take care of it" – if you want to offer great customer service in your janitorial business or commercial cleaning company.
How Can Cleaning Businesses Find MORE Jobs?
Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!
Janitorial Business Success… Isn't For Kids!
My wife and I have 3 kids. Well they're not really kids anymore; more like young adults.
Anyway, the point is I remember what kids are like – come in from school, drop clothes, books, everything on the floor and crash in front of the TV.
It's a pretty good gig. Kids get to act, well, 'like kids' which often means enjoying life – kid code for… 'doing as little as possible'!
It's ok. I understand – we've all been there. We were all kids once too. (ok, a long time ago)
So, I'm not complaining. It just brings to mind something important about having successful janitorial business – really a successful anything.
If you want to have something of quality that works all the time…it takes more than a kid-like effort.
It just does.
It takes some heavy-lifting, especially at first, putting together the pieces of the puzzle so your business systems can be counted on to work – every time.
Quick example – How about putting …
What Successful Janitorial Selling Doesn't Look Like!
Knowing what NOT to do can be as helpful as knowing what to do. Bad selling habits like the ones described in this short video can cost you sales – plain and simple. But studying what NOT to do when you're selling can just as quickly 'jump start' your selling technique and sales results. Watch now to learn what you can do now to dramatically improve how you sell commercial cleaning – by learning some of the worn out philosophies and selling habits that may be holding you back.
Before you're done watching this episode of "What Successful Janitorial Selling Doesn't Look Like!" you'll learn a handful of practical 'things' you can do to turn your janitorial cleaning prospects into customers faster than ever before. Listen NOW ; you'll be glad you did!
Need A Pick-me-up? Meet Dan's New Dog!
Need A Pick-me-up? Meet Dan's New Dog!
How Can Janitorial Businesses Create More Value?
Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!
Janitorial Selling Rule #1 – Be Yourself
It's funny. You wouldn't think it would be that tough – just trying to relax and be yourself.
But when it comes time to meet your prospective customer it can take some getting used to.
You want to be relaxed when you sell, but the selling situation can make a person, well – nervous.
It reminds me of when I first started to shoot videos. I thought I was relaxed; but when the camera turned on, something changed. That's right, it 'threw me off'.
And even though, I think of myself as a pretty outgoing person, but it didn't matter, I still got a little tense – ok, a lot tense… in the beginning.
In fact, when I look back at some of the earliest videos, I cringe a little.
I can see myself getting 'tight' – and it just doesn't come across as well as some of the later 'stuff' when I felt more relaxed.
Selling cleaning can be like that.
How Janitorial Salespeople Can Turn 'Prospects into Clients' Faster!
It's not magic! Earning your janitorial prospects trust takes time – BUT, you can shorten the time it takes by watching this short video – where we reveal specific steps you can take, starting now, to give you more chances to 'get to know your prospect' and for them to get to 'know and trust you' – sooner, rather than later!
Well, before you're done watching this episode of "How Janitorial Salespeople Can Turn Prospects into Clients… Faster!" you'll learn a handful of practical 'things' you can do to turn your janitorial cleaning prospects into customers faster than ever before. Listen NOW ; you'll be glad you did!
How to Prepare a Janitorial Cleaning Bid
Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!
It's Not JUST Janitorial Businesses Chasing Price!
Think janitorial businesses are the only ones recklessly slashing prices in the desperate hope of landing more jobs – Think again.
I spoke with a sales rep from a Jan San Supplier the other day. Wow, you should hear their side of things. I've mentioned in the past that when we were when we were tired and at our wits end with problems, we used to half -joke that the real 'MONEY' in cleaning wasn't in the actual cleaning – but in the selling of chemicals and equipment.
Well, after hearing my friend, the JanSan Distributor rep tell about the man-your-battle-stations, prices lashing wars these guys have to fight each day, well, I may have to cut 'em a break and stop portraying them as… the 'tycoons' of the cleaning industry.
You see, he said the very things we hear cleaning business owners say every day. What's that?
Well, you know the drill – 'The customers only want the lowest price. That's all they care …
The Secret to Selling Commercial Cleaning – Part 2
What does successful selling of cleaning contracts look like? Well, that's what we'll reveal in this second episode of 'The Secret to Selling Commercial Cleaning'. That's right, we're going to get get down to the bigger secret is to selling cleaning contracts – not just once, but consistently!
Well, before you're done watching this episode of "The Secret to Selling Commercial Cleaning -Part 2!" you'll learn why selling 'attitude' may be more important than selling mechanics. Listen NOW ; you'll be glad you did!
Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!
The Janitorial Salesperson's Friend
There aren't as many as their used to be – receptionists, that is.
Today, when you go to do a walk through or deliver a proposal, you have a good chance of being 'greeted' instead by an empty front desk and an auto/magnet-locked door – which can only be crossed if you can convince the 'voice' on the other end of the line to grant you access.
I may be exaggerating, but it's been interesting to watch things change over the years. Anyway, I'll pick up the speed here, make a quick point and let you get back to what you were doing.
When you do come across a receptionist when you enter a building for a walkthrough or to deliver a proposal…he or she is important.
Hopefully, we all treat people the same regardless of power or position in life – simply because it's the right thing to do.
However, in case you need a little more incentive, here's an additional, practical reason why you should …
The Secret to Selling Commercial Cleaning – Part 1
Is it a learning a set of magic 'selling' words or phrases? Is it just being really friendly and outgoing? Or is it something else? Well, that's what we begin to reveal in this first episode of 'The Secret to Selling Commercial Cleaning'. That's right, we're going to get rid of many of the 'things' you thought were most important and get down instead, to revealing what the bigger answer is that makes the whole selling 'thing' work – not just once, but consistently!
Well, before you're done watching this episode of "The Secret to Selling Commercial Cleaning -Part 1!" you'll learn why 'what you thought was the secret to cleaning for years', may NOT be the real secret at all. Listen NOW ; you'll be glad you did!
Janitorial Bidding & Estimating Past, Present, & Future
Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!
The MOST Important 'Thing' On Your Janitorial Business Website!
Name, rank and serial number. That's about all you get on most websites; well it's not enough, at least not if you want to crank up the engines on turning prospects into customers!! Fortunately, there is something you can easily add to your website that does just that – a way for people to get to 'know, like and trust you' on their way to preparing to 'do business with you'. Find out what that is in this short, but power packed video!
Well, before you're done watching this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" You'll learn what is we believe is more important than a picture of your building, the history of your company or a list of the cleaning services you provide. This one 'thing' hits at the core of how you can steadily turn semi-interested prospects into actual customers – one at a time. Listen NOW ; you'll be glad you did!
Janitorial Business Owners: The LESS Selling – the Better
Really, the less selling you have to do to land new jobs – the better.
And it's not because I don't think you're perfectly capable as a salesperson.
No, there's another, more important, reason why I suggest the less selling required the better, and it's this:
The better your MARKETING is – the less you need to 'sell'… to make the sale.
Think about it.
If your marketing qualifies, educates, convinces and motivates your prospects to buy…the less you need to sell.
That's right; when prospects feel compelled to call after your marketing…
1. grabs their attention
2. demonstrates why and how your different
3. highlights important benefits
4. attracts them to want to want to do business with you
The ONE Thing Janitorial Business Marketing Should NEVER Be
Drum roll, please…..here it is:
It's true – the biggest reason why the marketing used by many cleaning companies isn't working is something as simple as the fact that… it's BORING.
You know what today's world is like, right?
It's not a secret – It's fast, fast, fast and people are overwhelmed with information – News. Sports. Ads. Online. Offline. Mobile. Skype. Text. 24/7 Twitter. Facebook.
It's not information they're missing. It's not facts they're short of.
Nope, here's what's missing: Something so unique, new and interesting that it literally
Now, brace yourself, here's a question: Is that what your marketing is doing?
What Janitorial Businesses Can Learn from a BASEBALL Coach!
What does baseball have to do with running a cleaning business? Well, you'll find out when you watch today's powerful and funny video. You'll learn what a baseball coach said to his struggling pitcher, and how it can be a powerful and profitable lesson for your janitorial business.
Well, before you're done watching this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" You'll learn what a baseball coach said to his struggling pitcher and how it can be a powerful and profitable lesson for your cleaning business. Listen NOW ; you'll be glad you did!
Why Janitorial Businesses Shouldn't Ask Me What Cleaner To Use
You shouldn't ask me what cleaning products to use. Here's why:
I'm focused on one thing – seeing you grow quickly and profitably – and sorry, but spending (wasting) a lot of time talking about which cleaning products to use… isn't going to get us there.
Be offended if you must, but it's the truth.
By the way, it's not exactly that I don't care about which cleaning products or equipment you use – I do, but ONLY to this extent – are they a safe, effective, convenient and affordable?
Fine, that's it. Case closed – now, let's get on building a fast growing, profitable and fun-to-run cleaning business.
By the way, just to be clear, until just recently Tony and I ran our own janitorial business…so, yes, we used cleaning products.
And, yes, we made sure the products we gave our cleaners were both safe and effective. It's what you do when you care about your staff and customers.
What's More Important Than Being Clever in Your Janitorial Advertising?
Clever or funny marketing ads can be entertaining… but is it the best approach for your company's janitorial advertising? You want marketing messages that work!
Well, before you're done watching this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" we'll disclose an approach that what we found to be VERY effective for our cleaning company – one that you might want to take advantage of!
Yes, This SHOULD be in Your Janitorial Marketing!
There's one thing you can add to the cleaning business' marketing that can reach out and create an immediate connection between you and your prospect. It's not magic and it doesn't cost a fortune.
Well, before you're done watching this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" we'll reveal exactly what this ONE thing is, and why you should start including it in your marketing sooner rather than later. What are you waiting for? Listen NOW and get started TODAY; you'll be glad you did!
Janitorial Discovery in Florida Restroom
Tony and I were in Florida for a couple days last week.
Nope – don't even ask. No fishing, no power boating, no colorful drinks with funny names and little umbrellas in 'em.
Ok, we may have had a few drinks… but they didn't have any little umbrellas.
Anyway, the point is we were down there on business and when we went to the airport to head home we made a rare and amazing discovery in the restroom.
Drum roll please…here it is…common sense; that elusive creature – good old common sense.
Well, you see management had roped off at least half of the restroom – restricting use by the public, to of course – only one half.
However, even with access to only half of the facility, there were still plenty of stalls, urinals and sinks available for the steady, but manageable, number of visitors using the restroom.
I don't have to tell you the obvious value of this common sense idea, but I will.
Below is a quote from the legendary golfer Jack Nicklaus on VISUALIZATION:
"I never hit a shot, not even in practice, without having a very sharp, in-focus picture of it in my head.
First I see the ball where I want it to finish, nice and white and sitting up high on the bright green grass.
Then the scene quickly changes, and I see the ball going there; its path, trajectory, and shape, even its behavior on landing.
Then there is a sort of fade-out, and the next scene shows me making the kind of swing that will turn the previous images into reality."
Consumable Supplies: The Janitorial Business 'Hot Potato' – Part 2
It can be a good thing or a bad thing. What's that? Well, who's going to be responsible to provide the consumable poly/paper restroom and lunchroom type supplies of course – things like toilet paper, hand towels and hand soap.
Well, before you're done watching this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" we'll explain how the answer to who is going to pay for these supplies and how they are going to be billed can be THE difference between whether you end up bonding your cleaning business to your customer in another profitable way… or simply end up getting burned by the 'hot potato'; that's right, actually losing money each month by providing this service.
Consumable Supplies: The Janitorial Business 'Hot Potato' – Part 1
It can be a good thing or a bad thing. What's that? Well, who's going to be responsible to provide the consumable poly/ paper restroom and lunchroom type supplies of course – things like toilet paper, hand towels and hand soap.
Well, before you're done watching this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" we'll explain how the answer to who is going to pay for these supplies and how they are going to be billed can be THE difference between whether you end up bonding your cleaning business to your customer in another profitable way… or simply end up getting burned by the 'hot potato'; that's right, actually losing money each month by providing this service.
Selling Janitorial Services the Easy Way
Let me tell you a story…
A man was showing a silver dollar to his son. As it lay cradled gently in the palm
The eager boy quickly responded "Yes!"
Closing his fingers into a tight fist around the coin the man challenged his son "Then you'll have to take it from me. You'll have to get it out of my grip!"
The story is meant to show how, in many cases, things of great value are not secured without a great deal of effort.
True enough.
But, while it may be true that brute force is one way to "get the coin' – SOME truth is not ALL truth – meaning there may be other ways, better ways, to achieve the same result.
Like what?
Well, let's say it was extremely hot, the person holding the coin was incredibly thirsty, and there wasn't a source of relief in site.
Should You Change the NAME of Your Janitorial Business?
Should you change the name of your cleaning business? Well, maybe, maybe not – it depends on some important things – several of the most critical of which we'll reveal in this video. Make the right decision, and you may find you have a strong branded identity in the marketplace. On the other hand, make the wrong decision and you may find yourself endlessly floundering not knowing if your name is helping you or hurting you.
And before you're done watching this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" we'll tell you exactly what changes we made to our company name and why!
Cleaning Lessons from the Greatest Generation
Dad is 87. Mom is 88.
Dad fought in the 'Battle of the Bulge'. Mom, worked as a code-breaker in Washington – both part of what is now being called by many 'America's Greatest Generation'.
They're a tough act to follow. Living through both the Great Depression and World War II, their discipline, sacrifice and work ethic speak volumes about their character.
I often think how lucky I am to have them as parents. Here's a few of the things they taught me:
Lesson 1 – They taught me to value time. They taught me that life is a gift, and that it was my responsibility to act accordingly. I learned that starts with NOT wasting time.
Lesson 2 – They taught me to value work….by example. No explanation needed.
Lesson 3 – They taught me to value learning. School was a gift – not to be wasted. But it didn't stop with school. We were taught to …
What Janitorial Businesses Need to Prove To Prospects: Credibility & Believability
What CAN you do? What WILL you do? Your janitorial business' prospects want to know the answers to both questions before they decide to hire you. Can you blame them? Don't we all feel that same way when we hire a plumber or electrician?
Watch this short video where we'll explain why your janitorial prospects looking to hire a new commercial cleaning contractor are no different, and how you can convincingly prove your credibility and believability to them.
And before you're done watching this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" we'll reveal the two best ways to tackle the 'believability' challenge through testimonial and/or visual proof!
Why Janitorial Businesses Should Use EMOTION in Their Marketing
Why doesn't the phone ring? Why don't cleaning prospects call? You may feel you've done a good job of logically showing why you're janitorial business' prospects should call you and hire you, but truth is there not; at least not as much as you'd like.
Watch this short video where we reveal what may be the main reason why – why they don't call, why they don't take action. It's an insider secret to what really 'makes people tick' and that includes your cleaning business' prospects.
And before you're done watching this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" we'll give actual examples of how this process works including what the monthly sales goal was for OUR cleaning business!
How Many Brochures Should Janitorial Businesses Send?
10? 100? 1000? How many marketing pieces should you send out to get the number of new janitorial leads you're shooting for each month? It's an important question because it may determine whether you'll be looking at having too few, too many or just the right amount of leads. So, rather than guess how many pieces to send out…could there be a more 'scientific' way to decide? We say, YES!
Watch this short video where we reveal our simple, yet effective, strategy for figuring out how many marketing pieces to send out per week or per month to generate the amount of new janitorial business you're looking to add to your cleaning company.
And before you're done watching this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" we'll give actual examples of how this process works including what the monthly sales goal was for OUR cleaning business!
Janitorial Business: The ONE-Word Secret to Getting Testimonials
Everybody wants them, but not everybody has them. What's that? Well, testimonials. And if you're in the cleaning business, you know just how valuable it can be to have a number of glowing testimonials about your ability to consistently deliver superior service. So, if we all agree on that, then why do so few janitorial businesses have them or at least as many as they would like.
Watch this short video and you'll not only learn the one-word secret to getting testimonials, you'll discover a strategy of how you can practically count on getting them consistently.
And before you're done watching this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" we'll reveal not only learn the one-word secret to getting testimonials, but a strategy of how you can practically count on keep getting them as well!
How Often Should Janitorial Businesses Contact Prospects?
Don't make the mistake we made! What's that? Well, when our janitorial cleaning business was busy – we completely stopped contacting our prospects. And when things were slow – we called them too much. That's right, we 'hounded' them. Both strategies were a mistake. But, we learned better. We discovered how often to contact them to generate maximum RESULTS.
And before you're done watching this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" we'll reveal, not only how often you should contact your prospects, but we'll also begin to explain what that contact should consist of. It's a strategy designed to take advantage of the very nature of the janitorial business that makes this amazing strategy, well…amazing!
The Secret to Marketing and Selling Janitorial Services: Aim to be NEXT
It's not what you're used to hearing, is it? No, you're used to hearing how you have to land the sale, NOW, whatever it takes. We say, 'Baloney!". But, don't think that means we're willing to accept anything less than having a cleaning business that's fast growing, profitable and fun to run. It doesn't. In fact, quite to the contrary, we found our marketing and selling strategy of 'Aiming to be NEXT' actually propelled our cleaning business forward.
And before you're done watching this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" we'll reveal why this strategy works so effectively in the cleaning business. That's right, there are some things about the nature of the janitorial business that makes this amazing strategy, well…amazing!
How Your Janitorial Business Can Stay Within Arms Reach of Prospects
It's not sexy. It's not the latest marketing fad in cleaning business. It doesn't have to be. What are we talking about? Direct Mail. That's right- good, old-fashioned, direct mail. It's the marketing method that went the way of the pet rock and the hula hoop if you believed the 'internet is everything' guys. We say, 'If you're spending all your time trying to use only 'free' online advertising by having a website, you may be really missing the boat.
But don't despair, because before you're done watching this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" we'll reveal why this old-fashioned marketing method may just the 'ticket' for getting your cleaning company's message within arms reach of your prospects.
Janitorial Business Prospects-Call or Send Them Something?
NOW what? You've got your target list of buildings. You've got the names of the decision makers at those buildings. So, should you call or send them something? Well, in this fast paced video we not only give cleaning contractors the surprising answer, we also warn about the danger of only doing it the wrong way. So, if you want to get appointments at buildings where they're glad to see you – watch this one carefully.
And before you're done watching this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" we'll reveal how you can get appointments at buildings, where they're glad to see you.
Do Customers REALLY Want 'White Glove' Cleaning?
Perfect Cleaning? Is that what your customers want? You might think so if you'd listen to and believed some of your wacky competitors who boast about "We'll never miss a trash….EVER!" or "We still have our FIRST customer!" or "Take the "white glove' test…. your current janitorial company might fail it ….but we wouldn't!". Uh-huh, sure. Frankly, we're not buying that load of malarkey and suggest that your customers aren't either! But, if that's NOT what customers want… what exactly is it that they do want?
Fair question. And before you're done watching this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" we'll tell you what they really want and how you can begin to give it to them.
Just Being 'Green' Won't Save Your Janitorial Business
It's nearly all you hear about, isn't it? How you better get your janitorial business on the 'green train'…and fast! Well, here's the shocker: Just being 'green' isn't going to be enough to keep you growing profitably. Nope. It might be 'politically correct' to think that being 'green' is the answer to everything that ails your cleaning business – but it's not.
The good news is -before you're done watching this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" you'll learn what we really think of the movement to go 'green' in the cleaning industry, as well as, what it can do for you and what it simply can't. Then, will reveal how creating MGP's, Measureable Guarantees of Performance in your cleaning business can grab your prospect's attention MORE than the LOW prices offered by the low-balling outfits.
How to Start a Cleaning Business the RIGHT Way
It's NOT what you think. Really, this video isn't about logos, business cards, bonding insurance or cleaning chemicals. So, if that's what you're looking for… this isn't the place! But, if you want to hear what it really takes to not only survive but to have a cleaning business that's fast-growing and profitable, you're not going to want to miss this one! In this direct, 'tell-it -like-it-is' video, we give you the answers you NEED to hear – and it's probably NOT like anything you've heard on the topic before. So, sit down, buckle-up, and get ready to learn the 'real deal' about starting a janitorial business, that's not just 'in the game', but 'in the game – to WIN'!
Reinvent Your Janitorial Business Before It's Too Late
Is your janitorial business on track to thrive, survive or 'take a dive'? Well, it's going to go one of those three directions whether you like it or not – so you're better off grabbing the steering wheel and turning things in the direction you want to go. Things have changed so dramatically in the economy and in the cleaning business; that much of what used to work yesterday, just doesn't cut it anymore.
The good news is – that before you're done watching this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" you'll learn how you can make dramatic, meaningful changes in your cleaning business that grab your prospect's attention MORE than the LOW prices offered by the low-balling competition.
Get THE Name of THE Decision Maker At THE Places You Want To Clean
Stop wasting your money! Because that's exactly what you're doing if you don't know THE name of THE decision makers at THE places you want to clean. All your time and money isn't worth much if your marketing message never gets to the right person – the decision maker.
So, what can you do? That's easy – Start making S.M.A.R.T calls. And what are they? Well, just watch this short video and you'll learn how you can discover a ton about your prospects including the name of the person in charge… nearly effortlessly. And before we're done with this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" we'll reveal a nearly 'magical' script that can have even the toughest receptionist gladly volunteering to give you the vital contact information you need.
What's the "Going Rate" to Bid Cleaning Contracts?
You're NOT going to want to miss this one!! Why? Because in this direct, 'tell-it -like-it-is' video, we give the answer you NEED to hear – and it's probably NOT like anything you've heard on the topic before. So, sit down, strap yourself in, and watch this short, but powerful, video – where you'll hear the 'real deal' about bidding janitorial cleaning jobs! And before we're done, we'll reveal what we think IS the key to bidding cleaning jobs competitively – and PROFITABLY. And that's something worth knowing.
What Does the Ideal Client for Your Cleaning Business Look Like?
You want to get a bunch of them, new clients, that is, so, you better know exactly what they 'look' like before you go chasing after them, right? Right. Well, in this episode you'll learn an easy way to know which are the janitorial jobs you want… and which you may want to steer clear of. You'll see why having a 'crystal clear' idea of what your best accounts look like is the fast track to profitable target marketing. And before we're done with this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" you'll learn why knowing what to look for in your next 'ideal' cleaning customer may help you to find them easier and faster then ever before.
The BEST Place to Find MORE Cleaning Business
We hear it all the time. Cleaning business big and small always want to know the BEST place to find MORE cleaning business – profitable cleaning jobs. In this episode, we reveal what many experts think that place is, and just as importantly – WHY. People have been surprised at the answer for years; will you be? Either way, before we're done with this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" you'll see why you may not have to go far to find the proven secret to growing your cleaning company quickly and profitably.
Are BIGGER Cleaning Jobs Right For Your Janitorial Business?
It's scary, isn't it? Just the idea of bidding on the cleaning for a big, beautiful office building can be intimidating. It's understandable – there ARE real things to consider before tackling larger cleaning projects. And we'll talk about those considerations in this video. But, we'll also talk about the equally as real – potential upside bigger accounts can mean to your cleaning business – if you can successfully learn to find, land and keep them. And before we're done with this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" we also reveal how 'what you believe' can be THE determining factor in how you ultimately decide whether to go BIG.
Can You Make A Lot More Money In Your Cleaning Business… Without a Lot More Work?
Is it really possible? Can you make a lot more money in your cleaning business…without a lot more work? Well, YES, just maybe! And in this fast paced video we explain how and why. So, 'sit back and hang on' because in this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" we reveal how an insider secret the 'big guys' know about big jobs vs. little jobs could be the difference between you having a fun, growing, and profitable cleaning company… and one that's floundering and frustrating to run.
Dan and Tony's Cleaning Business – Our Story
Embarrassing, shocking, or just plain FUNNY? You be the judge. That's right, this is the episode where we share our real story… warts and all, in hopes you'll see your cleaning business for what it can be – an incredible business jewel, waiting for you to discover – even though right now, it may not look or feel like that way!
'Listen and watch' the real-life story of how two friends from high school faced one pitfall, obstacle and 'disaster' after another, often armed with little more than determination and a good sense of humor. Feel free to simply sit back, relax and enjoy this episode of "Flip My Cleaning Business from Painful to PROFITABLE" – and think to yourself, "If these two guys can make it, anyone can!" It's OK, we have 'tough skin' – that's what living through the things described in this story we'll do for you.
Property Managed vs. Owner Occupied: Which Should Your Cleaning Business Target?
Property Managed vs. Owner Occupied? Which kind of building would be a better target market for your janitorial business? Be careful! You may be tempted to answer with a quick, "Well, both of them – it doesn't matter!" Well, not so fast, because in this episode of "Flip My Cleaning Business from Painful to PROFITABLE!" we reveal how being aware of the differences between these two types of buildings can make the difference between having a fun, growing, and profitable cleaning company… and one that's floundering and frustrating to run.
How Can You Target Market Your Cleaning Business for Growth?
Who do you WANT to clean? Careful! You may be tempted to answer with a quick, "Well, everyone and anyone who needs cleaning! Right? "Well, not so fast. In this video we reveal how picking who you want to clean can make the difference between having a fun, growing, and profitable cleaning business… and one that's floundering and frustrating to run.
What's the ONE Secret to Growing a Successful Cleaning Business?
Want the ONE secret to having a fun, fast growing and profitable cleaning business? Then, don't miss this episode of our video series "Flip My Cleaning Business from Painful to PROFITABLE!", because we're going to tackle that question head on; and the answer may surprise you. You'll hear in just a few minutes what it really takes to flip a cleaning business from painful to profitable. Want to flip yours?
How Can Independent Cleaning Businesses Beat Low-balling Competition? – Part 2
How can you beat the price-cutting 'big guys'? Well, in this episode of our video series "Flip My Cleaning Business from Painful to PROFITABLE!" we reveal a remarkable, insider's strategy to beat the empty promising, low-balling cleaning franchises and national management companies. This simple, yet powerful, technique can instantly HIGHLIGHT the difference between you and your low-balling competition crystal clear. What could be more important than THAT?
The Bulldozer Story: Level The Playing Field For Independent Cleaning Businesses
The Bulldozer Story? Really? This is about a bulldozer?
Well, actually, yes, it is. You see, one night, when I came home from the office my wife had a gift for me – a bulldozer.
Let me explain…
It was one of those small trophies- the kind you get for playing little-league baseball during the summer. But instead of a little ballplayer sitting on top of the little square of black marble, mine had a yellow bulldozer!
That's right, a bulldozer, the small, toy, for you old enough to remember, "hot wheels" kind. But rather than saying "Summer League Champs!", mine reads simply "Level The Playing Field!". Sure, just words, but powerful ones, and full of meaning and hope.
So, now, I guess it's official; the whole family is on board! They all want to see Tony and I "kick – you know what" on our mission to "arm" cleaning folks with as many sales and profit tools as we can – as fast as we can! The kind of …
How Can Independent Cleaning Businesses Beat Low-balling Competition? – Part 1
"Someone's got to say it!" So, if no one else will…we will! Don't miss this episode of our video series "Flip My Cleaning Business from Painful to PROFITABLE!" where we 'call out' all those slick talking 'big guys' who have been making a mess of the cleaning business with their empty promises and low-ball prices. And, for the first time on video, we reveal what we believe is their hidden weakness, or 'Achilles' heel – and how independent cleaning companies can use it to their advantage NOW!
The Secret To Spotting Great Employees
Could This Be The SECRET to Spotting GREAT Employees for Your Cleaning Business?
Want to hear my secret, non-scientific method, to spotting possibly great employees? Let me tell you a story…
One day, at the car washed, I stumbled on what might be the easiest, most under-the-radar, way to spot a great potential employee, ever. It turns out, while waiting my turn to go through the car wash, I noticed
As you might have guessed, before getting their wash, many people vacuum out their car using one of the quarter operated vacs lined up there in a row. But, only some of those ""vacuumers"" (is that a word?) actually takes
Many simply left it all tangled up and simply threw it back up to hang in a knot. Others, the real slackers, just let it drop to the ground. No pride. None.
But a handful were very different. …
What's Happened to the Cleaning Business?
Are you an independent cleaning business? If so, don't miss this video! We come out 'blasting with both barrels' revealing WHO we think is 'killing' the cleaning business with their slick talk, empty-promises and low-ball prices…and what we intend to do about it.
Cleaning Prospects Want YOU To Remember…And They're Right!
Quick story…
Early on, when we first got started in cleaning, I had a painful experience that taught me a valuable lesson. I hope you'll learn the lesson and save yourself the pain.
It starts with me taking a cleaning proposal out to Mary, the office manager at a steel processing company near downtown, one day. Things went pretty smoothly.
We sat down together and went over everything in the proposal, talked about why they should choose us over our competitors, and ended up with me asking Mary if she'd like me to follow up in a week or so.
Mary responded. "No, no need for that, I'll look it over, and then call you back."
Fine, right?
Uhmmmm…no – not fine.
You see, I didn't hear from Mary in a week. I didn't hear from her after 2 weeks. In fact, I didn't hear from at all. So, after a few weeks, I called her back saying, "Hi Mary, this is Dan with the …
How "No Problem!" Can Be A Problem In Your Cleaning Business
You hear it all the time. People toss the phrase around so casually, thoughtlessly and often, it quickly begins to lose any real meaning, or value.
And that's the problem. What do I mean?
When you spit out a fast "No problem, no problem" to nearly any, and every question asked by your customer or prospect, you can, if you're not careful, begin to come across as simply trying to pacify the person asking the question rather than really giving them real, thought-out answers.
Can you make sure you gather all the coffee mugs in the building, wash and dry them, and then return each of them to the desk they came from. No problem!
Can you have one of your cleaning people stop back out to our building about 10:30 PM, just to touch up the lunchroom for about 45 minutes? No problem!
Really?! How can everything be – "No problem!"?
Can You Give People What They Want?
Gravity, taxes, and oh, yeah, here's the other seemingly immutable law –
So, why even mention it?
Well, because lately, we've been hearing some so-called cleaning experts say things like…
"Customers don't know what they're talking about half the time. You're the cleaning expert… You've got to tell them what they need and how much it's going to cost; cased closed. That's the only way to make money today. And, if they don't like it – just wait; they'll get tired of those cheap, fly-by-night cleaning company soon enough… and then they'll come crawling back."
They're frustrated. It's understandable; it's tough out there.
But, to simply decide in the face of these challenges, to "take your baseball mitt and ball", quit and go home…isn't the answer. And even though it may feel good, temporarily, it misses the point, which is…
It's not about them. And it's not about you or me. …
"What real users say..."