On today’s episode, Mike coches David Lewis of Ameri – Clean on Getting Commercial Cleaning Contracts.
Are you planning on taking commercial customers on your cleaning business? Or you just wanna try aside from doing residential, but you wanna know first the basics?
First, cleaning nation would like to say, GOOD JOB! That’s great! Taking one step at a time! And don’t worry, Mike got you covered, so stay tuned!
THE VERY FIRST THING THAT YOU NEED TO KNOW BEFORE TAKING COMMERCIAL CUSTOMERS:
Have a NICHE.
What is niche? There are many strategies you can employ to get ahead of your competition, and these are often based around offering a better cleaning service than your competitors. While you should always strive to offer great service to your clients, being the best at something can be harder than being the first to arrive to a new category. Niche is being best, cost effective, at something. In that way, together with the systems, the customers who’ll reach you will be satisfied at best!
Commercial Cleaning is very broad, and each one of them has a different need in terms of cleaning. So you’ll need to go at micro level and from there, specialize!
WHAT YOU NEED TO KNOW — CHECK LIST:
What keeps your target customer up at night?
What are they needs?
Who’s gonna make the buying decision?
Explain their frustration, their fears, more than what they know about it.
Figure out your goals.
Attack one niche at a time.
TIPS ON HOW TO KNOW YOUR CUSTOMER’S PAIN, AND USE THEM:
Do not talk about yourself. They are not interested on you.
Talk about them, ask them, how are their kids?
EDUCATE THEM. Tell them informations / facts that happen in a dirty environment.
Make them feel that they need you.
It may not be today, but when they reach out because you educate them, Tell how can your cleaning services help their living. This is the right time to “sell”. They are interested on what you are saying, so give your best shot!
A Piece of Advice to Cleaning Nation: “People will always forget what you say, people will always forget what you do, but they will never forget how you made them feel.”
Please watch: “Cleaning Business,Thanksgiving and Growth featuring Mike Campion”