| Current marketing techniques used within the commercial cleaning industry date back 50 years and, as EVERYONE is using them, they've actually lost their bite and competitiveness. Here are the MODERN techniques for selling cleaning... |
Active and passive client acquisition methods |
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Comparing the cost and results between an active and a passive system of obtaining new contract cleaning customers
When one looks through the Yellow Pages section under "cleaning services" it's easy to see that cleaning companies put out large sums of money in order to have the biggest and best advertisement to catch the eye of a facility manager searching for new cleaners. Some direct mailing is also tried by most cleaning companies, although the results — or, rather, the LACK of any results — usually persuade the owner to drop this form of advertising. Then there's word of mouth: We get a few new clients through referrals by existing clients. While such referrals are excellent in that you can close practically every single one onto your services, they're also unfortunately very few and far between. A few cleaning companies also attempt telemarketing, calling companies to ask whether they've been satisfied with their current cleaners... and, if not, offering to come and give a quote on the cleaning site. While telemarketing can be very effective, it nevertheless requires a carefully tailored approach in order to be functional in acquiring new contract cleaning customers. In essence, facility managers who have a cleaning service contracted HAVE A SOLUTION. Although they might not be fully satisfied with the cleaning (like the vast majority are NOT), it is still a solution... and changing over to another cleaning company isn't necessarily an inviting prospect for most facility managers. That's IF you use the traditional marketing methods which everyone else is employing within the commercial cleaning industry. After all, how is the facility manager to see any DIFFERENCE between your cleaning service and the solution he already has if you use exactly the same traditional marketing approach as the cleaning company he now has? That's the flaw with the traditional marketing approach: Everyone is using it... and has been using it for the past 50 years or so — so essentially this approach has lost whatever was so effective in it for everyone to adopt those methods. The traditional method of marketing cleaning services is also a very PASSIVE client-acquisition system. It's passive because it works on the principle of...
It's just very expensive and yet it offers no way of ACTIVELY influencing the number of new contract cleaning customers... to say nothing of being able to control the COST of obtaining clients.
The modern and active way of marketing contract cleaning services
Some inventions are such that they BENEFIT from being widely recognised and accepted, things such as medical cures or new technologies of improving the quality of life. And there's another category of inventions which are such that they LOSE EFFECT once being widely recognised, simply because by then EVERYONE will be using them. This applies to inventions such as how to obtain a competitive edge in marketing, sales, or service delivery of contract cleaning services. Obviously, such cutting edge technologies work partly because the majority of the industry is NOT using them. You can't create an image of "we are the best" if EVERYONE is claiming the same and in the same way, right? Take the traditional marketing & sales methods used by almost every cleaning company... do they WORK any longer with any meaningful efficiency? No, they don't... and the reason is because EVERYONE is using these techniques (which, by the way, were invented in the 1950's so they're now "widely accepted"). So, is there a set of MODERN techniques for marketing and selling contract cleaning services? Does the modern technology exist for cleaning companies? Most definitely.
Modern cleaning service marketing techniques
This system is based on extensive research we did with facility managers, interviewing thousands of them in order to find out the majority viewpoints of this target group. We asked them what they felt was wrong with the service of cleaning companies and how those services should be changed in order to create the super service which they wanted. Amazingly, those changes were quite small and, once included in the contract cleaning service, led to extremely longstanding customer-relationships far exceeding the average length of time a cleaning site is retained by cleaning companies. We asked them how they should be APPROACHED by cleaning companies and what would make them consider CHANGING cleaners. We asked them which words, concepts and viewpoints of cleaning companies would show that the cleaning company is responsible and delivers and exceptionally high-quality service. And then we put these data into use, creating exactly the kind of prospecting method and marketing message that the facility managers described. We then piloted these with 50 cleaning companies for three years in order to troubleshoot each tool, finetuning it to a point where anyone could use each tool and obtain the intended results. What is more important, these techniques are highly effective while their COST is astonishingly LOW. The efficiency ratio is due to the active nature of these methods as well as to the fact that, to facility managers, these techniques are NEW and precisely tailored to impress them to no end! Only... don't expect these techniques and tools to be "widely accepted." Nothing this new ever is, see? Which is just as well, don't you think... after all, wouldn't they be rendered useless if EVERYONE (or even the majority) has them? Today, the MODERN cleaning service marketing & sales techniques are known, tested, piloted and proven successful... but only to a handful of cleaning companies. Those companies are the lucky ones because they have a formidable edge over the competition and they win quotes also from those huge multinational cleaning companies... But only a few hundred cleaning companies have these tools... and as long as it's less than 5-10% overall, these techniques will work for decades, offering an almost unfair advantage in competition to each cleaning company in their local area. These uniquely effective, low-cost tools are included in the Cleaning Service Client-Acquisition System along with detailed instructions of use as well as the experiences of those who've used them... It could be the start of a new age of growth for your cleaning company... one with higher profits and more appreciative contract cleaning customers.
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Is it at all POSSIBLE to increase the number of well-paid contract cleaning jobs AT WILL?
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How you could increase your prices and profits in the face of competition:
But did you know that not all clients and/or facility managers are looking for the lowest price... but something altogether different? |
Sales Boosters: Are you a top sales expert who finds it easy to sell to prospective clients... or are you not confident or simply not experienced in selling contract cleaning services? Whichever, there's a booster for your sales... CLICK HERE to read the two sales results boosters which will increase your sales many times over! |
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Hand to heart — have you ever wondered what it would feel like if cleaning customers genuinely appreciated the service you work so hard to provide... and if they also let YOU know about it? Furthermore, how would such openly admitted satisfaction affect the motivation of cleaning crews and yourself? And could it actually also mean more PROFITS from each and every cleaning site for your company? |
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What do they dislike and like, suspect and trust? What's top quality and why? CLICK HERE to read how you could make a lot more by knowing what they want from cleaning! |
Many cleaning companies use huge sums of money for advertising their services. While it brings new clients, could there be a way to obtain a lot MORE clients... and at a fraction of the cost? |
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Have you ever wondered why contract cleaning customers are so insistent on finding FAULT with your work... and why they complain about the smallest things? Why do they not perceive the thousands of square feet you've cleaned so well but put their attention on finding the few square INCHES which you've possibly missed? What if you had a way to make them SEE all the well done work instead? |
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An unlimited source of top prospective clients for contract cleaning services
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The packaging of cleaning services
CLICK to read how to package cleaning services into top-selling products! |
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Would you like to publish a best-selling guide in your area and to educate facility managers on how to evaluate cleaning services and choose the cleaning company... YOURS? Would you want to increase the awareness of facility managers on how much YOU could help to improve their cleaning and rid them of the problems they may be facing with their current cleaners? And do all this so that your marketing actually pays for itself and then some? Well, if so, then here's a way to do it without ever having to write a single word... |
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Added-value cleaning services: Added-value cleaning services have a significantly higher success ratio in sales while producing clearly better profits for the cleaning company. But what are added-value services and how do you create such for your cleaning company?
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The Internet is here to stay. With more than a billion people, the Internet has become the primary source used by companies to find new services and information about business-to-business services. Yet, only about 4% of cleaning companies utilise the Internet efficiently for prospecting and marketing, even though it is practically a COST-FREE way of acquiring a constant flow of new contract cleaning customers. Regardless of whether or not you have a web site, this article is quite an eye-opener in terms of Internet marketing of contract cleaning services... |
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In selling cleaning services, one of the weak points of the traditional sales technology is that you have to state CLAIMS about your services and about your own excellence. Surveys show that facility managers automatically SUSPECT any self-promotional claims made in a sales situation. Thus, those claims are NOT believed and the end result of stating claims is a lowered believability toward you and your services. The best way is to AVOID making such claims... but, if you don't TELL him about the quality, how is he to KNOW? |
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Telemarketing How could you set up a cost-efficient and highly lucrative telemarketing activity to ensure a constant flow of preselected potential contract cleaning clients at a moment's notice, starting and stopping it as needed?
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Is there
a way to acquire new prospective cleaning customers by way of
direct mailing in a high-quality, |
More Referrals?
CLICK HERE to read about obtaining referrals from existing cleaning clients! |
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These articles explain the findings of a long-term cleaning service marketing project by a team of top marketing experts and with the participation of more than 50 cleaning companies over several years. But how did the project come to start and what did it take to bring it to a successful ending? |
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The
traditional marketing system used by cleaning companies is mainly
based on listings.
Strangely
enough, there's a special 50-year cycle for things. For any new
thing or system to become "widely recognised and accepted,"
it usually takes about five DECADES in this world.
These
techniques have only existed for five years (one tenth of what
it takes for them to be widely known) and during those years
these were incorporated into a set of ready-to-use TOOLS which
anyone can use with just a 15-minute instruction and yet obtain
results successfully.
Indeed... is it possible
to CONTROL the number of new contract cleaning customers we obtain
on monthly basis? Is it possible to increase the PROFITS of each
cleaning site well above the industry standards... and do so
without having to invest an arm and a leg before you know whether
or not it works?
Competition
is tough and pricing is often the only weapon used to win contract
cleaning bidding.
The difference customers'
appreciation makes in your motivation and profits
Do the math: Cost and results of
passive
versus active
methods of finding prospective clients
Client-Satisfaction: Making cleaning customers
SEE how much they receive from your cleaning services!
What if you could find
an UNLIMITED number of great potential contract cleaning customers
from within your area at will? Just imagine how it could affect
your business and income! Well, why not check out this article
to find out how some cleaning companies have managed to obtain
prospective customers on continuous basis...
The
task of marketing is to PACKAGE the service to be sold. But just
HOW that is done and what benefits it can bring you is generally
not known.
Publishing: A unique way of creating HUGE interest for your
contract cleaning services FREE!
Utilising the Internet
in marketing & selling contract cleaning services
How to present & sell contract cleaning
services without having to state self-promotional claims
effective manner while
creating a top image for your cleaning company?
What
if you could get each of your contract cleaning customers activated
into bringing you several new prospective clients every year...
now, wouldn't that be quire something?
History of the cleaning
service marketing project that changed the success odds within
the cleaning industry forever in favour of smaller cleaning firms