Added-value cleaning services

How can you add considerable value to your existing contract cleaning services to skyrocket the demand and increase the price?

Selling and delivering contract cleaning services, you may have sometimes felt discouraged at how little prospects and clients seem to VALUE your expertise and services.

By survey we know that most people have no idea of what is involved in commercial cleaning. The knowhow, techniques, knowledge of chemicals and surface materials, and so on... all that's unknown to them.

Instead, cleaning work has retained the image of the 1950's as unskilled labour, along with a very low status image for its quality.

It's ignorance.

People aren't interested in following up the developments within the commercial cleaning industry so they still hold onto those old images of cleaning.

But if you want to be able to charge MORE for your services, the awareness of customers must be increased so that they see the value and skill in cleaning. So, let's look at how this could be achieved.

Value is subjective, always in the eye of the beholder

Let's look at what's the difference between a fact and an opinion in terms of contract cleaning.

If the cleaning work has been done then it was done. It is a FACT that the cleaning work was done.

But whether or not the client VALUES the work that was done is based solely on his OPINION.

Concepts like worth, value, beauty, quality... these are always based on OPINIONS, especially when we speak of how CUSTOMERS view these things and form their opinions about your work.

It is possible for you, the professional, to examine the cleaning work and come out with a factual estimation of how well the work was done.

But when the customer estimates the value, then it is never based on fact but on his OPINION... simply because he is NOT a professional of commercial cleaning. Thus, the customer lacks the expertise and knowledge to make a factual evaluation.

Therefore, before we get into the subject, it's important to remember that the concept of value in the eye of the customer is always based on an OPINION.

It's an opinion, not a fact, simply because the customer is not sufficiently knowledgeable in the subject to SEE the cleaning from the expert's viewpoint.

NOTE: Value can be based on opinions even among experts. If your customer invites another cleaning company to examine the quality of your cleaning work, chances are that the other cleaning professional's expert opinion is slanted. After all, he sees it as a chance to obtain a new contract cleaning customer from a competitor, right? It works just the same in the field of science. One scientist's theories can be torn apart by other scientists although the theory is proven to be factual a few decades later. Thus we see that even with experts, there are a lot of opinionated views and emotions involved in appraising subjects within their own field of expertise.

Therefore, if a person holds something in high value then that's his opinion, as opposed to being a proven scientific fact. One can always find others who don't consider that same thing valuable at all, see?

So, fact number one about value is that it is based on an OPINION of the person evaluating the value and worthwhileness of something.

Fact number two is that the opinion of the person is very TRUE TO HIM. So true that HE considers it a FACT.

It's a bit confusing. The way a person views the value of something IS based on an opinion, not a fact. However, to that person, this opinion IS a fact.

In reality, people are not very skilled in seeing the difference between an opinion and a fact.

Therefore, if a customer does NOT value your work, you cannot change his mind by proving his opinion wrong.

You can prove him wrong, all right... but you cannot change his mind that way. He will stick to his opinon forever more stubbornly the more wrong you prove it!

To him that opinion acts as the ultimate truth, not as an opinion.

He doesn't see that opinions aren't necessarily based on actual facts but that they're only ideas of the person himself.

And because value is an opinion, it is not dependent on facts — on the actual quality of the cleaning work — as much as it depends on the COMMUNICATION with which the customer is made to understand and SEE the value with his own eyes.

In other words, you could provide the most perfect cleaning service and yet the client could consider your hard work as practically worthless (or LESS valuable than the sum of money you charge for it, as is the case sometimes).

Reversely, you could do a not-so-perfect job and yet have the customer consider that he receives far in excess of that which he pays to you for the service.

The difference comes from the way the customer is made to LOOK at what he receives.

Adding value to contract cleaning services

The way to add value to your cleaning services is through making each prospective customer UNDERSTAND its full value. It's not a question of adding more services to the package for free.

Giving things for free doesn't create a sense of high value in the receiver, quite the opposite. Something that's free is so obviously not worth anything... why else would it be given out for no charge?

To add value, you add communication to your service, not technical aspects such as more or better cleaning work.

To make your contract cleaning service an added-value service, you need to...

-	find out what facility managers really WANT (but don't currently receive) from cleaning services in terms of communication, service attitude, clarity, help, problem-solving, and so on...
-	create a solution for each more or less exactly the way the facility managers want it...
-	create a workable way of going through each of these solutions with the prospect so HE realises the enormous value of these improvements as compared to any other cleaning service...
-	charge more for these improvements so your price reflects the exceptional value...

...and you will have created a far higher sense of value for most prospects and you'll also greatly increase the ratio of accepted quotes.

There's more to creating added-value services than that but the above shortlist will give you the basic structure of it.

Since value IS in the eye of the beholder, the only workable way of increasing his sense of value for YOUR cleaning services is to address his understanding about cleaning in general.

Mind you. You cannot increase anyone's GENERAL appreciation of cleaning services as a whole. With this we mean that people will keep holding onto a low image of cleaning services in general... but YOUR SERVICES become the EXCEPTION THAT PROVES THE RULE.

Such widespread generalisations take decades to change... so you can only create a high-quality image for YOUR services as "the exception."

Which is just as well, since you're not interested in promoting competitors' services, right?

Benefits of having an added-value cleaning service

There's a whole hoard of benefits available for any cleaning company who has had the foresight to acquire an added-value cleaning service to sell.

Firstly, the resulting customer-satisfaction will save you a lot of time and aggravation. Saved time equals more profits as little time is wasted in handling unnecessary complaints.

Secondly, the increased satisfaction will have a pleasant mirror effect for motivation — your own and that of your cleaning crews — that cannot but make things better. Your work will be appreciated by the clients and cooperation will be more pleasant and longer-lasting.

Thirdly, you can price your services at the value they represent to each customer. With high value perceived by customers, this naturally means higher profits for each cleaning site.

This is the so-called "value-pricing" principle in which you don't price by cost (what it costs you to deliver the service plus your margin) but by how valuable the service is to the customer, opening the door to far higher profits than ever foreseen by the cleaning industry.

Fourthly, the long-term effects of having an added-value cleaning service will mean that, with the passage of years, your company will become recognised as the quality market-leader within your area by the target group. This will further strengthen your market position.

Fifthly, you can AFFORD to hold higher prices, you can afford to CHOOSE your customers (and get rid of any troublemakers) at will. The law of supply and demand works wonders for you IF you have a unique added-value cleaning service and more who want it than whom you can service.

Last but not least, with this type of system, you will also find it a lot easier to SELL the cleaning service to prospective customers. Creating the value in their own minds, they will more or less DEMAND for the service... which puts you in a very nice position of power in more ways than one!

How to acquire an added-value cleaning service

The only downside with added-value services comes from the fact that they're extremely costly to create because of the vast amounts of research, expertise, work and testing that's involved in creating any success product.

There are tens of important issues to consider. Each must be finetuned exactly so that the image resulting in the mind of the prospective customer is guaranteed to be of high quality.

You can try to formulate an added-value cleaning service on your own if you have the time and the resources required.

Luckily, you can also obtain the best-ever added-value cleaning service by ordering your Cleaning Service Client-Acquisition System, as within this system you have the exact instructions on the most successful service ever, namely the Quality Assured Contract Cleaning Service.

Within your Cleaning Service Client-Acquisition System the marketing & presentation of this added-value service is also included, so it might save you thousands of hours while enabling you to get earning more instantly.

CLICK HERE to read an introduction to the Cleaning Service Client-Acquisition System.

It might be the thing you've been looking for to get an edge in competing for the best cleaning sites in your area!

HDK CONSULTANTS LTD 32 Manning Close Richmond Square East Grinstead, RH19 2DR West Sussex United Kingdom Telephone: (01342) 328 116 (from US: 011-44-1342-328116) CONTACT FORM

Is it at all POSSIBLE to increase the number of well-paid contract cleaning jobs AT WILL?

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?

CLICK HERE to read about a new approach to finding better-paying contract cleaning customers at low cost IF you can be among the first in your area...

How you could increase your prices and profits in the face of competition:

Competition is tough and pricing is often the only weapon used to win contract cleaning bidding.

But did you know that not all clients and/or facility managers are looking for the lowest price... but something altogether different?

CLICK HERE to read how you could set up your prices and profits and still INCREASE THE PULL of your contract cleaning services and utilise this special market for obtaining high-profit cleaning sites!

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!

The difference customers' appreciation makes in your motivation and profits

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?

CLICK HERE to read an eye-opening article on how you can increase the awareness of clients on how much they receive from your cleaning services...and how much it could affect your profit margin!

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!

Do the math: Cost and results of passive versus active methods of finding prospective clients

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?

CLICK HERE to compare the costs and results of passive and active client-acquisition methods for cleaning companies!

Client-Satisfaction: Making cleaning customers SEE how much they receive from your cleaning services!

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?

CLICK HERE to read the amazing, groundbreaking innovation on client-satisfaction and how you can increase it ten-fold with only a few minutes spent monthly!

An unlimited source of top prospective clients for contract 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...

CLICK HERE to read how you could acquire practically ANY number of great prospective contract cleaning customers every day of the week!

The packaging of cleaning services

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.

CLICK to read how to package cleaning services into top-selling products!

Publishing: A unique way of creating HUGE interest for your contract cleaning services FREE!

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?

CLICK HERE to read about added-value cleaning services!

Utilising the Internet in marketing & selling contract cleaning services

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...

CLICK HERE to read how you could start utilising the Internet efficiently for acquiring contract cleaning customers!

How to present & sell contract cleaning services without having to state self-promotional claims

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?

CLICK HERE to read about a new groundbreaking presentation & sales technique for contract cleaning services that'll bring the quality of your service to the attention of faciilty managers without you EVER stating any claims!

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?

CLICK HERE to read about telemarketing of cleaning services!

Is there a way to acquire new prospective cleaning customers by way of direct mailing in a high-quality, effective manner while creating a top image for your cleaning company?

More Referrals?

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?

CLICK HERE to read about obtaining referrals from existing cleaning clients!

History of the cleaning service marketing project that changed the success odds within the cleaning industry forever in favour of smaller cleaning firms

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?

CLICK HERE to read about this unique cleaning service marketing project and the team behind this cleaning service marketing web site.