It's not hard to convince clients that they want a clean space – most of them already agree on that point. But getting your clients to understand the importance of investing in professional cleaning on a regular basis? That may take a little more convincing, depending on your targeted demographic.
By educating prospective clients, you can help sell your cleaning services. When they understand what cleaning can do – whether it saves them time and money or improves their health and productivity – they are more likely to see its value and invest accordingly.
So how do you help your clients make those informed decisions? Tell them a little about choosing the right cleaning services for various times of the day, week, and month. Let's break it down so you can pass along the information to your customers.
Developing Cleaning Recommendations
Not all your clients have budgets that allow for deep, expansive cleaning on a daily or weekly basis. But that's where your insight should come in and demonstrate how you can tailor a cleaning program to meet their needs and budgets. Highlight the following points in your marketing materials (e.g., on your website):
- Describe each cleaning service you offer. Your prospective clients should know right off the bat if you offer commercial or residential cleaning (or both). Be sure to explain the types of services you offer – some clients have a preconceived notion of what "janitorial" or "housekeeping" duties mean, but you should spell out exactly what those services entail. Do you clean bathrooms and restock cleaning supplies? Say so. Do you do every housekeeping chore except laundry? The more specific you are, the more your prospects can determine if they are willing to buy.
- Focus on the benefits of each service. It's not enough to list your offerings and move on. Describe the benefits of each service, too, so your client understands its value. For example, regularly vacuuming carpets and dusting can reduce the amount of allergens in the air, which might appeal to commercial clients with lots of employees or families with children.
- Create customer profiles that describe who might need each type of service and when. Your biggest obstacle when it comes to selling your services will always be your clients' budget. Address the hurdle by describing the type of client (e.g., homeowner, office manager, commercial building owner, hospital, etc.) and the type of services they often benefit from. Take it a step further by describing when the ideal time for each service may be (e.g., a full clean when they first move into a new office building or home; maintenance cleaning about once a week for commercial clients, bi-monthly for residential clients, or daily for certain healthcare environments).
- Promote tailored services. There's no such thing as a one-size-fits-all cleaning program, so let your clients know that you can offer solutions based on their unique needs. Who knows – maybe you'll stumble across a growing need for cleaning rabbit pens or some other niche cleaning endeavor?
You don't want to lose potential clients by solely pushing the full-service cleanings. Make sure you emphasize the need for less frequent and less expensive cleanings to ensure a consistent flow of revenue.
Lastly, keep in mind that your cleaning business insurance or janitorial insurance is also a selling point. Clients like to do business with people they can trust with their homes and valuable possessions. Your insurance exemplifies your professionalism and your financial ability to make amends if something goes wrong.