How to get cleaning contracts
If you want to learn how to start a cleaning business
or increase the turnover of an existing one you'll need
to find out how to win cleaning contracts
in the commercial sector - and forget all about
domestic cleaning.
Sounds easy doesn't it?
That's what I thought until someone showed me that I was
making some monumental mistakes which wasted five years
of my career and cost me a fortune.
Are you making the same mistakes?
When I started in this industry 32 years ago I thought I
was doing fantastically well. I was 'quoting' for half a
dozen cleaning contracts every day - the trouble was,
those people were not authorised to buy - they just told
me that they were. I ended up having hundreds of
outstanding quotes on file that I used to spend endless
hours chasing for a decision - with no chance at all of
ever winning any business.
Then things got so bad that I had to go out and do
leaflet drops to try and get small carpet and window
cleaning jobs - just to pay the bills! |
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Does that sound like you? I was doing that for five years
before I realised that I even had a problem - let alone actually
knowing what to do about it.
You see, the biggest problem I had was this - like most
25 year old lads I had no credit history and wanted (no, needed)
a mortgage - but no bank would touch me with a barge pole. I
even went as far as preparing a business plan and going along to
see the Bank Manager all 'suited and booted'. I went through the
whole patter about how I was going to build the next massive
cleaning company and do you know what that bloke did - he threw
me out (with a bit of friendly advice)!
The advice he gave me was basically this......................
A business of any kind is something
that has a value in its own right - something
you can sell or pass on to the kids. If you're planning to
deliver loads of leaflets around the town offering window
cleaning or carpet cleaning services you'll probably get some
work - but you haven't been able to start a cleaning business,
you've found yourself a short term income - and if it's an
income you want, you may as well go and work for someone else.
Let's get one
thing straight right now - you will never make enough money from
the profit in one-off cleaning jobs. The real money is to be
made from the value of your cleaning company.

I had to find out how to win cleaning contracts
I needed written agreements to provide the service for at least
a year, maybe longer.
But first I had to find a way to get to the real decision
maker
- the person who was authorised to buy what I was offering.
Only then would I be successful.
"I spent five years cleaning carpets and windows to make a
living and I still hadn't got anything to show for it. I would
have known how to win cleaning contracts easily if only I'd
started asking the 'Killer Question'
earlier................."
I was totally gutted. Five years down the drain - what a waste!
I started from scratch and went to work for a small to medium
sized cleaning company in Essex.
I soon realised
that selling cleaning was actually my thing. I was able
to get cleaning contracts easily- I was good at it -
because
I had found a great teacher.
It really
wouldn't be appropriate to name the individual or the company
here because they are still trading and I'm sure they wouldn't
thank me for telling you that they built a massive, profitable
cleaning company with no capital! But............
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They taught
me how to start a cleaning business using my Clients
money.
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They taught
me how to get 100+ HOT leads every week.
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They taught
me how to convert 50% of my quotes into sales by
putting the Client into a position where he can hardly say
no!
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They taught
me how to start a cleaning business that has a value in
its own right - something that the bank would recognise
if ever I wanted to borrow money.
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They taught
me how to sell that business and still earn an
income from it!
But the most
important thing they taught me was how to ask the Killer
Question' that would put me in front of the real
'decision maker'
within two minutes of walking into a building!
Guess what? I
worked for them for twelve months, thanked them for everything
they'd taught me and started out on my own again.
Well, what a
difference! Now I was choosing the cleaning contracts I
wanted. I was getting to the decision maker within two minutes
of walking into the building (just as they'd taught me), I was
winning
HALF of all the business I was quoting - and
the Client was paying me before I had to pay anybody!
I never looked
back and I went on to build a profitable cleaning business in
less than twelve months (£432K turnover !!!)
which I promptly sold. In fact I went on to do it four times
and since I found out how to win cleaning contracts I've sold
new business with a turnover in excess of £10 million!
Think about that for a minute - actually sold - not
filled in tender forms - sold by knocking on doors!
In October 2008
I (semi) retired when I reached my fiftieth birthday and I think I've
had a fairly respectable career. It hasn't been easy (especially
at the beginning) but I suppose if I have one regret, it's that
I didn't find out this information earlier.
I've spent the
past few years writing down everything that I've ever learned
about the cleaning industry - and everything I've ever had to do
to 'fine tune' my system. If you want to know how to win
cleaning contracts or how to start a cleaning business it's
available in my manual The 'Killer Question' that will win
you business - FAST! - and covers subjects such as:
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Identify your market -
Identify the most profitable type of business (it may
not be what you think).
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Targeting your client -
Simple strategies to get 100+ HOT leads per week in your
area.
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Database Management - Never
miss an opportunity. Mass mailing prospects.
Introductory letters.
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Getting the appointment.
Presenting yourself at the appointment. Putting the
client in a position where he can hardly say no.
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The survey - how to cost it.
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The quotation - how to
prepare the quotation package.
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The follow up - ask for the
order.
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Make it large - increase the
value of your contract.
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Auto requotes - all is not
lost!
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Contract start-up - going
through the checklist.
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Recruitment - simple
strategies for getting the right staff.
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Staff induction - going
through the checklist.
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Time and attendance.
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Health and Safety - Risk
Assesments. COSHH. What you need to know.
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Service delivery.
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Performance monitoring - how
to use the data that you've gathered.
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Client contact - when it's
necessary and when it's not.
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Security.
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Invoicing - how to maximise
your cashflow. How to get your client to pay you before
you pay your staff.
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Payroll procedures.
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Some Human Relations issues.
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Purchasing - where to buy?
What's in a name?
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To keep or sell - should we
keep the business or sell it?
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What's my business worth?
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Selling it - who will buy my
business?
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Finding a buyer. It's easier
than you think.
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The sale agreement. Four
different types.
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Carry on earning - Yes!
It really is possible to sell your business and still
earn an income from it.
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Only £37.00
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