How Do You Get Client Testimonials When You Have A New Cleaning Business?

How do you get new clients when you do not have any references yet.

TheJanitorialStore.com

Every once in a while we get this question posted in our Discussion Forum at The Janitorial Store.

In fact, one member had a hot prospect that said, "I like what you have to offer, but I don't know about being the first to jump on board. Why don't you get a few clients first and then come back and we'll talk."

That was pretty discouraging to our member and he didn't know how to respond. Since he has no customers yet, he has no testimonials or letters of recommendation. What's a new business owner to do?

Here are a couple suggested responses from other members:

"I'm afraid I can't give you proof yet, but what I CAN do is give you my best. When you hired your current cleaning contractor you took a risk. If you're not currently happy with their ability to provide you with the service and value you're entitled to, then I simply ask that you take a small risk by hiring me."

"No, I don't have any clients yet, so if you take a small risk on me, then you'll have the honor of being my first client! And because I have a vested interest in making sure you're happy with the service, I guarantee I will do my best to ensure I meet your expectations."

These responses show that you are ready to go to work and give them your best effort. Another strategy is to do some free cleaning as you start your business, in exchange for testimonials about your work. This often works well with churches, or Chambers of Commerce (if you're a member).

And for those of you who are hesitant to ask for testimonials, here is a suggestion for leveraging the timing of a customer compliment. Whenever a customer calls or emails, or tells me in person that they're happy with some aspect of our service, I always take that opportunity to first thank them sincerely, and then ask if I can use that comment as a testimonial for our website. The best time to get a testimonial is when they're happy with your service!

Jean Hanson helps owners of commercial cleaning companies build a more profitable and successful cleaning business through her online community at TheJanitorialStore.com. Jean is also the host of the popular Web TV show CleaningBiz.tv and author of the newsletter Trash Talk - sign up today!

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