How to Start a Cleaning Business - Part 6 -Sales and Marketing

43 Niches for Your Cleaning Business

If you're thinking about starting a cleaning business or have a cleaning business and would like to expand into a new niche, the list below will be of interest to you. This is a short list of the types of businesses or individuals that hire cleaning companies.

Why You Need to Brand Your Cleaning Company

As you get your cleaning company up and running, it's important to develop a brand image. Your brand shows your personality and values to your clients, vendors, distributors, potential clients, and professional organizations you belong to. Despite what many small business owners think, developing a strong brand image is not for just for the big corporations, like McDonalds' Golden Arches, Nike's Swish, or Capital One's "What's in your wallet?". A strong brand image portrays your company as credible; it motivates your customers and develops customer loyalty.

Another way to look at branding is to imagine going to a restaurant that changes its decor and menu every week. The customers of this restaurant would have no idea what's on the menu and no clue about the atmosphere they are walking into. With no consistency, customers would soon seek out an alternative solution. They want to know the type of food being served and if it has a quiet atmosphere or one filled with loud music or television sets playing seasonal sports programs.

Public perception is an important part of any business, large or small. A consistent identity means developing a brand image for your cleaning company that shows you are dependable and consistent in the services that you provide. What does your cleaning business stand for? Fast service? Dependability? Healthy buildings? Or just doing the job right the first time? Incorporate this into your brand and then reflect that image in your logos, slogans and company promotional materials.

A brand is much more than just the look and emotional feel of a logo. It is what your cleaning business stands for and what you want your customers to think of when they think about your business. It should distinguish your business as unique and help you stand out from your competition. Look at your mission statement and develop your brand image from the key elements that are the strengths of your cleaning company. Keep your brand simple and consistent, "we deliver for you", "we try harder", "just do it", and "eat fresh" are just a few examples of successful slogans that go with brand images.

Once developed, keep your brand consistent and reflected in all of your marketing materials. Include your logo and slogan on all of your promotional materials, as well as company letterhead, faxes, statements, invoices, vehicle lettering and even voicemail. A strong, consistent message will help your cleaning customers and potential customers understand what your company has to offer.

Today's consumers are hit hard every day with advertisements on radio, TV, the Internet, direct mail and print media. It's important for your cleaning business to have an image that shows you understand the needs of your customers. Consumers don't trust products and services that frequently change their brand image, so they'll look elsewhere to buy the products and services they need.

Once you develop a strong brand you will not have to work as long or hard to get new accounts. Customers will know what you stand for even before you present a proposal to them. Taking the time at the start of your cleaning business to develop a brand - who you are and what you have to offer your customers - will pay off in the long run with increased profits for your cleaning company!

How to Write a Press Release to Promote Your Cleaning Business

A press release is a great way to create publicity for your cleaning business.  Send out press releases to announce a newsworthy event about you, your employees, or your business to the media. Keep in mind that a press release is not an advertisement and you should never use it to sell something.  But press releases are an effective way to get your company's name out in front of potential clients.    

A press release should cover one topic, be as specific as possible, and be no longer than a few paragraphs.  The types of events you may want to write a press release about include:

• announce your new business
• trainings or workshops you or your employees have attended
• awards your business or your employees have won
• new products or services your cleaning business is offering
• classes you are teaching
• free information you have available at your business or on your website
• publications you have been quoted in
• new business hours or new business location

 There are basic elements that should be in every press release:

• Contact Information
• Headline
• Lead Paragraph
• Text (main body of information)
• Ending paragraph containing information about your cleaning business

How do you write the press release?  Be professional by putting your press release on company letterhead.  On the left side type "For Immediate Release" then on the opposite side put your contact information.  Your contact information should include your name, phone number, web site URL, and e-mail address.  Skip down a couple of lines after the contact information and type your headline.  Go down a couple of lines after the headline and start your press release.  Your first paragraph should be attention grabbing and contain the most relevant information about your message - the who, what, when, where and how.

The following paragraphs can expand on the message.  Be aware that newspapers may edit your submission. It is important to get all relevant information as high up as possible in the press release.  For a successful press release follow these tips:

• Keep your press release to a maximum of one page or 400 words.
• Always write your press release in third person. 
• Check to be sure everything is accurate, double check anything with numbers as it is easy to transpose numbers and not catch the mistake the first time.
• Double-space your release.
• Use quotes and bullets for interesting points and to make the press release easier to read.
• Mark the end of your release with -30- or ###.  These are printer's marks and make it look like you know what you are doing.

Once you've written your release and proofed it, you are ready to send it to the media.  Check with your local newspaper(s) to see if there is a specific reporter in charge of the business section and send the press release directly to that person.  If you are aware that a local radio station runs business related press releases, send it to them too.  Find out the preferred method of delivery. Some prefer that you fax your press release and some prefer that you email it. If they prefer email delivery, find out if they allow attachments. Some companies do not allow attachments within email so in this case; type the press release directly into the body of the email.

Press releases should be an essential part of your marketing campaign.  The local media are always looking for short stories to print about area businesses and events.  Don't miss out on this free form of publicity! With a little time and effort you can be turning out press releases that can generate interest in your cleaning business.  The more interest you have in your business, the more clients you can sign up, and the more dollars in your pocket.

You may also be interested in the following forms:

Sample Press Release
Press Release Template

How to Sell Your Cleaning Services With a Marketing Kit

Handing prospective clients a tri-fold brochure is one of the traditional ways cleaning businesses get information out about what they do. Even though a brochure is a convenient marketing piece and might be a good way to first approach new clients, a complete marketing kit is a much better way to let your clients know who you are, what you do and what you have to offer. And it's likely that your marketing kit will make you stand out from your competitors.

A marketing kit takes a little time, but it does not have to be expensive. You can develop professional looking pieces on your computer and print them out on a good quality paper. Your cleaning company's marketing kit should include 6 to 8 educational pieces to give prospective clients in-depth information about your business.

Following are the key items that should be included in your marketing kit:

1. Pocket folder. You can purchase these at most office supply stores and there are styles that allow you to slide a business card on the front of an inside pocket. If you want to invest a little more in your marketing kit, you can also order pre-printed presentation folders with your company name and logo from a local printer or on-line.
2. General marketing page. This will include basic information about your cleaning company. This page should include your company's name, address, phone numbers, fax number, website and names of owners and key employees or supervisors. Also, be sure to include your company logo and tagline if you have one.
3. Services page. This can be broken down into your routine or daily cleaning services and the special services that you offer (carpet cleaning, window washing, etc.)Does your cleaning company supply trash can liners, paper products, air fresheners, soap? Be sure to include these items at the end of your services page. Let your potential customers know they can save time by letting you order and restock supplies.
4. What makes your cleaning company great! Let potential cleaning customers know why they should hire your company. List three or four things that your cleaning company does that gives you a competitive edge.
5. Testimonials from satisfied customers. Get letters of recommendation or testimonials from current clients. You can title this page "Testimonials" or "See what our clients have to say about our cleaning services." If you don't have any letters of recommendation, then list your short, two to five sentence testimonials on one page.
6. Frequently Asked Questions Page (FAQ). Think of the routine questions that you get from prospective customers - how do you handle keys, who is responsible for supplying cleaning chemicals, how long will it take you to clean a building, what happens if the regular scheduled cleaning falls on a holiday, etc. Include this on a one page sheet in an easy-to-read format.
7. Company background or an about us page. Let your potential cleaning customers know how you got into this field, associations you belong to, education or training programs you've participated in, and certifications. Include the background of key employees or supervisors that your clients might also be dealing with on a regular basis.
8. Our clients page, or who are our customers page. This is not necessarily a list of your current customers, but a list of the type of facilities that you clean and a short description of the services you offer these facilities.

Once your kit is together don't send it out to every prospective client. As you are presenting bids or if you come across a potential account, or get a referral, give them your marketing kit. Not everyone will read each piece of information in the kit, but the marketing kit gives you the opportunity to showcase your talents. Let people know that you are not only good at cleaning, but that you take your business seriously by developing a professional looking marketing kit. A few pieces of paper might just give your cleaning company an edge when that next big account is looking for service!

You may be interested in the following:
Marketing Kit Forms (Set of 7 as listed above)
Marketing & Sales Success for Cleaning Companies

How to Create an Advertisement to Promote Your Cleaning Business

Although you may not be a marketing guru, advertising can get your cleaning company noticed by potential customers. But before you spend any of your advertising dollars, decide on your target market. Finding your particular niche and directing your ad dollars to that area will be the most effective way to get clients calling and asking about your services and hopefully signing on as new customers.

Start by setting an advertising budget.  A general rule of thumb is to dedicate two to five percent of your expected gross sales to advertising.  If you are expecting $150,000 in gross sales, set aside $3000 to $7500 for advertising.  If you are just starting your cleaning business this may not be enough. You may need to spend more money running ads announcing your business so your potential clients know a new cleaning service is in town.

Once you set your budget, decide where to advertise.  For a cleaning business it makes no sense and would be a waste of your money to advertise in a large magazine or buy a TV commercial that airs on a Saturday night.  Besides being expensive, these ads will most likely not reach your target audience. 

The common print ad, run in your local newspaper or shopper, is the most basic unit of advertising.  Print ads have launched major companies and many successful products.  Running ads in a local paper can also be a great way to promote your cleaning business if you follow a few basic rules.

• Your ad should attract attention! Although this sounds obvious, unless your ad attracts attention you are throwing your money down the drain. The most compelling way to have a "noticeable" ad is to have an interesting and visually appealing headline. If you are designing a large ad, think of using a subhead.  This will provide added information and can be longer than the headline.
• Your ad should address the reader's needs or announce news.  Tell how your cleaning service will benefit your readers and if possible announce a new product or service such as announcing a new carpet cleaning system that makes your carpets cleaner and your office building healthier.
• Your ad should communicate your company's unique selling proposition.  Or why should the potential customer pick your business to supply cleaning services rather than ABC Cleaning?
• Your ad should tell why your cleaning company is the best in the area.  The most convincing way to do this is through testimonials, statistics and awards.
• Your ad should motivate your readers to take action. One way to achieve this is to include a special offer.  Offers that work well are discounts and bonuses (get your carpets cleaned and get a free bottle of spotting fluid).

One of the main reasons people don't read ads is that they do not have a great headline or a visual element that attracts readers. Headlines that work best are those that promise readers a benefit. Flip through a newspaper or magazine and notice the headlines that attract your attention - Save on Closing Costs, Your Dreams Can Become Reality, Get More Miles to the Gallon.  Advertising experts suggest using the following words to arouse interest: New, Now, At Last, Warning, Introducing, Easy, Health, Save, Safety, Free, Money or Advice.

Although you may want to use your business' name in your headline that is not recommended and is one of the common mistakes that small businesses make.  Your business' name does not have anything compelling to offer a potential customer.  Remember, your headline should address the needs of your customers and not your ego.

Making your ad stand out can be challenge. Scan your local papers and take notice of what ads stand out - are they ads with reverse (white on dark background) print, color ads, ads that look like they were hand drawn?  People notice ads that have illustrations or photographs that show products or ads that have people in them.

Before advertising in any medium call and ask for a media kit.  This kit will contain rate information as well as demographic information about the publication (or radio station).  The demographic information should include reader's (or listener's) age, income, and other statistics that will indicate if this is a good medium to run your ads in to reach your target audience.

If you are a member of your local chamber there will be opportunities in chamber newsletters, member guides and perhaps even on their website.  Local newspapers are good venues as most businesses either subscribe or read regularly so they can keep informed of what's going on in the local community. 

Print advertising is one way to get your cleaning business' name out in front of potential clients as well as reminding your current clients of the services you provide.  Advertising is salesmanship and the more information you can give about your services, the more interest you will create.  Always remember to include a call to action in your ad - tell them how to buy your product or service!  Also include as many ways as possible for the reader to contact you: phone, e-mail, website, and physical address.  Running the right ads will get your phone ringing and your checkbook balance growing!

You may also be interested in our Advertising Checklist.

Networking Tips for Cleaning Companies

Many people cringe at the thought of having to "network" to gain business for their cleaning company. But networking is one of the best ways to meet people and build relationships, and as you know, building relationships is the cornerstone of building a successful cleaning business.

If you feel uncomfortable with the thought of networking, then change the way you think about it. Most of us think that networking is an activity, an event to attend, or a "thing to do", in order to market our business. Rather than think of it that way, look at networking as an attitude, or a skill to be developed. It's something that can become a part of us every day, and can be shared with everyone we meet.

So how do you change your attitude about networking? Start replacing the negative self-talk with positive self talk. For example:

• "I can start networking easily by calling all the family, friends, and colleagues I already know and tell them I'm looking for referrals for my cleaning business."
• "I am confident that the people I meet will offer to spread the word about my cleaning business because people like to assist others who ask for their help."
• "When I approach people and ask their advice, they'll be happy to offer it because they love to share their knowledge and experience."

Now that you're ready to start networking, you'll want to do it effectively. In order to do that you need to be able to carry on a conversation with the people you meet. Ok, I can tell you're cringing again... Not to worry. The key to keeping a conversation going is to ask lots of questions. Following are questions you can ask when you first meet someone at a networking event. Keep asking questions and the conversation will flow naturally.

• "How did you get involved with (name of group)?"
• "Tell me about your business." (Ok, well that's not a question, but it's the typical ice-breaker)
• "How long have you been in business?" - or - "How long have you been doing...?"
• "How did you get your start in this business?"
• "What do you enjoy most about what you do?"
• "What challenges do you face in your business?"
• "What have you found to be the most effective way to promote your business?"
• "What advice do you have for someone just starting out?"
• "Who is a good referral for you?" (Let them know you're interested in helping them with their business).
• "This is my first time attending this group." You could follow up this statement with, "Can you suggest two or three other people here that I might meet?"

If you want people to be interested in your business, then you need to show an interest in their business. People like to talk about themselves, so don't monopolize the conversation by only talking about your cleaning business. A good way to get them talking is to ask questions like:

• Can you expand on that?
• Can you explain that to me?
• Can you give me an example?
• That's very interesting...tell me more!

Now that you have an idea how to change your attitude about networking and how to keep the conversations moving, the next step in effective networking is to lay some ground rules for attending networking events so you can plan ahead for what you want to accomplish. Now I'll show you how to do that, plus teach you how to grow and nurture your network -- how to keep your network fresh! 

Above we discussed how to go about networking to meet people and start building relationships. Networking is a great way to market your cleaning business, and in order to do it effectively, you need to plan ahead so you know what you want to accomplish at each event. You also need to grow and nurture your network to keep it fresh!

Networking isn't about seeing who can collect the most business cards. How many times have you attended an event, and then let the pile of cards sit on your desk? Have you ever gone back through the cards and wondered what the person looked like who gave you their card? Wouldn't it feel awkward to call that person up when you don't even remember meeting them or what they look like? Chances are, the cards will end up in the trash.

In order to network more effectively, it helps to have a plan of attack BEFORE the event. Here are some ways to plan ahead:

• Set a goal. Perhaps the goal is to connect and have a conversation with 3 people before the event is over. Once you've reached your goal, if you're not feeling comfortable, then give yourself permission to leave. However, if you're enjoying yourself, by all means stay and continue to meet more people.
• Be prepared. Have your business cards ready, know your "elevator speech", and be prepared with your conversation questions", noted in Part One.
• Be proactive. Instead of waiting for people to approach you, take the initiative and walk up to someone who looks like they could use someone to talk to and introduce yourself. Ask them about their business. They'll be relieved someone is taking an interest in their business and will eventually ask about yours.
• Listen, listen, listen! Ask questions about the person you've just met, and then let them talk. The more you let people talk about themselves, the more you learn. Eventually they'll realize that they've been doing all the talking and ask about your business.
• Give referrals. Don't go to the event with the goal of just finding new prospects for your business. People give referrals to people who are generous and offer referrals to them.
• Remember to write comments on the back of the cards you receive. Perhaps someone mentioned they might have a referral for you but need to look up the contact person's information at the office. Or maybe you talked about continuing the conversation over coffee. Jot down these notes - this will help you when it comes time to follow up.
• Plan to follow up. When you get home, don't simply set aside the cards and forget about them. Make a point to follow up with the people you've met within a week. The best way to follow up is with a phone call.

Once you're in the habit of planning for the events you'll attend, you need to come up with a way to keep your network growing. It's not enough to attend the event and perhaps do one follow up call. Your network needs to remain "fresh". Here's some tips for growing your network and keeping it fresh:

• Start a contact database so you have a place to document the people you meet. Enter information into the database soon after meeting someone or attending an event. Make notes in the database about every contact you have with this person, along with the date. This will be helpful to you if you need to refer back to a conversation or if it's been a while since you've connected with this person.
• Go through your database regularly and contact at least 2 people you haven't spoken to in 60 or 90 days. This way they won't forget you.
• Always be prepared by having your business cards with you -- when going shopping, to the hair salon, even at your child's school events. You never know when you might meet someone who could provide you with a referral.
• Spend at least 2 days a month attending networking events.
• Invite someone in your network to attend an event with you, rather than always going alone. Don't stick together at the event though. Each of you should make new connections and then you can talk and compare notes later.
• If you read an article in a magazine, newspaper or on the Internet, clip it or print it out and send it to a person in your network that you think might be interested.
• Don't let your database get bogged down with old information and contacts. Once a year, go through the database and delete any people you haven't connected with during the year.

When starting out in your cleaning business, your first clients may be friends, relatives or clients that you had while working for another cleaning service.  To grow your business you need to expand your circle and gain new customers.  Where do you look for potential clients?  The following are practical ideas to find qualified leads.

• Join a networking or volunteer organization.  Your community may have a chamber of commerce, Sertoma, Rotary or other networking organization.  Joining and participating is one way to get businesses in the community to know about you and the services you provide. 
• Become an authority.  Conduct a survey or poll that offers marketing information and then publicize the results through press releases and websites.  Another way to become an expert is to teach classes in a local community education program.  Both ways will build recognition and hopefully demand for your services.
• Find a partner.  Work with businesses that compliment your cleaning service.  Think of pairing up with a carpet cleaning service, air duct service or a business that cleans blinds.  When your partner cannot supply a service they can refer the client to you and vice versa.
• Create an industry profile.  Put together an informative speech or write an article about green cleaning, taking care of carpets or another area you're experienced in.  Then put together a few promotional pieces to mail out to the local media. 
• Buy banner ads in electronic media.  Look for a website that targets your potential customers, such as your local chamber.  This can deliver your information right to the businesses that need your services.
• Read your local newspaper.  Your local paper will keep you informed about new businesses, expansions and remodelings.  These can all be prospective clients.
• Have a booth at a Business Expo.  Most communities have some type of commerce and industry trade shows.  Setting up a booth and having a sign up for door prizes is one way for people in the community to learn about the services you provide.
• Check your records.  Have you lost clients?  Were there potential customers who contacted you that you did not sign up for cleaning services?  Circumstances may have changed and they might now need your services.
• Buy leads.  You can buy prospect lists and mailing lists from various sources including local chambers, trade groups, professional organizations and mailing list services.  Some lists can be very specific and break down the leads to specific groups, while others (such as from a chamber) may include all the group members. 
  

Cold Calling Success for Cleaning Companies

Growing your cleaning business and getting more clients will take some time, creativity and perseverance.  Devoting time into developing contacts and using the above ideas as guidelines you can grow your cleaning business and put your profits into the bank!

The following tips won't eliminate your fear of cold calling, but they can help to make it a more positive, successful experience for you. 

1. Remember the purpose of a cold call. Many people think that the purpose of a cold call is to get the sale - wrong. The purpose of the call is to get an appointment so you can get a chance to make the sale.
2. Do your research. Don't just pick up the phone and start dialing. You need to do a little research first. Who is your target market?  Start making a list of the companies who fit into your niche and then start doing preliminary research on each company before calling. For example, find out if they have a web site and read it thoroughly. Find out who the decision-makers are. See if they're a member of the Chamber of Commerce to get additional information that way.
3. Be nice to the gatekeeper. It's very likely that when making cold calls you're going to be connected to the gatekeeper (assistant to the decision-maker, receptionist, etc.). Be friendly, learn their name and use it, and maybe say something like, "I wonder if you could help me?"  You want to get them on your side, willing to give you the information you need. Ask if they can help you get the name of the person you need to talk to or when would be the best time to contact that person.
4. Call early in the morning. This is typically the best time to reach the decision-makers. It's also a time when most people are more pleasant and have more energy.
5. Prepare your script. Don't just "wing it". This will keep you from making common mistakes like opening up with, "How are you today?"  This will give them a chance to end the call before it's even started.
6. You should start the conversation with a greeting and an introductory statement, which can transition into more dialogue. For example, "Good morning, Mr. Smith. This is Tom Jones of ABC Cleaning Company. I recently read in the business section of the local paper that you're moving your business to a larger location. We specialize in commercial cleaning services in buildings of this size and can help you to reduce your monthly maintenance costs by using proven cleaning systems that also use environmentally friendly products. I'd like to ask you a few questions in order to determine the amount of savings we can potentially provide your company."
7. Prepare for the rest of the call. It's difficult at this point to completely script the call, but you should have a list of the benefits of your services and the reasons that the prospect should buy from you over the competition. Don't simply make a list of features, like being bonded and insured. While that's an important consideration after you've made the sale, the prospect only cares about what's in it for them at this point in the call. Make a list of possible objections that they're likely to make like, "We already have a cleaning service that we're happy with," and then craft statements to overcome the objections.
8. Ask for an appointment at a specific time. Don't simply end the call by saying something like, "Can we meet next week to discuss this?"  Instead say, "Would next Tuesday at 10 a.m. be a good time to meet?"
9. Be persistent. They say that most people need 7 to 10 "touches" before the're ready to make a purchase, so don't give up after only one or two calls!
10. Try sending a Thank You card after the call thanking them for taking the time to talk to you. Most people appreciate this simple, thoughtful gesture.
11. Practice makes perfect. The only way to get better at cold calling is to practice. You may never really enjoy it, but you can definitely get better at it the more you practice. Remember, your customers are out there, you just need to let them know about you!

    Help your sales people keep track of their calls by using the following forms:

    Sales Call Log (one-page pdf)

    Sales Prospects (one-page pdf)

    Sales Rep Analysis (one-page pdf)

You Got The Appointment To Sell Your Cleaning Service...Now What?

You did it! You successfully booked an appointment with the person who makes decisions on the cleaning service. Now What?

Getting the appointment is just the first step.  Don't let yourself down by not preparing – this is an important part of the sales process if you have any hopes of closing the deal. Here are some tips for pre-planning your appointment:

1. Do some research about the company and the person you will be meeting.  This will give you information to go in with and will help you open a dialog. This is much better than going in unprepared and saying something like that sure was some storm last night wasn't it. The prospect will be more impressed when you mention something about the new product they just launched or the award they just received.
2. If you have been sending marketing materials to the prospect, then he should already be familiar with your company. But if you used an appointment setting service then you might bring one piece of marketing collateral such as a brochure, to the appointment. However, use these as a leave-behind instead of handing them to the prospect at the start of the meeting.  You don't want him looking through your brochure while you are trying to keep their attention on the conversation.
3. The purpose of the appointment is to meet the decision maker and get information about their concerns, needs, and wants. After getting the needed information, you'll do a walkthrough of the location. Let the prospect know that after the walkthrough, you will go back through and measure the cleanable space on your own so you don't take up any more of their time.
4. When doing the walkthrough, take good notes and listen to what the prospect is saying. Write down any questions you might have and wait until you are finished with the walkthrough to ask them because he might answer your questions during the walkthrough. 

Once the walk through is over, thank the prospect for their time and make sure you have all of the information you need before you leave.  Don't leave until you have the cleanable square footage of the location and always inform the prospect that you are leaving the building when you have finished measuring. And one of the most important things to remember before you leave is to set the next appointment! This is when you will come back to present your proposal. Don't let too much time pass between appointments – you should be able to complete your proposal and have it ready to present within 5 to 7 days.

If you'd like to learn more about how to do a walk through, check out our DVD, How To Walk Through And Measure a Building For A Cleaning Proposal

Closing the Sale

How do you know a prospect is ready to buy?

• Prospect asks specific questions about your services.
• Prospect asks you to repeat or clarify something you talked about.
• Prospect asks about features or different cleaning options.
• Prospect asks for references or a list of satisfied customers.
• Prospect brings up problems with current cleaning contractor.
• Prospect asks questions about you and your business.

When you start hearing buying signals, it's time to test the waters by asking a question to see if you're reading the signals correctly. Craft your closing question in a way that responds to the prospect's main concerns, and try to eliminate the possibility of the prospect answering "no" to your question. For example, "If you decide to go ahead and make a change in the cleaning service, would you want to stay with the same 3 days per week service, or would you want to go to 5 days per week?" If the prospect answers positively or confirms your suspicions that they'd like to move forward with the sale, then it's time to close the sale.

Here are some sample closing questions:

"When we start cleaning a building, we do an initial deep cleaning to get things up to standard. Would you like us to start next week, or the week after?"

"We track, order, and deliver all our customer's restroom supplies for them so they don't have to waste time on managing this time-consuming task. Who currently handles the restroom supplies?"

"If the cleaning proposal we give you is within your budget, when would you like to make the change?"

If they hesitate on price at this point, try something like, "I can certainly understand your concern with the budget, Tom. That's one of the reasons I contacted you. The money you'll save in supply costs, slip/fall accidents, and time spent managing cleaning complaints will be well worth the investment in partnering with us as your cleaning contractor."

After you've asked a closing question, it's time to stop talking. Remember, this is more about listening to your customer's needs than it is about talking about your business. Sometimes people are tempted to just keep selling, even though the prospect has indicated they're ready to buy. Pause and give them a chance to speak.

One of the best things you can do for your prospective customer is to keep in mind that there is a difference between just asking for the sale and helping people make decisions that are good for their company. In the end, it's not about you. . .it's about them!

Congratulations!

You now have an overall understanding of what your new business will require when it comes to your sales and marketing efforts. It's important as new business owners to stay focused on your company's growth by continually concentrating your energies towards your sales and marketing plan. It's easy for a new company to lose this focus because of the daily demands of business distracting attention away from the plan. Your company's success will depend on your ability to attain new leads and convert these leads into new customers and closing the deal. If you set aside plenty of time to follow through with your sales and marketing campaign your business is sure to be successful and thrive well into the future.

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Copyright TheJanitorialStore.com. All Rights Reserved

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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