Make Your Clients Feel Valued
Whenever you get a cleaning contract, you shouldnt forget to give your all in satisfying such clients. This is one of the ways to attract repeat patronage as well as recommendations. This will help create a steady stream of cleaning contracts in the future.
Weve seen ways to get commercial cleaning contracts with banks and apartments. These strategies have been used in the past with great results. Consider taking this approach too.
However, we cant guarantee that there wont be challenges. These are normal with businesses. Being able to overcome such challenges will spur you to greater accomplishments.
Make Your Bids Or Proposals Stand Out
Remember that lots of other cleaning businesses are applying for the same contract as you. As such, youll need to find an edge over these competitors. You want to give the client reasons to patronize your cleaning business. While trying to do this, you shouldnt short sell yourself.
In other words, there should be a balance between competitive pricing and profitability.
Invest In A Reputable Cleaning Franchise
Major and successful cleaning franchises should be considered. Why? Because these have built a trusted brand name. Clients are more confident to enter into a contract with such cleaning franchises than with less established, and less known cleaning services.
Being its franchisee, cleaning contracts are more likely to come your way.
You only need to leverage the brand name created to get cleaning contracts. A cleaning franchise is much easier to operate than having to build one from the start.
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Focus On How To Get Cleaning Contracts For The Long
You can save the customer time in the booking process and improve the rate with which you close deals, but you need not stop there. Look through your customer records and see if you can find other efficiencies or opportunities. It may be that you have a customer that has multiple locations, but you have a contract with only one. Offering a single-vendor solution for all of their properties could be a quick win for your business.
Or it may be that you see another area of a customers property that could use a certain kind of attention. Perhaps the customers present needs are all specific to this season. Identify ways that you can better serve that customer, year-round, and propose the solution to them.
Not all enhancements have to involve upselling either. Rewarding your long-term customers for their loyalty can be a game-changer too. Surprising them with a free service, a bit of SWAG, a birthday or holiday card could help set you apart not just from your competition but from their other service providers. If you focus on the customer experience, youll keep more long-term deals, and gain the kind of reputation that will help you get a lot more of them.
Have Your License And Proof Of Insurance
Make it really easy for the ideal customer to verify you meet the requirements for cleaning accounts. Theyll want to see the following:
Each company you bid for may have different requirements for vendors and contractors. Be open to increasing the level of coverage if the company requires higher insurance. It normally doesnt cost that much more and the cost should be included in the price of the customers quote.
Hiscox is one of the easiest ways to get the insurance you need for cleaning businesses.
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Learn How To Close Sales
If your goal is learning how to get cleaning contracts that last, study up on how best to sell those kinds of contracts. You can do this a number of ways, all of which will help you grow over the long term.
One action you can take is to train your sales or call center team on how to offer your subscription packages. Using incentives like repeat customer discounts or bonus services can help you make the sale, but you wont sell them unless you ask. Make sure your team is having those kinds of conversations, letting customers know what their options are for longer-term contracts.
Another action step is to review your current performance and find ways to improve. How long does it take for a customer to go from being a lead to being a signed contract? How many times does your sales team interact with them before they commit? What are the closing questions you can ask to get a customer to commit sooner? How many potential deals are being lost because of your follow-up times or availability? Looking into the metrics of your past performance can be a great way to increase your companys profits. It might not be that you need more leads, you simply need to improve your performance for landing the right kind of deals.
Prepare An Elevator Speech
Have an elevator speech ready that highlights what your business has to offer. It should be succinct and to the point so you could deliver it to someone in a short elevator ride. Make sure you practice this, so it seems like a natural conversation, instead of a sales pitch. You might ask friends, family, or your existing customers to give you feedback on your approach.
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Finding A Cleaner Online
If a cleaner cannot be found within someones social circles the next option is to find someone online. Its best to use a website that has some kind of review of the business or cleaner.
The following are the best websites to find a cleaner in your area:
Set Up A Walkthrough And Ask Good Questions
After you set up a call with the decision makers and position the benefits of your cleaning company you want to schedule a walkthrough of their facility. This way you can further develop a customized plan for your new potential customer.
Often people make the mistake of bashing the current cleaning company that handles that business. This is one thing you want to avoid and instead, focus on asking questions and finding additional pain points or issues the business is dealing with.
Some great things to ask would be,
- what are the price points you are looking to hit for your cleaning budget?
- what are the top 3 things you wish you could change with your existing cleaning company?
The best response you can get from a potential customer during this process is, No one has ever asked me that before. When you get that response that shows that you are truly interested in their business and their needs and it is a great way to get them to hire your business for their cleaning contract.
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Final Thoughts: Winning Lucrative Contracts To Make Your Cleaning Business A Success
Now that you know how to get janitorial cleaning contracts, the next step is to implement the steps above to put yourself on the fast track to success.
Maintain an excellent reputation by providing the best services to every client. The more happy clients you serve, the more referrals and repeat business youll get.
If you need help with your digital marketing strategy, we have trusted experts who can do all the heavy lifting and make things easier for you. You can successfully market your cleaning business and get a steady stream of repeat clients by applying the best marketing practices.
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Provide Exceptional Service Throughout The Bidding Process
While your pricing or the length of a contract may cause you to lose some cleaning contracts, your customer service during bidding should never be a reason you miss out on business. Ths is incredibly important to understand when learning how to get cleaning contracts.
In the initial stages of bidding on a cleaning job, communication and details are key. Do a walk-through of the premises with your prospective client and discuss the work to be done. Prepare a detailed quote so that your prospect fully understands what they would be paying for.
Once you have provided a quote or put in a bid for a cleaning contract, be sure to follow up. If a prospective client decides to go with a different company, find out why. Insight like this can help you improve your cleaning business and get other cleaning contracts in the future.
Follow Up And Creating Your Proposal
The next step will be to follow up with your new potential client and to create the cleaning proposal.
A simple tip to improve your follow up is to schedule a time to go over your proposal when you are wrapping up your walkthrough. Dont leave things up in the air as to when you will speak to them again to go over your proposal.
Set up a time before you leave, this will make things more natural and can help you avoid being blown off in the future.
Since youve already gathered all of the necessary information you need to write up the proposal in the walkthrough that should be very simple. You may even have current clients that have similar specifications as your new potential client.
This makes it simple to set up production rates for the new client. Again, the production rate is how many square feet a person can clean in one hour.
What your production rate is or depends on a number of factors, including the types of cleaning methods you use as well as the equipment you have to clean. For example, some equipment like backpack vacuums vs push vacuums have dramatically different production rates.
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You Need To Be Active And Participate In Networking If You Want It To Result In More Commercial Cleaning Clients
Most people who struggle with networking to get commercial cleaning clients do so because they arent really active in networking groups. They maybe show up one time and hand out a few cards, and wonder why they arent getting new clients flooding in.
You need to participate and attend these networking events on a regular basis so you can start to develop relationships with people. Just like in the online world, you dont want to be spammy.
Certainly, let people know what you do, but wait for a meeting or two to start finding out who handles the cleaning contracts at their business or workplace. Once you have that information you can try and reach out to that person, or ask an introduction if the connection you know, knows that person well.
Tips To Help You Win More Office Cleaning Contracts
Securing office cleaning contracts can give a boost to your cleaning business. You may be wondering where to even start if youve never bid on a contract before. Luckily for you, were here to give you tips and advice to help you get onto the path of success.
Office cleaning contracts could be used for a number of reasons such as:
- Cleaning equipment and supplies
- Utilities and training.
There are many benefits if you secure office cleaning contracts. One of the biggest benefits of applying for government cleaning contracts is that they have the potential to be long-term. Some bids can be spot bids which means they only last as long as the job. Others can be months or even years. This can be a great way to secure long-term income for your cleaning business.
If youre applying for government office cleaning contracts, there are a few things you need to do. As a vendor, you will first need to register with the government before you can start bidding on contracts. You will need your:
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Propose A Better Offer:
If you do your homework nicely, you will know who you are competing with. Do not just match the price for whatever services they offer. Come up with something extra. Even banks will not mind getting something free. You can express your eagerness to win a cleaning contract by presenting skills and services for free.
How To Land Commercial Cleaning Contracts With Apartments: First Steps
Your cleaning services need to be as perfect as you can make them. There are numerous options for cleaning services, and your business needs to stand out from the competition.
Work on your service until it’s impeccable. See what your competitors are doing, and try to do more. Clients want to know they’re getting a great value for their money. It’s your job to show them your services are worth the cost.
You need a compelling profile for your business if you want to get commercial cleaning contracts. When potential clients consider various bids for their business, one of the first steps they take is to screen the companies looking to secure a contract with them. You may want to hire an expert to create a strong profile for your cleaning company to showcase what makes you unique.
A compelling profile may highlight the following:
- Your qualifications and your employees’ qualifications
- Your current customers
- Any awards and commendations your company has received
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How Do I Get A Cleaning Bank Contract
Contact the Bank’s Property Manager Contact the bank’s property or site manager to see if they could use your services. If they are interested, ask to take a tour of the locations you intend to service. During the tour, the site manager will show you the areas of the branch that commercial cleaners can access.
Create A Marketing Strategy
Your marketing strategy will be focused on five main aspects:
The following sections will help you answer these questions with a few ideas for a marketing strategy.
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Using Telemarketing To Get More Cleaning Contracts
Making cold calls for your cleaning business can be profitable for the right person. With that said you need to have a calming demeanor and a stomach for rejection. You also need a plan for making all those calls, but you are in luck because this is a topic we discussed before. You can learn more about making cold calls for your cleaning business by .
Send Out Business Proposals To Potential Clients
Residential apartments are everywhere and should be targeted. Your cleaning business should have a strong proposal which will be difficult to reject. These should be sent to as many target clients as possible. Dont get discouraged if you dont receive an immediate response.
Sometimes, clients may not be ready but will make contact when they are.
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How To Get Government Cleaning Contracts
If youd like to know how to get cleaning contracts with the government, start with considering your circumstances. The government has a lot of programs that make it easier for smaller companies to get contracts.
Youll probably need to build a reputation before you go for these contracts, so Id add this to your long-term goals. Dont be like the guys in War Dogs.
Advertise Your Cleaning Business
The impact resulting from advertising a cleaning business is so crucial to its success. Luckily there are lots of ways to achieve this. Advertising simply has to do with getting the word out. It is about soliciting for patronage.
In soliciting for patronage, potential clients need to know if your cleaning service offers them a deal they cant overlook.
Its no news that lots of cleaning services exist. Each of these makes claims that may or may not be true. It isnt your business to know if such claims are true. You only need to pitch your business to be convincing enough to attract patronage.
Others are the use of online platforms such as having a website and opening social media accounts for your business.
Through such accounts, ads are targeted online audiences. You can achieve a lot if you know just what to do.
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Increase The Number Of Cleaning Contracts
Obtaining as many contracts as possible may be one of your business growth methods. Obviously, the more regular clients you have, the more profitable your cleaning service will be.
Its critical for commercial cleaning firms to have repeat customers that hire them on a regular basis. It will assist you in paying your overhead and all of your employees. And the good news is that commercial cleaning pays well.
Once youve secured one or two cleaning services contracts, look for opportunities to expand your business by adding other clients or locations from the same company.
If you work for a bank, for example, you can ask them to recruit you for additional branches.
Return to the testimonials and marketing area, and leverage your present clientele to find even more cleaning firms.
Once your cleaning business starts to grow, you may want to consider assessing your cleaning business insurance policies to ensure they are still appropriate for your business. BizCover understands how busy you are operating a small business, so we do the shopping around for you. Find the right kind of business insurance products to suit your cleaning business today.