When it comes to selling professional cleaning services, my advice to you and what most customers are looking for is if you are their BEST option for solving their GREATEST concern.
Sounds simple, right? It is. Simple, but not easy.
You don’t have to sell customers on what you do, or who you are. For the most part, they know before you show up to the initial meeting.
You see, they already know if you provide “green” cleaning or traditional cleaning services.
They know just about the type of cleaning that you do because more than likely, they have already researched you and your business through various mediums.
And, if you came highly recommended by their trusted friend, neighbor or colleague, they already have a willingness to trust you. (They called you, didn’t they?) 😉
Your prospective customer wants to know if you can give them what they are expecting. Your job is to sell just that…. what they expect.
They expect a transformation.
They expect something different than what they are currently getting. Either they are getting poor cleaning maintenance services right now, or none at all. Regardless, they have a need that is not being met.
How to sell your professional cleaning services
Sell The Transformation!
Yeah, it’s really just that simple. Again, simple, not easy.
You may ask, “just how am I supposed to do that?” “How do I sell a transformation?” “What do I ask?” “How will I know that I am on the right track with what I’m asking/ saying?”
Honestly, it takes practice! As a 25+ year professional in the cleaning business industry with my husband Elbert, it takes time to learn what to say in any given scenario.
Since all customers are not the same, then their expectations for cleaning maintenance is not the same. What matters to a young bachelor will be different than that of two empty nesters.
In relation to office cleaning, one commercial site may require shiny waxed VCT tiled floors as a part of their comprehensive cleaning package. Whereas another office may want to keep their carpet fresh and clean at all times.
Certainly, all cleaning locations, homes and offices, want a good cleaning maintenance plan at work all the time, however, some may have a particular concern over anything else. Find that out.
If you aren’t sure if you are providing comprehensive cleaning with your current customers, enter our FREE Deep Cleaning Challenge. This challenge will teach you how important it is to provide premium cleaning to your recurring customers. It will also help you cater to the needs of impending customers by focusing on their essential concerns.
The Deep Cleaning Challenge provides you with a list of tasks, a worksheet for your customer’s greatest issues, and a pricing formula. Click here to enter the Deep cleaning challenge for FREE today.
Here are a couple of things to stay focused on in order to provide transformation to any customer.
- Connect with them.
- Be understanding of their felt need.
- Stay focused on what matters most to them.
Maybe it is to highlight that you are a new mom and understand the concerns of a growing family with an infant in the home. And, well, that customer wants someone who she can trust and rely on and won’t use harsh chemicals because a newborn is present.
Maybe you are a dad who just wants to make extra money on the side and evening cleaning works best for your schedule. That would be ideal to a commercial office manager who is fed up with former cleaning companies not showing up. It’s a great fit for both parties.
You could let your new residential customers know that you are familiar with certain surfaces in their home and you can get the job done right. Or, it could be that as a janitor for commercial sites, you have before and after pictures showcasing your stripping and waxing floor skills.
Whatever and however the conversation goes, your point again – be the BEST option for their GREATEST concern.
Take this information and APPLY IT TODAY please.
Homework: Prepare yourself now for that next call you get from a prospective customer. Have a website with testimonials from current or past customers. Include snippets from outside sources with ratings for your services. Collect before and after pictures of your work or include it on your social media channels. Do all you can to show your cleaning skills, your company’s reputation, and your personality. Oh, and there is nothing wrong with practicing to sell on a trusted friend who can give you honest feedback.
Learning how to sell your cleaning services is simple, but it is not easy. Listening to the customer is so essential to finding out their felt needs. Sell the transformation. Once you connect, understand and focus on their greatest concerns, bring reassurance that you are their best option. And, although your company had probably been vetted by your prospect, bring your A-game and have a packet of material showcasing your work, testimonials, and reviews from other customers.
“Approach Each Customer With The Idea Of Helping Him Or Her To Solve A Problem Or Achieve A Goal, Not Of Selling A Product Or Service.” – Brian Tracy
Until Next Time,
If you liked this post, subscribe to our weekly newsletter by clicking here. We share all kinds of personal stories of the past 25 years in the professional cleaning service industry. They’ve got just the right spice and juice, like an Italian Beef, with sweet peppers, dipped from Buona Beef here in Chi-Town. 😉
One other thing we talk a lot about other than our 3 boys, love of traveling, eating good/ greasy food, and using ketchup to clean copper kitchen sinks is our love for not wasting your precious freaking time! Seriously, we’re not about that!
In fact, enter the FREE Deep Cleaning Challenge so that you won’t waste your precious freaking time only performing basic cleaning. Level up! Your customers will love you for it – so will your pockets!
So good to meet you. We’re glad you stopped by!