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Can you ELIMINATE the Price Objection in Cleaning?

By now, you know how important we feel it is to grab your prospect’s attention in your marketing.

And hopefully, you also remember we suggest you do that by creating a pre-set series of marketing steps which demonstrate to your prospect:

1) How you understand exactly WHAT they want,

2) How you know exactly HOW to get it, and

3) How you’ll GUARANTEE delivering it

It’s as simple as that, but, of course – it’s

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NON-Cleaning Message for Cleaning Business Owners

Non Cleaning Message for Cleaning Business Owners

We talk a lot about cleaning – cleaning chemicals, cleaning procedures. But, sometimes, the most important things to remember in running a cleaning business isn’t really about ‘cleaning’ or ‘business’ at all.

Check out today’s fast paced video, where Dan shares several personal perspectives and stories that helped make running his cleaning business not only bearable – but enjoyable. You’ll hear simple, but timeless ideas that helped Dan. and may, someday, help you too.

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PAIN in Marketing Cleaning Business

Prospects are people first!

Prospects are people first!

It’s something to keep reminding yourself of.

Don’t make the mistake of thinking prospects are logical, practical business men and women who – after hearing your pitch will pretty easily be convinced to hire you.

If it was only that easy.

You and I both know better than that.

Yep, if people, including prospects, were logical – selling would be a breeze.

But it isn’t, is it?

Nope.

Why?

Because – prospects are people first.

And because they’re people first, they’re going to need to feel a certain amount of pain if you’re planning on getting them to take action!

What pain?

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Important: Cleaning BUSINESS Checklist

Important Cleaning BUSINESS Checklist

Most janitorial companies have cleaning checklists. Harder to find are janitorial companies who use a BUSINESS checklist. But, they’re easy to spot – they’re the ones who make steady progress every year.

Check out today’s fast paced video, where Dan shares the 3 powerful things that should be on your cleaning business checklist. You may quickly find it’s the best tool ever to keep you focused on making steady progress.

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Stick With Your Cleaning Business Story

It may not be a holiday classic like ‘The Night Before Christmas’ – but you’re going to want to tell the marketing story about your cleaning company – over and over again!

If you want any story to be remembered – it takes repetition.

So, what should be in your marketing story?

Yours may start with how and when you FIRST realized what building owners and managers WANTED – but weren’t getting, like:

1 – a consistent, detailed service vs. inconsistent and ‘down the middle’

2 – a reliable, professional looking cleaning staff

3 – a NOW

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ATTRACTIVE Cleaning Businesses ATTRACT Business

Attractive Cleaning Businesses Attract New Business

Many janitorial companies are tired of having to chase new business. They wonder what they can do to attract it instead.

Check out today’s fast paced video, where Dan shares a personal story that highlights the power of making something attractive. Then – to give you an idea of what cleaning businesses can do to attract clients, Dan gives a small, but practical example of one thing his company does to be ‘attractive’.

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Tell Cleaning Business Prospects, Then Tell Them AGAIN

Prospects can be like kids. Here’s how:

They both just don’t get it – the first time.

You know how kids can be.

Tell them to clean up their room. No response.

Tell them again. Still no response.

After a few more times – along with adding more emphasis – and, they MIGHT begin to move.

Prospects can be like that.

You may use very powerful marketing ‘bait’ -messages, in front of your prospects – but don’t be surprised if they don’t all ‘bite’ – at first.

It’d be nice if they did. But, they don’t.

Why don’t they?

Most people will need to see your message over and over again, before they’re ready to take action.

Some marketers say it can take 5, 6, 7 or more ‘touches’ or messages from you before prospects are ready to take the next step.

Whatever the number – the point is clear:

Having a series of regularly scheduled marketing steps in place to tell your message over and over …

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Finish Your Cleaning Business Pitch – STRONG

Finish Your Cleaning Business Pitch - STRONG

Most people start out strong when talking about their cleaning company, but many end up sounded less sure and less confident at the end. That doesn’t inspire confidence.

Check out today’s fast paced video, where Dan shares two personal stories that illustrate how selling that starts out compelling can quickly lose much of its power when speakers become weak and unconvincing at the end.

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Want Compelling Marketing? Change the Internal Reality of Your Cleaning Business.

Janitorial businesses complain their marketing isn’t working – not getting the phone to ring.

Maid Services complain they can’t get noticed with so much competition.

Commercial and Residential cleaning companies complain they can’t think of anything new, different or interesting TO SAY in their marketing.

Why is that?

Well, simply put, they have nothing new, different or interesting TO OFFER.

It’s that simple – but, it’s also that difficult because:

Finding a company willing to think AND act differently is extremely uncommon.

When sales calls, brochures and web sites consist of messages no more exciting than…

‘We’re bonded, licensed and insured – Free estimates!’

It’s easy to for the prospect to feel un-inspired – even downright

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How Should Your Cleaning Business TALK in Social Media

How Should Your Cleaning Business TALK in Social Media

There’s no shortage of places for your janitorial or residential cleaning business to talk in social media. But, what should that talk consist of?

Check out today’s fast paced video, where Dan shares his own personal observations on talking in social media today– then explains how you might want to change what you’re saying and how you’re saying it to create more authentic business relationships as well as better, more detailed, responses.

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Golden Rule for Selling Success in the Cleaning Business

Here’s what you absolutely MUST know if you hope to be successful – selling cleaning services:

Drum roll please… the answer is…

What They (Your Prospects) WANT.

You see, the cleaning business grave yard is filled with failed companies who desperately tried to make their prospect buy:

What thought their customer needed

rather than…

What the customer said they wanted

‘Know it all’ or ‘ I know better than you’ business owners can quickly find themselves digging their own graves…

if they think they can talk their prospects into buying nearly anything – if they say it loudly and confidently enough.

Ok, you may know more about cleaning than your prospective client – chances are you do, maybe a lot more.

But that doesn’t mean you can – talk them in to accepting every part of YOUR cleaning plan for them.

They know their

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Cleaning Business Owner Little Trick to Gain BIG Advantage

Cleaning Business Owner Little Trick to Gain BIG Advantage

I believe it was the great motivational speaker who coined the phrase ‘Little hinges swing BIG doors’. Today’s message speaks to that same principle.

Check out today’s fast paced video, where Dan tells two personal stories revealing a little trick that resulted in a BIG advantage for him and his wife. Then, he’ll share another little trick many successful business owners use to gain a big advantage on achieving each day’s priorities. You may want to start using the same trick in your janitorial or maid service business right away too.

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The BEST Place To Get More Cleaning Business!

We hear it all the time.

Cleaning companies call – and what do you think is the one thing they nearly all ask?

Well, if you guessed – How do I find more jobs? or in How do I get more leads? then ding, ding, ding – you’re right!

That’s right, everyone wants more business.

It’s understandable. But here’s the thing…

the best place to find more business is very likely with the businesses you already clean!

Russell Conwell, who wrote the speech – Acres of Diamonds, explains that people tend to look for opportunities nearly every where but the one place they’re most likely to find it, which is –

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Starting and Growing a Cleaning Business is MESSY – Not Magical

Starting and Growing a Cleaning Business is MESSY – Not Magical

When we see a successful business person, it’s tempting to think they made it big by coming up with one or two amazing, creative ideas. The reality is, when you talk to very successful people, they often explain it wasn’t so much inspiration as perspiration. It wasn’t so much creativity as implementation.

Check out today’s fast paced video, where Dan gives two practical examples – one a story from his dad about a ‘pizza guy’ and another about a singer /songwriter that illustrates how important it is to get comfortable with the messy process of becoming successful.

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How Target Marketing Can Help YOUR Janitorial Business

How can I get more BANG for my marketing dollar?

It’s a question we hear a lot.

And it’s a fair question considering how expensive it can be to implement an advertising campaign.

Ok, here’s an IMPORTANT strategy to remember:

Practice-Precise-Target-Marketing.

What’s that?

Well, it’s the strategy of deliberately narrowing down the list of prospects you’re going to pursue in order to minimize costs while maximizing response.

How does it work?

Well, let’s say you want to clean office buildings.

You might say, your target market would be – any business office in your area.

But, aggressively marketing to that broad of a group could quickly become very expensive.

Stunned by the expense, you might surrender – opting to use cheaper, less effective, advertising methods – or stop marketing altogether.

So…

If you want to have an effective, ongoing, prescheduled marketing system in place and one you can afford – you’ll need to whittle your list down to

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Take a Small Step Back to Earn a BIG Step Forward in Your Cleaning Business

Take a Small Step Back to Earn a BIG Step Forward in Your Cleaning Business

No one wants to do it – and that’s the opportunity. What is it? Well, take a step or two back to do some heavy lifting; things like change systems, procedures or people. But, those painful steps back are often the price successful cleaning companies pay to create dramatic differences between themselves and their competitors.

Check out today’s fast paced video, where Dan gives practical examples of what areas of a cleaning company are available for you to take a ‘step back’ in – in order to make dramatic, lasting, game changing improvements.

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What Cleaning Businesses Need to Know About FREE

We know people like getting ‘something for nothing’ or – FREE

So, if we all agree on that, why am I devoting an entire blog to this idea.

Because, they just don’t like FREE, they like it a LOT!

That may sound like I’m splitting hairs – but, I don’t think so.

You see, the concept and use of FREE is so big, so important, so powerful – it deserves to be highlighted and discussed on its own.

Let me explain.

First of all, it’s not just a general feeling, or hunch, that people like FREE.

Nope, studies confirm it.

In fact, I recall reading about one study reporting nearly three fourths (75%!) of all consumers felt getting a FREE offer got them interested in trying a new or different product or service… more than anything else.

And, here’s another thing, it’s not just a group here or there that’s motivated by FREE, it’s nearly everyone… across the board.

You see, FREE is the kind of marketing principle we might categorize as practically universal.

That’s …

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STOP Worrying About Being a BIG Cleaning Company

STOP Worrying About Being a BIG Cleaning Company

It’s tempting. Being envious of the big guys can be an easy trap to fall into – but, don’t do it. Having the highest sales and most employees doesn’t necessarily mean you have the best or most profitable cleaning company.

Check out today’s fast paced video, where Dan reveals how – more important than being a BIG cleaning business is creating a place you can be proud of; where you, your employees and your customers work well together – and, of course, where you stay profitable.

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WANTED: Photo of Cleaning Business Owner

We’ve all heard it a million times.

A picture is worth a thousand words.

Why?

Well, because people like to buy from people – people they can picture, people they can relate to.

They just do.

If you think about it, you’ll probably feel the same way.

And that’s what a photo of you can do.

When you put a photo of yourself on your marketing pieces you’ve given your prospects… a face to put with the company.

And, when you put your name below your photo, as a caption, which you should always do, well, then you’ve given them… a name to put with the face.

Mission accomplished.

So, why exactly do prospective buyers respond to seeing a photo of, in this case, the owner of the company?

Well, there are probably a whole list of reasons, but the obvious ones, are well, obvious.

It creates interest and it provides a connection.

It humanizes the process of finding a janitorial business or residential, house cleaning company, which can be cold and impersonal – if all they see …

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Addition by SUBTRACTION for Cleaning Businesses

Addition by SUBTRACTION for Cleaning Businesses

It doesn’t seem logical – but it’s true. Sometimes getting rid of something, or letting go of someone in a cleaning company, can quickly create a better company, almost automatically.

Check out today’s fast paced video, where Dan shares real life, practical examples of how he and Tony practiced addition by subtraction in their janitorial business and how you may want to as well.

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Step Series Letters to Promote Your Cleaning Business

Last time, we saw how three properly timed, related marketing steps can be much more powerful than – three random, unrelated ones.

Today, let’s look at how you could put together your own three-step direct mail marketing sequence for your cleaning business.

And to do that, let me ask you a question.

Have you ever gotten a letter in the mail and quickly pitched it, only to have another one arrive in your mailbox just 7-10 days later…

only THIS time, it was stamped at the top with the cautionary note Second Notice?

Now, to this second notice, you might give slightly more attention, but still end up tossing it in the trash, only to receive yet one more letter; this time stamped clearly with the warning – FINAL NOTICE!

It gets your attention; of course it does – it’s human nature.

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Cleaning Businesses Can’t HIDE

Cleaning Businesses Can’t HIDE

We know better. We know when we see a lack of cleanliness, order or respect in other companies – they can’t hide it. So, why would we think it would be any different when it comes to our cleaning company?

Check out today’s fast paced video, where Dan gives practical examples of how impossible it is for any company to hide their flaws – and how equally impossible it is for customers to ignore them.

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Use STEPS in Marketing Your Cleaning Services

Sitting on my desk was a business card (A).

It was from an insurance agent who stopped by while I was out of the office.

No big deal, right?

Oh, wait a minute, did I mention, he had written me a personal note in blue ink on his calling card saying ‘Do you have 30 minutes available March 5th?’

Well, that was a little different, sort of personal – took a little bit of effort.

So, I tossed the card in my desk drawer.

Two days later, I walked into my office and listened to a voice mail (B) from that same insurance salesman – explaining how he had stopped by a few days ago to introduce himself and left a note asking to set up a 30 minute meeting.

I deleted the message.

Minutes later, I booted up my computer only to find – this same salesman had now

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Why Your Cleaning Business Should Consider Doing – the OPPOSITE.

Why Your Cleaning Business Should Consider Doing the OPPOSITE

Following someone else’s lead can sometimes be good advice – but, not always, especially when it comes to setting yourself apart from your competition in the cleaning business.

Check out today’s fast paced video, where Dan explains how deciding to stake out a brand new course – opposite from other janitorial companies and maid services isn’t always a simple or painless one to make – it at least deserves to be considered and can help you create compelling differences between you and your competitors.

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How Important is NETWORKING in My Cleaning Business?

First of all, you can relax – I realize not everybody likes networking. It’s understandable.

That’s right, for many people, the very idea of going up to a complete stranger and introducing themselves – feels about as ‘natural’ as a root canal. ouch!

But don’t give up on networking just yet.

To start with, if you’re not a ‘natural’ at it – don’t feel bad, you’re in good company – most aren’t.

The good news is though – effective networking skills in a janitorial business or house cleaning maid service are something that can be developed – over time.

Like the tortoise and the hare – good things can come to those who set a goal and then slowly but surely move towards it.

In fact, if you talk to someone with a reputation as a NATURAL networker, you might be surprised to hear

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How to Build a BETTER Guarantee for Your Cleaning Business

How to Build a BETTER Guarantee for Your Cleaning Business

All guarantees are not created equal. Some may seem powerful, but fall flat, leaving prospective clients bored and unimpressed – while others almost magically grab people’s attention, build goodwill and trust. Why is that?

Check out today’s fast paced video, where Dan reveals what principles are operating in the minds of your prospective customers and how – ‘what you decide to guarantee’ and ‘how you decide to guarantee’ it, can make all the difference in your janitorial business or maid service.

Check out today’s fast paced video, where Dan reveals what principles are operating in the minds of your prospective customers and how – ‘what you decide to guarantee’ and ‘how you decide to guarantee’ it, can make all the difference in your janitorial business or maid service.

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What Cleaning Businesses Should Worry About MORE Than Results

Stop worrying so much about results.

Surprised to hear me say that?

Well, don’t be – I mean it.

Excessive worrying about results in your cleaning company is as pointless as they say – ‘trying to wash tomorrow’s dirty dishes today.’

Can’t be done. Useless worrying is well – useless.

So that’s the good news – now, here’s the catch.

While you don’t need to worry about results – you do need to set up specific steps to achieving them.

THOSE things you do have to stick to!

That’s right, you need to be fanatical about sticking to the steps in your plan.

Think of it this way….

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Want to SEE the Future of YOUR Cleaning Business? Here’s How.

Want to SEE the Future of YOUR Cleaning Business? Here’s How.

How can anyone know what’s ahead for your cleaning business? Well, it may not be as hard to figure out as you might think. In fact, there may be a ‘crystal ball’ we can look carefully at to give us a vision of your company’s future.

Check out today’s fast paced video, where Dan reveals exactly WHAT you can look at now – that will give you a pretty good idea of what’s in store for your janitorial company or residential maid service in the future.

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Who Needs To Hire a Cleaning Business? Follow The Public

Want to know a trick for finding what places need a cleaning business?

Here it is: Follow the public!

That’s right, that’s where the cleaning is most needed and the hardest to do without.

Let me explain.

Today, many business seem to be obsessed with finding ways to cut costs to help their bottom line.

And, janitorial cleaning services are definitely on their radar.

In fact, some would say, services, like cleaning, can often be first to fall on the ‘chopping block’.

So, what can you do?

That’s right, in a world of cutting back on cleaning -how can you find good sources of new business.

Well, this leads us to today’s topic – Follow the public!

Let me ask you a question.

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Don’t Throw Your Cleaning ‘Baby’ Out… With the Bath Water!

Don’t Throw Your Cleaning ‘Baby’ Out… With the Bath Water!

You’ve probably heard the expression – Don’t throw the baby out with the bath water. You probably also know it mean – just take care of, fix or, get rid of – the problem, NOT the ‘thing’ of real value. In this video, the whole thing – the asset, the thing of real value is – your cleaning business.

In this fast paced video, Dan explains how important it is to identify and fix nagging, chronic, hard to solve problems – WITHOUT letting the problem ‘get you down’ or ‘take your cleaning company down’ with it.

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Janitorial Business Tip: CLEAN Up Your Notes

Let me tell you a story…

Years ago, I had just finished ‘plowing’ through a long and difficult bid walk through of a building.

It was a tough.

My contact was in a hurry- so for nearly an hour and a half, we practically ran through every break room, restroom, locker and office scattered throughout several buildings.

In the plant, we climbed up and down staircases and in and out of hallways to get to all the areas that needed cleaning.

And, as we rushed from one place to the next, I frantically jotted down the measurements, item counts and floor surfaces – as fast as I could.

By the time we got done, I was whipped.

I walked out to my car, threw my notes on my car seat and – drove off.

I was tired and didn’t work on the bid for a couple days – which is where the trouble started.

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How to Bid on Cleaning Jobs NOT Obsessed about LOW Price!

How to Bid on Cleaning Jobs NOT Obsessed about LOW Price!

It would be great, wouldn’t it – to find prospective building owners and property managers who weren’t so obsessed about getting the lowest price.

Well, you can – and in this fast paced video, Dan explains how you can start finding and bidding on commercial cleaning/janitorial and residential maid service jobs that are – less price sensitive than what you’re probably used to bidding on today. Here’s a hint – it’s about who you target and how and when you advertise to them.

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Cleaning Business Selling Tip: Find Reasons To Stop By

Find Reasons To Stop By to See Your Cleaning Prospects

You may have heard an expression -

Give yourself the GIFT of a good habit.

Well, here’s one gift you should seriously look at giving yourself -

Find reasons to stop back to see your prospects.

Whether it’s….’having to stop back to get a couple measurements you missed during your first building walk-thru.’

or

‘having to drop off a couple recently updated certificates of insurance.’

or

‘having to show take out some new sales literature with photos of a new and improved piece of equipment your janitorial or maid services uses’

or…

‘having to drop off the MSDS’s on a new line of cleaning chemicals you’re switching to’

You can create your own list.

The reason you stop back out to see them isn’t as important as – the fact that you DO.

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Where Many Janitorial Businesses ‘Miss the Boat’!

Where Many Janitorial Businesses ‘Miss the Boat’!

Why do some cleaning companies struggle – while others succeed? It’s the age old question. A big part of the answer may be that some seem to know what to work on – while others get side tracked on activities that keep them from growing quickly and profitably.

Watch today’s fast paced video – Where Many Janitorial Businesses ‘Miss the Boat’! where Dan shares a few of the main ways cleaning companies can get distracted – and even miss the boat altogether if they’re not careful. Then Dan reveals an example of one of the most powerful keys to succeeding in cleaning.

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HOW and WHEN to Follow Up on a Janitorial Bid

Last time we talked about when to follow up.

Now, let’s tackle how to follow up and give some real life suggestions of what to say – when you ‘call back’.

Let’s start with – ‘mind set’.

Well, let’s actually start with what our mind set shouldn’t be.

Here are the thoughts that shouldn’t be going
through your head when you’re dialing the phone:

I hope our price is ok.

I hope our proposal is ok.

I hope they’ve called our references.

I hope they checked it out with their boss.

ALL of the above (price, proposal, tasks, why you’re the best choice for the job) – SELLING, should have already been started/covered/tackled when the bid was delivered right? – Right.

Now – back to ‘hope’.

Hope is fine, I guess – but it’s horrible as a business strategy.

In fact, if you’re hoping the response you’re going to hear on follow up calls is going to be…

‘Oh, lucky day! I’m so glad you called me. I was anxiously waiting for your call – in fact, I’ve been …

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Could THIS Be What’s Missing in Your Cleaning Business Marketing?

Could THIS Be What’s Missing in Your Cleaning Business Marketing?

If you’re not putting YOU in marketing, you may saving a bit of embarrassment but losing a whole lot when it comes to connecting with your clients and prospects.

In this fast paced video, Dan gets very personal and shares his own feelings of awkwardness when he first starting putting himself into his company’s marketing. Then, he’ll tell you real life stories highlighting how powerful and beneficial ‘getting up close and personal’ with your marketing can be.

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HOW and WHEN to Follow Up on a Cleaning Proposal

So far so good.

You got the lead, met the prospect, did your walk-through and delivered the bid.

NOW what – or, more specifically:

what should you do, and when should you do it.

Ok, let’s talk strategy…At the appointment, when you’re delivering and explaining your bid, there’s something you need to do before leaving.

It’s this – agree on a plan.

That’s right, before leaving the meeting be sure to agree on a schedule for what’s going to happen next.

Do they need a couple days to go through the plan slowly and carefully?

Do they need to contact someone in accounting to see what they’re paying now?

Do they need to get their boss’ approval?

Do they want to contact several references?

ALL those steps are fine, BUT, you want to know 1) what they are 2) how long they’re going to take

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Top 5 Best Ways To WASTE Money Marketing Your Cleaning Business

Top 5 Best Ways To WASTE Money Marketing Your Cleaning Business

Letterman may be famous for his ‘Top Ten List’, but we’ve got something just for cleaning business owners – the Top 5 List of Best Ways to WASTE Money on advertising your janitorial company.

In this fast paced video, Dan counts down the marketing approaches that can end up costing you more while generating you less results than you may have ever thought. You’ll be surprised at what you’ll hear.

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When Did “Employee” Become A “Dirty” Word?

I don’t get it – I really don’t.

I’ve been an employee.

That’s right, when I was younger I worked for ‘the man’ in businesses ranging from a donut shop to a department store.

And now for over 20 years or so, I’ve been – the employer.

So, I’ve seen both sides of the fence. And I can tell you that somewhere along the way, it seems the term ‘employee’ has became somewhat of a dirty word -or, if not ‘dirty’, at least not PC (politically correct).

But, I don’t get it.

In my ‘day’ (boy, does that sound like something an old guy would say- oh well) we understood there had to be leaders and followers in order for the work to get organized and done.

It was just that simple.

We knew that both leader and the follower, the boss and the employee, were different – but equally important.

I never felt like a ‘second class’ citizen in my role as worker, as employee – and lately, have been disappointed to …

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Cleaning Business Tip: FEWER Things, MORE Focus

Cleaning Business Tip: FEWER Things, MORE Focus

Better to have 5 things fully implemented in your cleaning company – than 50 done half heartedly and half way. That’s the point this episode is all about.

Watch today’s fast paced video – Cleaning Business Tip: FEWER Things, MORE Focus where Dan shares a golf story highlighting a trick to REAL, lasting change and then gives several practical examples of how cleaning businesses can become more effective by focusing on implementing a handful of changes thoroughly – and permanently.

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Cookie Cutter Approach Can Help Your Cleaning Business

Here’s a tip…

Think of setting up and running your company like you were getting ready to make cookies.

Good cookies? Yep. Tasty cookies? Sure, but, one other thing – all of the same kind!

That’s right, same ingredients, same size, same appearance, same decoration – same everything.

Well, to mix up and bake identical cookies, you’d have a detailed plan, maybe something like this:

-You would gather and lay out the ingredients.

-You would mix every batch closely following the recipe -same ingredients, same amounts, same order.

-You might use a cookie cutter so each one was the same size and shape.

-You’d bake each batch the same time at the same temperature.

-You’d let them cool the same – then, finish by decorating and arranging them the same on a tray.

Basically, you’d follow a Cookie-Cutter approach.

It works.

Mistakes can happen; but they don’t happen nearly as often as if you just ‘winged’ it each time without following any specific steps.

How does this apply to cleaning?…

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Cleaning Business Lessons-from Dad, Part 2

Cleaning Business Lessons-from Dad, Part 2

What can a 91 year old, former barber, teach you and I about running a cleaning business? Maybe a little – maybe a lot.

Watch today’s fast paced video – Cleaning Business Lessons – from Dad, Part 2. where Dan shares two personal stories about his dad that can provide you and I valuable insights – one about what’s really important in life and business and a ‘trick’ you can start doing daily – to help you in the long run..

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HIGHLY Profitable Cleaning Jobs Are A Mixed Bag!

How in the world can I say HIGHLY profitable cleaning accounts aren’t great – period?

How could making more money on a job be anything other than good, no – great news?!

Ok, well, let me explain by asking a series of questions.

First, do you think anyone else would like to get your highly profitable accounts?

Yep, your competition is no doubt lurking close by ‘licking their chops’ and would like nothing better than to swoop in and grab your best jobs.

Second, do you think those competitors are sitting back quietly or do you think they are bombarding your best clients with sales materials and phone calls – asking to submit a cleaning bid ASAP?

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Are You Worrying about the WRONG Things in Your Janitorial Business?

Are You Worrying about the WRONG Things in Your Janitorial Business?

What SHOULD you worry about? The weather? The proposal you just delivered? It’s easy to focus our thoughts and concerns – on the wrong thing, if we’re not careful.

Watch today’s fast paced video – Are You Worrying about the WRONG Things in Your Janitorial Business? where Dan reveals why ‘what you’re worrying about’ can be such an important indicator of your future success; that’s right, possibly – the difference between steadily improving your company vs. being continually stressed out.

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Run Your Cleaning Business – Like You Were Selling It!

Ever noticed someone in your neighborhood getting ready to put their house up for sale?

You know the drill.

They start frantically plowing through off a list of ‘things to fix, patch, putty or paint.

In fact, you may never remember seeing them work on their place this hard during ALL the time they lived there!

But, NOW, you’ll see them replacing badly worn carpeting, trimming bushes, fixing leaky sinks, repairing loose stair steps, as well as painting walls and doors.

Anything and everything to get their house in ‘ready to show’ condition so prospective buyers see it in the best ‘light’ possible.

In fact, the old joke is about over-hearing one of these motivated homeowners announce ‘Heck, if we knew it could look this good, we would’ve stayed!

Funny, sure, but there’s a lot of truth in it.

Getting your house ready for sale NOW is your best chance at getting ‘top dollar’ for it on closing day.

Well, as you might have guessed by now, I’m going to suggest

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The BUTTER Lesson: Selling Strategy for Cleaning Companies

The BUTTER Lesson: Selling Strategy for Cleaning Companies

Every day things – butter, for example. How can something as simple as butter reveal a valuable selling insight for today’s cleaning businesses. Check out this video to find out now.

Watch this fast paced video – The BUTTER Lesson: Selling Strategy for Cleaning Companies where Dan describes a familiar situation – spreading butter on toast to dramatize an important selling strategy – one which can make your prospective client much more receptive to hearing all about you, your company and your cleaning proposal for their building or residence.

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Should Your Janitorial Business Go After Bigger Buildings?

Whether it’s a 35,000 sq. ft. building or a 135,000 sq. ft. one, at first – big places can be intimidating.

But here’s something to think about..

Some of the larger, more intimidating buildings can actually be easier in some ways than the much smaller ones you feel comfortable with now.

Let me tell you a story…

A few years ago, I had a morning meeting with an attorney at a big downtown office building – in fact, it was one of the largest buildings downtown.

I got to the meeting a little early, so I took a few minutes to sit down in the main lobby. It was very nice.

Yep, very nice and very quiet.

And as I looked around, I began to realize there wasn’t another soul around anywhere. So, I got up to take a closer look.

I walked all over – including down the escalator to where there was a set of restrooms, as well as over near the sets of elevators.

And what I discovered was there was

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How to Get Your Cleaning People ‘On Board’

How to Get Your Cleaning Staff On Board

How can I get my cleaning staff ‘invested’ in the success of my cleaning company? How can I make them feel like it’s more than just a job. The answer has to do with how you explain what needs to be done – that’s right, the WHY.

Watch this fast paced video – How to Get Your Cleaning People ‘On Board’ where Dan explains why explaining the bigger picture – how the work being done today is part of a bigger plan to your cleaning staff can help them understand more, feel better about and take more pride in – the work they do today. Plus, he’ll share some practical examples of how and where you can start to share the WHY in your cleaning business.

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Cleaning Business Inspections Guidelines

In general, when it comes to inspecting cleaning accounts -short, general and frequent beats long, detailed and occasional.

Let me tell you a story…

In the early years, we used a very formal system of checking our accounts.

It included a rigid schedule, either weekly or monthly, where a manager would be required to fill out a very lengthy and detailed inspection form.

It wasn’t a bad system – it just wasn’t very good.

Why?

Well, our experience was very detailed inspections done only occasionally don’t fit very well in the our type of work.

You know the cleaning business can be very fluid, fragile. so many things can change from day to day, including whose cleaning the building.

So, when you only do an inspection monthly, the challenge of employee turnover can create problems.

You can find yourself literally checking the cleaning of an employee who just quit – and end up reviewing the results with his or her replacement – who themselves just gave notice ‘Friday’s gonna be their last day!’

Yeah, ouch… …

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The Problem with Only Networking to Grow Your Cleaning Business

The Problem with Only Networking to Grow Your Cleaning Business

What’s wrong with networking? I mean, it’s so powerful, so effective. Well, the answer is – there’s nothing wrong with networking, but only if you’re using it the right way; not expecting it will always be able to generate all your sales.

Watch this fast paced video – The Problem with Only Networking to Grow Your Cleaning Business where Dan explains what problems the owner of a janitorial business can run into when they expect EVERYTHING from their networking efforts alone. Plus, he’ll describe how making this mistake can have you saying Yes to jobs you should probably be saying ‘No’ to.

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Unusual Marketing Can Get Your Cleaning Company Noticed

The ’round file’ – yep, with barely any notice, that’s where a lot of marketing ends up.

Why?

Well, for one reason, it all looks the same.

While every brochure or ad tries to scream ‘Look at me!’ very view actually succeed

It’s true, few get opened and even fewer get read.

Colorful, slick, or glossy, doesn’t much matter, they’re still about as likely to get tossed as the no-color, no gloss ones.

So, what can you do to avoid seeing your marketing pieces suffer the same fate?

Well, of course, we don’t send want to simply send ‘ads’ listing our basic company info, meaning ‘name, logo and web address’ kind of stuff.

Hope not, we know that ‘name, rank and seriel number’ approach is boring and weak.

We know better, right?

Right – we know to send compelling marketing pieces directed at our at our niched, target business list and addressed to the actual name of the person in charge of hiring the contract cleaning company…right? Right.

And, …

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Dig Into the WHY in Your Cleaning Company

Dig Into the WHY in Your Cleaning Company

We see when something happens – good or bad. But, we what we don’t do enough of in our cleaning businesses is ask – WHY? Why did it happen? What caused it in the first place?

Watch this fast paced video – Dig Into the WHY in Your Cleaning Company where Dan explains ‘why the WHY’ is where the valuable ‘gold’ is to either make something positive – permanent, or make something negative – a thing of the past. Then, he shares a number of practical examples highlighting how asking and digging into the WHY of things in a cleaning business can be an incredible way to fix problems and systematize solutions.

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Your Cleaning Business’ 10 Best Customers

What do I mean BEST?

Actually, good question.

Well, by ‘best’ I mean – the ones who always seem to generate healthy profits, happy customers and few ‘headaches’.

You know the ones, they seem to be right in that perfect cleaning account ‘burn zone’.

If you have 10 of them, great, but, if you only have 3, or 4 or 5 for now, that’s fine too.

The only reason I suggested 10 is because we want to see what they have in common – and well, the more there are, the easier it might be to spot patterns

Anyway, here’s what they might LOOK like:

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People Problems Can Vary by Building Size in the Cleaning Business

People Problems Can Vary By Building Size in the Cleaning Business

A janitorial business cleaning mostly small jobs where only one person is needed to clean each night may be jealous of the big company cleaning large buildings – where maybe a dozen or more employees are scheduled each night. The big company may be jealous too. They may be tired of having to deal with the unique problems that come from having to staff and manage a large crew – all working together in one building.

Watch this fast paced video – People Problems Can Vary by Building Size in the Cleaning Business where Dan explains how the number of people needed to clean a building each night can bring with it a different set of challenges. Plus, he’ll share some practical personnel tips into what managers of either type need to focus on to be successful.

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When Does Your Cleaning Business Consider a Mistake Fixed?

It happens, right? It certainly happened to us.

You break a plaque on a wall or a decorative figurine on someone’s desk.

Your floor crew forgets to clean-up everything at the end of a tough job – leaving your customer to walk in and find the mess in the morning.

Your cleaner leaves the back door unlocked to an account one week – only to leave the front door unlocked the very next week!

You do everything you can to avoid making mistakes. You put systems in place to catch 95% of the stuff that can go wrong – but still mistakes happen.

So, how do you fix a mistake – or more specifically when is the mistake considered – FIXED?

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How Do YOU Turn Off the Cleaning Business in Your Head?

How Do YOU Turn Off the Cleaning Business in Your Head?

It can be overwhelming. Yep, if they’re not careful, cleaning business owners can find themselves excessively worrying about everything from employees and customers to equipment and schedules – practically 24/7. But too much is well, too much. We all need to find a time for relaxation – a time to give our mind a rest from the constant pressures of running a service business that can be as demanding as cleaning.

Watch this fast paced video – How Do YOU Turn Off the Cleaning Business in Your Head? where Dan shares what he looks for from a hobby or activity to give him a way of tuning out the daily grind – at least for a little while. Plus, he shares some of his and Tony’s favorite hobbies or activities are to escape from the pressures of work – so they are ready to come back the next day refreshed.

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Measure to Grow Your Cleaning Business

You already know how important I think it is to workload every office-cleaning job you bid on.

Getting a calculated cleaning time by gathering the actual dimensions, or at the very least, the cleanable sq. ft. of the building is a must.

How else will you be able to determine a number of hours per visit to base your monthly price on – one that’s competitive AND gives your cleaners enough time to clean – properly?

That alone is reason enough for going through a building to record the measurements.

But, the good news is – you get even more ‘bang for your buck’ for the time you spend measuring.

That’s right, here’s the other added value and it’s BIG.

To explain, let me tell you what happened to me one day on a building walk-through.

And the thing I’ll tell you right now, is it’s not at all
unusual – in fact, I heard it all the time.

While I was jotting down measurements, the prospect who was conducting the building tour asked …

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Personalize Your Cleaning Business Templates

Personalize Your Cleaning Business Templates

Using templates can be a very efficient tool in leveraging your time. That’s right, using standardized formats can go a long way in helping cleaning contractors handle the sheer number of bids, letters and requests in a manageable way – BUT, they won’t be nearly as effective as they could be, unless you take the time to do – one more thing..

Watch this fast paced video – Personalize Your Cleaning Business Templates where Dan explains how valuable it can be to take the time to personalize the templates your cleaning business uses. Plus, he’ll give examples of what that personalization or customization could look like on everything from bids to marketing letters.

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Where Cleaning Businesses Can Find Time

I don’t have the time.

I can’t find the time.

There’s never enough time.

We’ve all heard people say these things – you may have even found yourself saying them once or twice.

We all feel it, don’t we – the pressure of trying to get everything done – fit it all in to our day.

The challenge is real; finding a way to get to all the things coming at us from all directions – and all of them screaming, ‘Choose me! choose me!’

And it would be fine just to dismiss it, saying, that’s just the way life is – everyone is scrambling to find time – so, better just get used to it.

The problem is, of course, we want more.

We want more from our life – more from our business.

You have goals -and you probably have those goals for many parts of your life including your health, family and business.

So, how you gonna do it?

How are you going to get it all done?

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What Your Cleaning Business Can Learn from March Madness

What Your Cleaning Business Can Learn from March Madness

Dominating team vs. good in the clutch – which is better? That’s a question Dan heard being discussed on the radio. What he learned from that discussion that leads us to today’s tip.

Is it better to be the domination cleaning company or the one that can land the job under pressure?

Watch this fast paced video – What Your Cleaning Business Can Learn from March Madness – where Dan explains the difference between janitorial businesses that seem to land jobs, despite the presence of similar competition, vs. the ones that seem to easily land cleaning jobs – as if there aren’t comparable competitors.

Dan will reveal which one is better and how your company can be one of them.

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Cleaning Business Tip: Cut Out The Static!

It’s too much.
It’s not just mind-numbing TV shows or the so-called experts yelling at us all day on talk radio – or the endless online surfing.
It can also be our neighbors, family and friends who, in spite of their good intentions can quickly drag us into the emotional quick sand of whining about everything from the weather to the economy!
And, don’t even get me started on this constant talking on Smartphones about basically nothing!
It’s all just too much!
And really, if we’re really going to be honest, how has any of this constant static online, on TV, radio and, yes, even family and friends really changed anything?
Not much, right?
I mean other than the brief entertainment value of the shows, or the empty pleasure of a mutual complaining session with others – not much really comes of it.
So, why do we do it?
WHY do we give away our valuable time and energy to these activities that – give us next to nothing in return?
Worse yet, not only …

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Don’t FOCUS on Whether Your Cleaning Prospect Likes You!

Don’t FOCUS on Whether Your Cleaning Prospect Likes You!

It’s hard not to want your prospect or customer to like you. It’s natural. We all like to be liked. The tip in today’s video is – to not focus on it. Now, that may sound strange, but it may not be as strange as you think. And, when you find out why – you’ll realize there’s something more important to focus on.

Watch this fast paced video – Don’t FOCUS on Whether Your Cleaning Prospect Likes You! where Dan explain why moving your focus from ‘being liked’ to simply ‘being yourself’ is even more important. Plus, Dan will explain the wonderful consequences that can quickly come when we are brave enough to be real with the people we meet in the cleaning business.

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Use Minimums To Protect Your Cleaning Service’s Bottom Line

All you seem to hear about is the power of – maximums.

Maximum Speed! Maximum Returns! MaximumProtection!

Well, I’m hear to tell you about the power of minimums!

Specifically -

Minimum Frequencies,
Minimum Profit Per Month and
Minimum Number of Hours

Let’s take them – one at a time.

First, minimum frequency – for any job to qualify as being worth going after consider setting a minimum frequency (# of cleaning visits/week).

Why?

Well, landing a one-time per week account may be easy, but that may be the only easy part.

That’s right, getting it filled and keeping it filled with a competent cleaner – may be MORE of a challenge!

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What I Say To Myself Before a Building Walk Through

How to Get Your Cleaning Staff On Board

It’s too late once you’re in the building. That’s right, as you sit in your car, just before you go in to meet your prospect is an opportunity for a minute or two of positive self talk – you don’t want to miss.

Watch this fast paced video – What I Say to Myself BEFORE a Building Walkthrough where Dan explain why ‘talking to yourself’ for a moment or two before you go into your prospect’s office or building is something you should keep doing if you’re already doing it – or start doing if you’ve never tried it before. Plus, Dan will share some of the specific ‘things’ he tells himself to make the most of the time he’s about to spend with a building owner or property manager.

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Price Cleaning Jobs to Hire Locally

Let me tell you a story…

There was a time, when Tony and I weren’t getting the number of new cleaning jobs we wanted.

We were getting a steady stream of new accounts, but not enough to meet our aggressive sales goals.

We had been contacting all the buildings on our target list regularly and at first, we enjoyed a real wave of new work.

But then, things seemed to slow down… to a crawl.

We thought about it – and decided it would help to start going after some of the ‘low hanging fruit’ in other nearby towns.

Oh, so, what is this low hanging fruit? …

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Cleaning Bid Walkthroughs: Efficient vs. Effective

Cleaning Bid Walkthroughs: Efficient vs. Effective

Room measurements, fixture counts and floor types. Is that really what a successful cleaning bid walkthrough is all about? Well, yes and no. That’s right, while gathering critical building data needed to calculate the cleaning time, determine the price and create the cleaning proposal is important – it’s not the only thing that’s important, not by a long shot.

Watch this fast paced video – Cleaning Bid Walkthroughs: Efficient vs. Effective where Dan explains why today more than ever it’s important for cleaning business owners to be more than simply an efficient gatherer of building data to an effective business relationship builder with the prospect – one willing to take the time to become a trusted advisor to the prospect.

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Just Being ‘Green’ Isn’t Going to Save a Cleaning Business!

It’s a constant drumbeat.

Frankly, it’s just about the only thing you hear
anymore!

You know what I’m talking about…

Green Cleaning!

Yep, cleaning companies are ‘climbing all over each other’ so they don’t miss out on announcing to the world… ‘We’re GREEN!’

It’s said a million different ways…

* ‘We offer GREEN cleaning!’
* ‘We’re GREEN cleaning specialists!’
* ‘We use only GREEN products!’
* ‘We follow only GREEN cleaning methods!’

Great, we get it, you’re “green” -but, what else
are you? …

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Cleaning Business Marketing Strategy: Rinse and Repeat!

Cleaning Business Marketing Strategy: Rinse and Repeat!

‘I’m at the end of my 18 month pre-set plan of marketing steps – now what?’ That’s a question we hear from time to time from janitorial businesses who have completed all the steps in their marketing schedule. They want to know – what’s next? That’s right – now what?

Watch this fast paced video – Cleaning Business Marketing Strategy: Rinse and Repeat! where Dan explains an easy yet effective strategy to continue to leverage your same critical marketing messages without having to come up with whole new set of marketing pieces. Plus, he’ll give a practical plan for not losing the value of the marketing schedule of steps you worked hard to put together.

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Offer Options To Land More Cleaning Jobs!

It’s funny. People like to choose. They like options to pick from.

Ask if they want ice cream – and they say ‘No’.

But ask them if they want a scoop of vanilla or chocolate… and this time, you’re likely to hear them snap back with the flavor of their choice!

Yep, now they’re buying ice cream!

Why? What’s changed?

Well, the ‘offer’ or ‘pitch’ was presented as one of picking from options (vanilla or chocolate), rather than a simple ‘Yes or No’ to the question of whether they want ice cream at all.

And, there’s the lesson:

Take time to think of how you could create options for your cleaning business prospects to pick from.

Why?

Well, because, in general, people like…

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What Would YOU Want from a Cleaning Service?

How to Get Your Cleaning Staff On Board

What if YOU were the building owner or manager? That’s right, the secret is to think about the specific things you would want from the next cleaning business you were looking at hiring to clean your office or building.

Watch this fast paced video – What Would YOU Want from a Cleaning Service?, where Dan shares practical examples of things he might want to look for – if he were a building owner or property manager and was going out to hire a contract cleaner to service his building or office. Then, he’ll give practical steps you can take to prove to your customer that you, in fact, have the very qualities and procedures they’re looking for.

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Why Your Cleaning Business May Be Doing More Work, But NOT Making More Money!

Ever felt that way?

Ever wondered why it seems you’re cleaning more accounts than ever, but not making any more money?

How can this be? It’s enough to drive you nuts!

You ‘know’ you’re bidding each new cleaning job the same -at least, you think you are.

So, what the heck is going on?!

Well, it might come down to one thing:

…. OVERHEAD.

What’s that? What’s does overhead mean in a cleaning business you ask?.

Well, ask a hundred people and you’ll likely get
a hundred answers.

But, for today, let’s define overhead as…..

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Cleaning Business Opportunity: Think ROI vs. Cost

Cleaning Business Opportunity: Think ROI vs. Cost

It’s unnatural – at first. What’s that? Well, to think ROI vs. Cost. But, there’s a profitable opportunity waiting for those cleaning business who make the shift.

Watch this fast paced video – Cleaning Business Opportunity: Think ROI vs. Cost where shares practical examples of how he and Tony made the shift from focusing only on initial expense to considering the practical financial impact of all kinds of purchases from software to cleaning equipment. Then, he’ll give practical steps you can take to make the shift in your janitorial business.

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Take Inventory of Your Cleaning Business!

It’s hard to make some business lessons exciting.

This is one of them: Take inventory

In other words, know what you have AND where it’s at.

Why?

Well, of course, the obvious reason is you own the asset – and whether it be an auto scrubber, vacuum cleaner or hi-speed burnisher, it’s up to you to keep track of it.

(Lord knows, if you don’t… no one else will)

But, there’s other just as important reasons to take inventory.

First, the things you keep close track of don’t seem to ‘disappear’ as often – AND…

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The 30 Minutes that KILLED the Cleaning Business.

The 30 Minutes that KILLED the Cleaning Business

Shocking, that something as small as 30 minutes can wreck the financial picture at one of your cleaning jobs- but, it can.

Watch this fast paced video – The 30 Minutes that KILLED the Cleaning Business, where Dan shares two examples of how small increments of time can wreak havoc on your janitorial business or residential cleaning company. Then, he’ll give practical steps you can take to ‘lock in’ the profitability or your accounts early on when you are first starting up a new cleaning account.

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Janitorial Business Key: Measuring

Ever went to a building to take measurements so you could figure out how much to charge for a carpet cleaning or tile job?

Ever had to go back a second – or third time?

Yep, it can happen – it used to happen to us.

But not anymore, or at least very, and I mean very, rarely.

Here’s why:

We painfully learned to take the time to measure properly and accurately – the first time.

That’s right, in our first visit, if we’re not sure of a measurement we took, well, we’ll go measure it again. period.

So, be sure to take full advantage of your first measuring walk through of a building.

Here’s how:

Slow things down – so you get only the most accurate info to load into the workloading and bidding software.

I admit it -we hope cleaning business owner consider using CleanBid bidding software, and think it’s the best bidding program around, BUT, whatever you use, you’re going to want …

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It’s What You DO When You DON’T Get the Cleaning Job!

It’s What You DO When You DON’T Get the Cleaning Job!

What good could come from NOT getting the cleaning job you’re bidding on? Well, plenty. That’s right, sometimes it’s not whether or not you get the job – it’s how you handle yourself no matter which way they decide.

Watch this fast paced video – It’s What You Do When You DON’T Get The Cleaning Job!, where Dan shares a story about how the way a business owner treated them – and how it cost that person any shot at working with them in the future. Then, Dan will explain why you want to handle rejection the right way – and finish up by giving you several practical strategies for turning initial rejection into ultimate success.

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Should You Do ‘Sub Contract’ Work for a National Cleaning Management Outfit?

I got a call one day – it went something like this…

Yes, this is Steve with a management firm out here in California.

We’ve just picked up a big company and one of their support buildings is out there -near you in Ohio.

The cleaning is six times per week now, but I think you might be keep it looking good in five.

Anyway, the thing is we’re looking at $2,200, maybe $2,300 – interested?

Yeah, that’s the pitch…. basically, they’ve got $2,200 or $2,300 available for some cleaning – would you like it?

Well, of course, the answer should be – it DEPENDS. That’s right, it depends on LITTLE things (sarcasm intended) like…

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How to Spot a HIGHLY Productive Cleaning Business Owner!

How to Spot a HIGHLY Productive Cleaning Business Owner!

All things aren’t equal – some people get more done than others. Why? Well, in this video we see how you can not only spot a cleaning business owner who probably gets more done than his competitors – but, how you could dramatically increase your own productivity by implementing the same technique.

Watch this fast paced video – How to Spot a HIGHLY Productive Cleaning Business Owner!, where Dan tells about a crazy story he heard on radio that illustrates how a man used a variation of the productivity technique to win a car – and then gives a practical example of how you can create a daily schedule that will help you get a whole lot more done – a whole lot faster in your cleaning company.

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Cleaning Business Owner Warning: Don’t Kid Yourself!

‘Oh, we’ll be able to ‘bang out’ the cleaning in no time, probably an hour! No problem.’

‘Oh, I know this building is really dirty and hard to get to – but I’m sure we’ll be able to hire someone locally to clean it. No problem.’

‘Oh, I see the specs call for us to provide an auto scrubber. I don’t know how much they are new, or if I can even find a decent used one, but I’m sure I can get my hands on something, from somewhere, pretty cheap. No problem.’

I once had a boss who gave me these words of advice – and I never forgot them..

Nothing’s a problem, until it’s a problem and then it’s a problem.

The point, of course, is when we ‘kid ourselves’ into believing everything will simply,effortlessly, almost magically work out without much work on our part, well, we’re setting ourselves up for, yes you guessed right – a PROBLEM.

By the way, it reminds …

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Clean Guru Thinking vs. Natural Instinct: WHEN Should You Change Your Cleaning Business?

Clean Guru Thinking vs. Natural Instinct: WHEN Should You Change Your Cleaning Business?

When things settle down – THAT’S the right time to make changes, right?! Well, maybe, maybe not. Sometimes the answer to problems turns out to be the exact opposite of what we would naturally think. Is this one of those times?

Watch this fast paced video – Clean Guru Thinking vs. Natural Instinct: WHEN Should You Change Your Cleaning Business, where Dan gives a personal story and a janitorial business example to illustrate ‘how the right time to make changes to improve your cleaning company may turn out to be opposite of what you might naturally think.’

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Being REAL Beats Being Clever in Janitorial Business Marketing!

It’s fun to think up something clever. You can see a lots of clever writing in advertising.

Our local zoo advertises, for example, advertises on billboards from time to time. They will often highlight some clever or funny ‘play on words’.

For example, let’s say they’re opening a panda exhibit – the sign might say something like ‘Get Here Early
Because It’s Utter Panda-monium at the Zoo!’

Cute, right? Sure, we ‘get it’, but does it work?

Who cares, as long as it funny, interesting – clever, right?

Wrong.

Ok, hang on, don’t misunderstand – we love our zoo here in town. In fact, it’s hands down, one of the best in the country.

But, to be honest…

I don’t think it much matters if it works, or not.

Huh, why?

Well, our community loves and supports our zoo in big time, and in every way possible – including financially, so…

Whether the ad works or not, the zoo will still be in business tomorrow, but, if you or I spend a fortune on advertising that doesn’t …

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Embarrassing Story – BIG HR Lesson for Cleaning Businesses!

Embarrassing Story – BIG HR Lesson for Cleaning Businesses!

Why does everyone love to hear about Dan’s mistakes? Who knows? But, whatever the reason, they do – so, here’s another one that left him completely red in the face with embarrassment.

Watch this fast paced video – Embarrassing Story – BIG HR Lesson for Cleaning Businesses! to hear Dan share an in-the-trenches HR situation where he got caught – completely off guard! Then find out the simple steps you can take in your janitorial or residential cleaning business to make sure you end up in the same awkward predicament Dan found himself in.

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Small Goal Setting Tip for BIG Cleaning Business Success!

Standing in awe – admiring the Great Wall of China, sprawling over 4,000 miles, as far as the eye can see, a man asks:

How in the world did they build that?

And, the answer, of course, is the same way anything of value is built – yep, one brick at a time.

You have goals for your cleaning business.

You may want to double your profits.
You may want yearly sales of $1,000,000
You may want to earn $100,000 a year.

You can – others have done it. So can you!

But, HOW did they do it – right??

Well, it wasn’t a stroke of genius – at least I’ve never seen it done that way in the cleaning business!!

Nope, it was the un-sexy way, the real way – basically by building the business – one brick at a time.

What bricks? …

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Why Cleaning Businesses Should Treat Customers…Like Prospects!

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How can that be right? Why in the world would you want to treat the customers of your janitorial business or residential cleaning service – like prospects?! Well, the answer may surprise you and has a lot to do with human nature – and how it can quickly have us making customer service mistakes…if we’re not careful!

Watch this fast paced video – Why Cleaning Businesses Should Treat Customers…Like Prospects! where Dan makes an embarrassing admission that holds a clue about what cleaning companies can do differently, starting today, to dramatically improve how your customers feel about your cleaning business.

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Could Ice Cream Biz Hold KEY to Success in Cleaning Biz?

There’s a place that sells soft serve ice cream near where I live.

Don’t ask me how I know…. lol

Anyway, in the last 2 or 3 summers, they’ve been booming with business with people are lined up from 10 in the morning until late at night.

And that’s seven days a week, all summer long.

Now, there’s another place that sells soft serve ice cream not too far away from the first place.

But, their story is quite different.

You see, they used to get everybody to come to them, baseball teams – everyone!

Not any more.

They’ve gotten so slow in the last year or two, I wouldn’t be surprised if they shut down completely –while the other ice cream shop is, like I said, booming.

Why?

I mean – they’re both in the exact same business.

They’re located just 10 minutes from each other – both in good locations.

So, really, what’s up?

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Janitorial Businesses: Don’t Be Afraid to Tell ‘Em What You Know

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You see it – in fact, it may be that we’ve all done it once or twice ourselves. What is it? Well – letting our prospect take over so completely during the selling process that we lose any chance of impressing them with our knowledge of what it takes to put together a successful cleaning program. Opportunity lost.

Watch this fast paced video – Janitorial Businesses: Don’t Be Afraid to Tell ‘Em What You Know to hear WHY so many commercial cleaning and residential maid service businesses avoid telling building owners and homeowners about their own experience and opinions, why THAT may be costing them sales and WHAT you can do about it NOW!

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Does Your Janitorial Business Prefer to Clean Property Managed or Owner Occupied Buildings? Part 2

Last time, we looked at the pro’s and con’s of cleaning property managed buildings.

Today, let’s look at owner-occupied ones.

It’s probably obvious, but worth saying just to be clear, that these are buildings where the owner of the building actually uses some or all of the building to run their own company.

And that difference makes a big difference when it comes to cleaning.

As you can imagine, the owner of a building who actually uses (occupies) the building to run their own business generally takes a great deal of pride in the daily appearance of their building.

This isn’t just some…

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‘OVER-Hire’ to Avoid Over-Reacting in Your Cleaning Business!

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It’s like a ‘kick to the gut’ – you know the deal: You’re unbelievably busy and need the person you just hired and started to train to keep showing up – but they don’t. That’s right, the brand new person you trained for the last week or so – yep, the one who showed so much promise, has up and – quit. Ugh!. Now, you’re back to square one, right?!

Watch this fast paced video – ‘OVER-Hire’ to Avoid Over-Reacting in Your Cleaning Business! if it’s ever happened to you – because, in this episode Dan reveals an insider strategy that may be solve the problem once and for all – so you don’t have to feel THAT kind of ‘kick to the gut’ feeling ever again!!

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Does Your Janitorial Business Prefer to Clean Property Managed or Owner Occupied Buildings? Part 1

Ok, I’ll go first. Which do we prefer?

Short answer – owner occupied.

There, you have it.

But, on a serious note, we could learn a few things by taking a few minutes to look at this question closer.

First, let’s re-state the question.

“Which is better to go after if you want to grow quickly and profitably -.property managed or owner occupied buildings?”

Now, to get to an answer, let’s talk about…

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Why YOUR Cleaning Business Shouldn’t Hesitate to ‘Do the RIGHT Thing!’

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It’s painful. That’s right, it can hurt, even our checkbook, to do the right thing. And, so, it might be tempting, sometimes – to avoid the pain and not face up to taking the most ethical or principled approach – but, we should.

Watch this fast paced video – Why YOUR Cleaning Business Should… Do the RIGHT Thing! where Dan reveals the principle as well as practical reasons why ‘doing the right thing’ even when it may cost your cleaning business a few dollars – is a good idea, especially if you plan on business for years not months!

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Label Everything In Your Cleaning Business!-Part 2

Ok, so let’s pick up where we left off last time.

If you remember…

I had just bleached the carpet in a main executive office of one of our biggest customer’s buildings.

And, also, if you remember,

we were cleaning this carpet because our customer had VIP’s coming in the morning!

And, finally, if you remember,

the carpet looked horrible… actually ‘ruined’ some of the brown carpet was now bleached ‘yellow’ – while other areas were still brown carpet…

…creating what I would describe as “a huge, swirling mess of yellow and brown!”

….which by the way, on a side note, made me feel like I didn’t spray the ‘protectant’ on the right way… but that’s another story…lol… anyway…

Yeah, so THAT about sums it up.

Ok, so after the initial shock wore off… here’s what we came up with…

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What YOUR Cleaning Business Can Learn From the BAR Business!

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Ok, first of all, it’s NOT booze! That’s right, might as well get this out of the way – right away: the lesson your janitorial company or residential maid service can learn from the bar business doesn’t have anything to do with alcohol. Nope, it’s more powerful than that! It’s a strategy for keeping customers excited about doing business with your janitorial business over and over again.

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Label Everything In Your Cleaning Business!-Part 1

I think it was 1987.

It was also our first year in business when Tony and I were still doing almost everything ourselves.

Anyway, we were working one day and as happened a lot, we quickly realized we were also going to have to clean that night too.

It was an auto supplier – and, they asked us to clean the carpet on two floors of offices.

They were having some VIP’s coming in the morning so it we had to make sure we got it got it clean and dry by morning.

Back then, all we had was portable extractors, so that’s what we used. We brought along some carpet ‘fabric protector’ to spray-on when we were done.

Nothing unusual so far. In fact, it was going pretty well.

I should mention, however, it was late. I don’t know what time it was – but it was late and we were tired.

I mean really tired – you know that kind of tired where you get a little ‘goofy’ and everything starts …

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Could You WALK- AWAY From YOUR Cleaning Business For 30 DAYS?

Could You WALK-AWAY From YOUR Cleaning Business for 30 DAYS?

Sound crazy? Well, let me quickly explain. You see, lots of cleaning businesses desperately want to know how they can get un-stuck – and take their janitorial company or maid service to the next level. Well, asking and then answering this question may be the KEY to moving forward for many of those companies – and YOU!

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Does Your Cleaning Business NEED References?

Does Your Cleaning Business NEED References?

Short and sweet answer?

Yes you do, or at least, you’ll WANT them – and sooner rather than later.

And what exactly is a reference?

Well, it’s a customer that’s so satisfied with you and your cleaning, they’re willing to inconvenience themselves – to help you grow!

What do I mean?

Well, let’s think about it.

Customers of yours, who agree to be listed as a reference of yours, are saying they’re willing to ‘take calls’ during their busy work day to answer questions about you and your cleaning company.

Now, that’s commitment. That’s loyalty.

Written testimonials are great and you need to collect and exhibit them to ‘prove’ to your prospective clients your cleaning business’ ability to deliver on your promises of service.

But ‘LIVE’ references are even more powerful.

They say to the prospect, “this cleaning company has a number of clients so happy with their service, they’re willing – even glad, to tell about their positive experience in dealing with you!

Don’t panic. You don’t need 50.

But you …

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How to Bid Cleaning Jobs… When You Have More QUESTIONS Than Answers!

How to Bid Cleaning Jobs… When You Have More QUESTIONS Than Answers!

Maybe it’s happened to you – if not, it probably will and maybe sooner than you think. What is it? Well, this –having to bid on a job that’s so unusual that you can’t rely on your normal bidding methods. But, you think you want the cleaning job…so what can you do?

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Use this SUPER-Power in Your Cleaning Business!

Take your pick:

1. The question isn’t ‘What CAN you do?’ – it’s ‘What WILL you do?’

2. Quit talking, and start doing!

3. And, of course, my personal favorite, from my own dad, “Talk is cheap, whiskey costs money!”

What is the message of all three?

You guessed it – stated simply,the difference between dreams and achievement is…

IMPLEMENTATION.

And, implementation is the SUPER-Power you can use to grow your cleaning business!!

That’s right, how quickly and efficiently we implement our ideas determines to a great degree, how fast we will improve and how soon we’ll begin to see results.

Implement many important ideas quickly and in a short time you’re likely to see things change dramatically.

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Creating ‘DIFFERENT’ in Your Cleaning Business!

Creating ‘DIFFERENT’ in Your Cleaning Business!

Shocker! Simply doing more of what other janitorial cleaning businesses are doing – or even doing it faster or better, isn’t THE key to successfully marketing and growing. But, creating at least ONE important ‘thing’ that’s different about your commercial cleaning company or residential/maid service just may be!

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Why Price Per Sq. Ft. Won’t Fly in Bidding Office Cleaning Jobs!

Maybe.

Yeah, maybe if all cleaning companies were the same, it might work.

Yeah, maybe if all customers wanted the same thing, it might work.

But they’re not… not by a long shot! Here’s the rub.

See, broad, one-size fits all approaches to bidding, like price per square foot, might work, if all cleaning companies were all the same size, cleaned the same, had the same costs, and expected the same profit.

But they don’t.

The really big janitorial building service contractors or BSCs may come close…

Yeah, really large cleaning companies, some of whom may have 500 or more employees – may come close.

At that level, the ‘players’ may begin to look similar; similar management structure, similar approaches to cleaning, similar quality control methods, and maybe most importantly – similar expense ratios and profit requirements.

So, at that level of play, per square foot based pricing may work adequately.

The reality is…

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You Don’t Need NEW in Your Cleaning Business – It’s Nice, But OVER-rated!

You Don’t Need NEW in Your Cleaning Business – It’s Nice, But OVER-rated!

Worrying about NEW can get in the way of building a successful janitorial or residential, maid service business. But if NEW is over-rated there are three BIG things that are under-rated and those 3 things can give you more than enough to grow a successful cleaning company.

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What Do Customers in Your Cleaning Business REALLY Want?

What do the customers in your cleaning business REALLY want?

Well, let’s start with this: It’s not perfect cleaning.

What? I mean how can I say such a thing?

Well, because your customers know, as well as you, that the idea of ‘perfect’ anything – is ridiculous.

In fact, they know cleaning companies that promise things like ‘perfect cleaning or ‘no mistakes’ are kidding themselves, or worse yet – trying to fool them!

That’s right, they know better.

Yep, they know after watching an endless parade of cleaning companies, who promised the moon …but quickly fell flat on their face – that “perfect” cleaning is neither perfect, nor possible.

No, instead, they nearly all learn to avoid the empty promises of those guaranteeing perfection – and start looking instead for something else.

So, what’s that?

What do customers really want from their janitorial cleaning service?

Best price?

Sure, they look at it, but no, it’s not just price.

Well then, what is it? It’s this, drum roll….

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It’s Never Too Late to Change the Way You BUILD Your Cleaning Business!

It's Never Too Late to Change the Way You BUILD Your Cleaning Business!

You may not be happy with the way you’re building your cleaning business – we weren’t, at least not at first. You may feel that telemarketing and subcontracting aren’t giving you the kind of profitability, control and close relationship with your client that you want.

Watch this fast paced video – It’s Never Too Late To Change The Way You BUILD Your Cleaning Business! where you’ll hear Dan explain a practical strategy to help you turn things around and put you and your commercial cleaning or residential maid service business back on the right course faster than you may have ever thought possible!!

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The Secret To Getting Things Done in YOUR Cleaning Business!

It sounds straight forward enough.

Create marketing.
Sell better.
Hire better.
Train more.
Inspect accounts.
Repair equipment.
Stay in budget.
etc etc etc, right?…

So, with a short list of to do’s as overwhelming as THAT – yeah, it’s easy for some things, including important things – to get missed.

Why?

Well, we all know, don’t we – the urgent gets in the way of the important!, doesn’t it?

It sure does.

So what can be done about it?

Well, here’s three powerful, but challenging, steps to getting more done in your cleaning business:

1. ‘Carve out’ a period of time

2. Assign a specific purpose to it

and THEN, maybe most important of all -

3. Jealously guard it for THAT purpose ONLY.

Let’s take a look at how this might look.

Let’s say, for example, you decide between
7:00 -8:15 AM, every Tuesday and Friday:

You will check your timesheets or reports to make sure your accounts stay in budget.

If you check them, and they’re in budget – great!

But, if you find any exceptions, you’ll either dig …

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The ONE Question that Shouldn’t Be Your FIRST Question to Your Customers!

The ONE Question that Shouldn't Be Your FIRST Question to Your Customers!

It’s natural — when we fall behind, when things are hectic, if we’re not careful, cleaning business owners can find themselves asking their customers this ONE question – a question that sends all the wrong messages. In this video, we’ll reveal the question and explain exactly why it’s a big potential problem for cleaning companies.

Watch this fast paced video - The ONE Question that Shouldn’t Be Your FIRST Question to Your Customers! where you’ll not only learn the one question that sends the WRONG message ( when it’s asked FIRST), but also, what you can say and ask instead that sends the RIGHT one!

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Is YOUR Cleaning Business ‘in Budget’?

No doubt about it.

It sure is exciting to announce to the office that you just landed a new account!

Making a sale is, and always will be, a thrill.

But, there’s something just as important that you
don’t generally find people running around the office
boasting about – but they should.

And that’s getting and keeping those cleaning accounts- in budget!

That’s right, once you land an account, one of your
very first priorities should be assigning it the budgeted hours you used to determine the monthly price.

Again, those budgeted hours are the total hours per night you (if you’re cleaning the building yourself) or your office cleaning staff ( if you’re hiring an employee) can spend each visit to clean the account.

Bottom line: …

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Why ‘Same Message, Different Methods’ is the KEY to Success in Marketing Your Cleaning Business!!

Why ‘Same Message, Different Methods’ is the KEY to Success in Marketing Your Cleaning Business!!

People are different – including the people that buy your cleaning services. They like to learn in different ways. In this video, we’ll take a look at a few of the ways people like to learn and explain how it can provide your cleaning business a big opportunity.

Watch this fast paced video – Why ‘Same Message, Different Methods’ is the KEY to Successful Marketing in the Cleaning Business!! where you’ll learn what you want to keep consistent and what you want to ‘ change up’ to get different kinds of prospects interested. Plus, Dan will give you examples of different advertising methods you may want to include in your marketing process.

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Don’t Trash Other Cleaning Companies!

We’ve all been tempted.

You’re walking down hallways, and in and out of offices and restrooms, being shown a building to bid on and suddenly there it is, staring you in the face – the perfect opportunity!

What is it?

Well, it could be a white painted door heading to the plant covered in greasy handprints, or it might be the tops of office partitions covered with an ‘inch’ of dust.

Maybe it’s the urinals or stools in the bathroom stained with ugly mop and splash marks up the side.

Whatever it is, you’re tempted to jump in and pounce on this chance to ‘cut up’ their current service.

But don’t.

I know you could…and I know you may want to, but don’t!

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Stop Obsessing About Cleaning Supplies in YOUR Cleaning Business!!

Stop Obsessing About Cleaning Supplies in YOUR Cleaning Business!!

You would think it’s the most important thing in the cleaning business – really, if you looked at all the ads online and in industry magazines, you would think which of the countless, different lines of cleaning chemicals you decide to use is going to determine whether your janitorial business or residential, maid service thrives or fails. But, as they say, it ain’t necessarily so – not by a long shot.

Watch this fast paced video – Stop Obsessing about Cleaning Supplies in YOUR Cleaning Business!! where you’ll learn how important this ‘cleaning supply’ issue REALLY is so you can separate the important issues like safety, effectiveness and convenience from the not so important ones, like whether it’s the ‘latest and greatest’. Plus, Dan will tell you 3 things that are a lot more important to the success or your cleaning company than your preference in glass cleaner.

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We Lose A Little Bit On Every Job, But Make It Up In Volume?!

Ever heard that line before?

It’s supposed to be funny.

And it is – if you realize it’s poking fun at one of the most ridiculous business strategies ever.

And, what’s that?

Well, the idea that knowing if you’re making money on each job isn’t important as long as you’re doing – lots of them!

I know, sounds crazy, right? And it would be funny, if it wasn’t for the fact that so many hard-working cleaning businesses run their business as if it were TRUE!

I hope you’re not one of them, but if you are, don’t despair!

That’s right, you can start now to move in the direction of having all, or nearly all (we’ll talk about exceptions later), of your cleaning jobs making money.

And, sure, it’s simple yet powerful advice – but how?

Well, as always, here’s where the ‘heavy lifting’ comes in.

You need to…

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Do Business with People Who Do Business with You and Your Cleaning Business!!

Do Business with People Who Do Business with You and Your Cleaning Business!!

Sounds like common sense, doesn’t it? But, how many times have we bought something, whether it be a car, insurance, gym membership or meal from a local business – and completely forgotten to even include one of customers of our very own janitorial business or maid service in the purchase decision? Yep, it happens.

Watch this fast paced video Former Cleaning Business Employees Finally Spill the Beans!! where you’ll learn how important it can be to keep your cleaning clients and what they offer ‘on your radar’ when you are thinking about buying a given product or service – and how it can help build your relationship with them in the process.

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Niche the Niche to Attract Profitable Cleaning Jobs!

No question about it.

Finding a niche or a targeted part of the market to focus on, is one of the best strategies to attract profitable new cleaning business.

You may decide, for example, that rather than service both residential and commercial accounts, you’re going to start to focus MORE attention on the commercial side.

You might begin to direct all of your training and marketing dollars in that direction.

That works.

But, you may decide to push it even further… you may decide to niche the niche.

What’s that?

Well, let’s say that within the commercial cleaning market, you decide to specialize…

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Former Cleaning Business Employees Finally Spill the Beans!!

Former Cleaning Business Employees Finally Spill the Beans!!

‘Boy, just wait ’till I quit, that’s when I’ll tell them what I REALLY think about this job!’ How many times in a movie or yes, in real life too, have we heard an employee of a company announce their intention to ‘spill the beans’ – that’s right, finally give their employer a ‘piece of their mind’- by saying those words. Plenty, right?

Watch this fast paced video Former Cleaning Business Employees Finally Spill the Beans!!; where you’ll learn one of the very best sources for ideas on HOW to improve your janitorial company or maid service! Plus, Dan gives practical examples of the kinds of important, even shocking things you can learn by implementing this useful strategy.

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I Can’t Believe We Lost THAT Cleaning Account!!

Ever gotten a phone call or certified letter informing you that one of your big customers is dropping you?

It can be devastating, leaving you completely blown away – nearly immobilized all day or longer.

Well, it’s happened to us – more than once! It can knock the wind out of you like a punch to the gut!

And, while I wish it weren’t the case, if you’ve been in the cleaning business for any length of time, there’s a good chance it’s happened to you too.

If you haven’t, I’m happy for you, but to be realistic, it not only could happen to you, it very likely will.

I’m not trying to be a smart aleck, it’s just that sometimes…

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What Matters MORE Than the SIZE of Your Cleaning Accounts!

What Matters MORE Than the SIZE of Your Cleaning Accounts!

There’s so much around us – attacking us every day. What am I talking about? Well, negativity, of course. It’s everywhere- and if we’re not careful it can creep into our janitorial businesses or residential maid service. But, here’s the good news – there are ‘things’ you can do now to stop it in its track and keep it from affecting you and your cleaning business.

Watch this fast paced video 4 Practical Ways to BEAT Negativity in YOUR Cleaning Business! you’ll hear four practical and easy to implement ways you can inject some positivity into your cleaning business REPLACING so much of the negativity around us!

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Help! All the New Jobs We Just Landed Want Us To Start Cleaning On the SAME Day!

We’ve all been there, haven’t we?

You’ve been marketing, and measuring, and bidding, and selling, and hoping and then suddenly – the phone rings!

Your dreams are coming true! They’re calling to tell you the good news – they’ve chosen YOU to clean their building or home.

Happy days, right?

Yes, well, sort of.

You guessed it, the bad news is you’ve just discovered ALL of the new accounts want you to start cleaning on the same day.

And which day is that?

You guessed it, either…

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4 Practical Ways to BEAT Negativity in YOUR Cleaning Business

4 Practical Ways to BEAT Negativity in YOUR Cleaning Business!

There’s so much around us – attacking us every day. What am I talking about? Well, negativity, of course. It’s everywhere- and if we’re not careful it can creep into our janitorial businesses or residential maid service. But, here’s the good news – there are ‘things’ you can do now to stop it in its track and keep it from affecting you and your cleaning business.

Watch this fast paced video 4 Practical Ways to BEAT Negativity in YOUR Cleaning Business! you’ll hear four practical and easy to implement ways you can inject some positivity into your cleaning business REPLACING so much of the negativity around us!

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Should Your Cleaning Business Treat All Customers The Same?

The safe answer would be, Yes!, right?

Well, never one to play it safe, I’ll go ahead and say it…No!

Ok, hold your horses…let me explain.

If you’re talking about delivering what you promised, then, sure – Yes.

Or, if you’re talking about showing every customer you appreciate them…then – Yes, again.

And, finally, if you’re talking about treating customers fairly… absolutely, Yes, to that one too!

But, if you’re talking about giving every customer:

-the exact same amount of attention

-the exact same number of customer service calls

-the exact same number of times when you’ll ok extra cleaning, at no charge, for them, for whatever reason..

…then, the answer is an emphatic ‘No’!

You see this ‘treat every customer the same’ idea, sounds nice – yep, it’s politically correct, but – here’s the rub….

it only works if all customers are the same…which, of course – they’re not!

Don’t believe me? Let me tell you a story…

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Why YOU Need to Be The Cleaning Business They KNOW!

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Ever heard the expression, ‘Better the devil you know… than the devil you don’t know.’? Well, you might not think that doesn’t have much of anything to do with running a janitorial business or residential cleaning/maid service, but you’d be wrong.

Watch this fast paced video Why YOU Need To Be The Cleaning Business They KNOW! you’ll hear how this one idea – of becoming familiar to your prospects, that’s right, just being someone they know – can make a big difference when it comes time for them to choose between you and another cleaning company!

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It Takes More Than MONEY For A Cleaning Business to Keep Good Employees!

If the key to keeping and motivating people was as easy as just throwing money at it – then paying the highest hourly wage would be the only strategy you’d ever need.

But it’s not; not by a long shot.

Let me tell you a story..

When I was 16, I worked in a local department store.

Myself, and about a half a dozen other guys, were called ‘number three’s', yeah, no kidding, they actually called us # 3′s, don’t ask me why, I have no idea.

Anyway, our duties as # 3′s, included such ‘glamorous’ jobs as emptying trash, gathering clothes hangers, packing up orders to be sent by mail as well as..

‘jumping on’ and restraining the occasional wild eyed…

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Forget the Olympics – Give Me a Cleaning Business!!

Forget the Olympics - Give Me a Cleaning Business!!

Ever watched the Olympics? You know, sat down, turned on the TV and watched the finals of let’s say figure skating or diving. Well, if you do, you’re bound to hear announcers describe how everything hinges on this last move or final dive. How does that strike you?

Watch the fast paced video Forget the Olympics – Give Me a Cleaning Business!! where you’ll learn important differences between the Olympics and running a janitorial business or residential maid service and how those differences should make you feel lucky!

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ONE Secret To Success in the Cleaning Business?

I wish there was one secret – really, I do.

Life would be so much easier.

I could simply whisper it in your ear and poof like magic you’d be landing great accounts, filling jobs with motivated people – and monitoring it all of it from your laptop computer!

But I can’t – because there isn’t one, all powerful secret.

But hang on for just a second, you don’t be discouraged – if fact, you should be glad!

Let me explain.

You see, if there were, one, all powerful secret to this business, you might be able to build a wildly successful company at first.

But, here’s the rub – you wouldn’t be able to keep it – at least not for long!

Let me tell you a story.

Years ago, Tony and I…

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Cleaning Business Alert: Don’t Make This Costly MISTAKE with Linked In – EVERYBODY Made with Facebook!

Cleaning Business Alert: Don't Make This Costly MISTAKE with Linked In - EVERYBODY Made with Facebook!

You don’t want to fall behind – it’s natural, nobody wants to feel like they’re missing out on the next BIG thing. And, when the next big thing has to do with social media tools like Facebook and Linked -in – well, all bets are off!

But, hang on, there’s good news, because before you’re done watching this fast paced video, Cleaning Business Alert: Don’t Make This Costly MISTAKE with Linked In – EVERYBODY Made with Facebook! Watch this video to hear how the public got ‘snookered’ by Facebook and how the very SAME thing could happen to you AGAIN with the business social media tool – Linked In – if you’re not careful!

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Cleaning Business Owner Confesses ‘Stop The World, I Wanna’ Get Off!’

Ever felt that way?

Has the ‘stuff’ you’ve got to get done today got you spinning so fast -you feel like shutting the whole thing down – just to catch your breath?

Have you ever thought to yourself as you race around trying to bid jobs, clean accounts and hire people…

‘If THIS is what it takes to grow, I’d be better off just staying small, and doing the work myself !”

I don’t blame you for feeling that way.

Really.

If you feel that you’re ‘killing yourself’ to…

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Why Delighting Customers in YOUR Cleaning Business SHOULDN’T Be Spontaneous!

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We hear how everyone ‘hopes for’ and loves a surprise. Well that may be, but if the thing you’re hoping for is as important as the success or even survival of your janitorial business or residential maid service – then hope or spontaneity are too unpredictable to count on.

Before you’re done watching this fast paced video, Why YOUR Cleaning Business SHOULDN’T Be Spontaneous! you’ll realize that consistently delighting your janitorial and residential clients is way too important to leave up to something as fragile as spontaneity or chance!

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Does YOUR Office Need A New Cleaning Company?

I hope not.

Instead, I hope the way your office or building looks is a shining example of the very best your company can deliver.

But if it isn’t… it should be.

Really, it’s just ‘not ok’ to deliver quality cleaning to
your clients, and then have your office look like a ‘frat
house’ on a Sunday morning…. after a Saturday night!

I read somewhere that General Schwarzkopf had said
that polished shoes, that’s right, polished shoes,were critical to success in his mind.

The idea being if you start allowing yourself to deliver less than the best, it’s more likely you’ll deliver less than the best at other times… as in times of war or other crisis – when you can least afford to do so!

Fortunately, the opposite is also true.

That’s right, when it came to the appearance of our
office we followed the old saying, ‘Look sharp – be sharp!’

And went as so far as to…

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Why ‘CAMPING’ May Hold the Secret to Success in the Cleaning Business!

Why 'CAMPING' May Hold the Secret to Success in the Cleaning Business!

That’s right – I said CAMPING may hold the secret to building a successful cleaning business. How can I suggest such a thing?? Lots of folks love camping – and equal number would probably place it high on their least favorite things to do.

Before you’re done watching this fast paced video, Why ‘CAMPING’ May Hold The Secret to Success in the Cleaning Business! you’ll understand what it is about camping that can revolutionize your janitorial business or residential maid service from the inside – out!

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Cleaning Business Owner: If You Want It Done Right – Don’t Do It Yourself!

No you didn’t mis-read what I said – I mean it.

If you want it done right, you shouldn’t do it yourself!

And I know that that goes against nearly everything you’ve been told your whole life.

But here’s the thing…the whole idea that you, and only you, can be counted on to get it right….is wrong!

Really, think about it.

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People Can ‘See’ Your Voice

People Can 'See' Your Voice

It’s true –when you’re making a sales or customer service call, people get a ‘picture’ or idea of you — what you look like and what kind of person you are. We all do it — it’s human nature. So, if that’s the case, when is the last time you took a minute to think about how you sound when you’re talking to the customers or prospects of your janitorial business or maid service?

Before you’re done watching this fast paced video, People Can ‘See’ Your Voice! you’ll understand not only why your voice ‘tells’ so much more than just what you sound like — but, actually gives hints as to your energy, passion and commitment as well. You’ll want to take a minute to see what your own voice ‘looks’ like – as soon as possible.

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You’re Not In The Cleaning Business

That’s right, I’ll say it… You’re Not In The “Cleaning Business”

..at least, that’s not the whole truth by a long shot!

Don’t get me wrong. I was always proud to own and operate a janitorial cleaning company. Always.

But, the idea that you or I are ‘just a cleaner too who happens to be running a cleaning business’ is only a small part a much bigger picture.

And if that’s the idea you have in your head, better get
a new idea quick, or you’re going to severely limit how
far and how fast you go in this business.

Let me tell you a story…

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In the Cleaning Business – You Want to Sell ‘Apples to ORANGES!!’

In the Cleaning Business - You Want to Sell ‘Apples to ORANGES!!’

You hear it all the time – people want an ‘apples to apples’ comparison, at least they THINK they do. But, you sure as heck don’t, at least not when it comes to explaining the differences between you and your competitors.

Before you’re done watching this fast paced video, In the Cleaning Business – You Want to Sell ‘Apples to Oranges!!’ you’ll hear Dan describe how and why you need to create a striking difference between you and the ‘other guys’ when it comes to how you deliver your cleaning services.

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Cleaning Business Meetings That Aren’t A Waste Of Time

First of all, let’s be clear – there’s a time for ‘shooting the bull’. There is.

I mean, if you don’t take some time each day to touch base with your people, just to ‘visit’, at least for a little while, well you’re really missing the boat and half the fun of owning a cleaning company.

That’s right, if you’re not already, you should start making room for some time for sharing stories, frustrations and laughs at work – even in meetings.

Honestly, some of the best times I can remember, happened in our weekly staff meetings.

One person after another would start telling their own ‘you won’t believe what happened last night’ story about an employee or customer situation; – you know the kind we seem to collect so many of in the cleaning business.

And before you know it, we’re all in tears, crying…

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You Don’t Have To Sugar-Coat Problems in Your Cleaning Business!

You Don’t Have To Sugar-Coat Problems in Your Cleaning Business!

People don’t work just for money; at least they don’t in cleaning businesses that makes them feel a part of something bigger – like a team! Watch this video to hear Dan share several personal stories that clearly illustrate this important management principle and how you can get started engaging your cleaning associates in a whole new way.

Before you’re done watching this fast paced video, You Don’t Have To Sugar Coat Problems in Your Cleaning Business! you’ll learn how building a janitorial business or residential maid service of people who care about more than just getting a paycheck – and how that allows you to share the truth about your cleaning business’ challenges – knowing they’ll be ready to the challenge with you, that’s right – as a team.

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How Your Cleaning Business Can Survive ‘Windows Of Vulnerability’

As usual, let’s get right to it.

What are these windows of vulnerability, and why do I need to know how to survive them?

Ok, let’s say the cleaning person you have assigned to one of your best accounts for a long time has just left to retire.

Or, let’s say, at another one of your buildings, your customer has assigned the office manager to work with you, because the contact you normally deal with has been eliminated.

Or, let’s say, you’ve promoted the site manager who has been supervising one of your accounts for years to another bigger account.

Or, let’s say, your customer calls to let you know some ‘things’ have been coming up missing around the office. They’re not saying it’s your people.. but they just wanted to let you know…

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Should YOUR Cleaning Business Use a Butter Knife?

Should YOUR Cleaning Business Use a Butter Knife?

Well, maybe – maybe not. Deciding on what ‘tool’ to use for maximum results is what this video is all about. Watch it now and you’ll hear Dan share a personal story and then give 3 practical examples for janitorial cleaning businesses about on how to decide which ‘tool’ to use and WHY it can make all the difference.

Before you’re done watching this fast paced video, Should YOUR Cleaning Business Use a Butter Knife? you’ll learn why some tools work better in certain situations than others and some basic rules about how you can decide ‘which to use -when’…

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Reinvent Your Cleaning Company Before It’s Too Late!

Scary, I know, but let’s be honest; today isn’t like yesterday.

Yesterday, you might have been able to “pick and choose” which buildings you wanted to clean.

Today, you’re just downright grateful for every customer you have and every office you clean!

Yesterday, you could expect to see at least a few decent applicants apply to work for you.

Today, you may be wondering where all the truly hard workers have gone.

Yesterday, you could go out and land cleaning jobs where you’d have enough hours to…

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Should You DROP a Cleaning Job Because Your Client’s a Royal ‘Pain-in-the-Neck’?

Should You DROP a Cleaning Job if Your Client's a Royal 'Pain-in-the-Neck'?

Well, maybe – maybe not. Lord knows, some of the building contacts cleaning business owners have to deal with are, well frankly – NOT a ‘walk in the park’. But, is it bad enough to drop the job? Watch this video to hear Dan share a personal story and then some practical advice to help decide whether your ‘difficult’ client is worth hanging on to or not.

Before you’re done watching this fast paced video, Should You DROP a Cleaning Job Because Your Client’s a Royal ‘Pain-in-the-Neck’? you’ll learn some specific things to look for – to see it you’re better off hanging in there with a ‘difficult’ client or dropping them from your business altogether. Plus, you’ll hear why the story of ‘hanging in there’ can often have a happy ending.

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I Got A Bulldozer Last Night

It’s true. Last night, my wife gave me a bulldozer. Let me explain…

It was one of those small trophies- the kind you get for playing little-league baseball during the summer.

But instead of a little ballplayer sitting on top, mine had a little yellow bulldozer!

That’s right, a bulldozer, the small, toy ‘hot wheels’ kind. And rather than saying “Summer League Champs!” – mine simply says “Level The Playing Field!” on it.

So I guess it’s official; the whole family is on board! They all want to see Tony and I “kick butt” on our mission to…

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One EASY Way to Find Cleaning Jobs to Bid On!!

One EASY Way to Find Cleaning Jobs to Bid On!!

Now, we didn’t say necessarily BEST – we said EASY, but you know what, Easy ain’t all bad!’ So, watch this video episode to hear Dan describe one of the easiest ways spot places who are probably looking for cleaning businesses like yours to bid on their janitorial work soon!!

Before you’re done watching this fast paced video, One Easy Way to Find Cleaning Jobs to Bid On you’ll hear what you and your managers can do to put together a short but promising list of buildings likely to be going out to ‘bid on cleaning ‘ sooner rather than later!! You’ll hear about the costly prospecting mistake Dan made – and how it never has to happen to you!!

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What’s More Important To Your Cleaning Business – Sales or Profits?

The folks in the ‘SALES’ camp would say, you can’t spend what you don’t have – and you don’t have anything until you make a sale.

And, that sounds about right. Right?

Now, on the other hand, the people in the ‘PROFIT’ camp would argue just as strongly that you can’t spend sales, only profits!

Yeah, that makes sense too. So, which is it?

Ok, well, the answer is …, drum roll please – neither, as in neither is more important than the other and both, as in they are both very important.

Sorry.

Yes, like most of the answers to questions in the real world you and I live in, the answer isn’t always, in fact, hardly ever is – black or white.

The truth lies…

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Why Do So Many Cleaning Businesses WANT to Compete with So Many Cleaning Businesses?

Why Do So Many Cleaning Businesses WANT to Compete with So Many Cleaning Businesses?

Sound Crazy? Well, janitorial businesses may say they don’t want to compete with lots of other cleaning companies when it comes time to bid – but the way they go after new work, unfortunately says – they do.

Before you’re done watching this fast paced video, Why Do So Many Cleaning Businesses WANT to Compete with So Many Cleaning Businesses? you’ll hear why the strategy most cleaning companies use to go after new jobs sends a clear message that they are like every other cleaning business and, as such, end up having to fall back on low price to win jobs. Then, we’ll look at what they could differently to instantly change how the market perceives them – so they can get out of the ‘low price’ game!

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How YOU Can Stop Wasting Time in YOUR Cleaning Business!

Today can be unforgiving.

There isn’t a lot of time to waste time anymore – as if there ever really was.

But, again,certainly not today.

I ran into a friend who runs a car dealership the other day. His dad used to run a dealership, before retiring a few years ago.

So, I asked him how things were now, compared to when his dad ran the business.

He explained the difference this way…

‘There sure as heck isn’t any time to be strolling around the car dealership, smoking a cigar, like his dad used to do.’

(Yeah, “those were the days” when you could lean back in your leather office chair and light up… right there in your…

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Cleaning Business Owner: Should You Invest 10% in YOU?

Cleaning Business Owner: Should You Invest 10% in YOU?

We’ve heard about saving 10% for investing. But, what about investing 10% in YOU – that’s right, your education, your personal development.

Before you’re done watching this fast paced video, Cleaning Business Owner: Should You Invest 10% in YOU? you’ll hear why investing time and money into your on-going personal and professional development may be the key to growing a successful cleaning business and then keeping it that way!

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Lawyer Is Not A Dirty Word in the Cleaning Business!

That’s right, lawyer doesn’t have to be a dirty word in the cleaning business.

Ever heard the expression, ‘If you want to be successful, watch what everyone else is doing – and then do the opposite!’?

I don’t think that’s always true, but it certainly is true a lot of the time… and here’s an important example – attorneys.

That’s right. LAWYERS.

To listen to the average person talk about lawyers you’d think they were single-handedly the cause of the fall of western civilization!

Be honest. Haven’t you heard that?

In fact, can you even think of a time or two, when you may have said something like that yourself?

Probably. We all…

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How Do YOU Find New Cleaning Business?

How Do YOU Find New Cleaning Business

Are you a gambler or a farmer when it comes to finding new jobs for your cleaning business or maid service? The answer may surprise you!! In this video, Dan describes both ways of growing your janitorial business – and why one way may be MUCH better than the other!

Before you’re done watching this fast paced video, How Do YOU Find New Cleaning Business? you’ll hear how ‘gambler’ cleaning business owners rely on ‘chance’ while ‘farmer’ ones rely on ‘working their field’ (target market) so they can count on it to consistently provide for their business and their family year after year!

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Should You Guarantee ALL the Work of YOUR Cleaning Business- Part 1

Should you guarantee your work?

Yes!

That’s right, I’m tempted to answer the question with a flat out ‘Yes!’ and call it a day, but it is probably worth talking about for a few minutes.

We had to wrestle with this – Guarantee or Not Guarantee question in the beginning too, when we first bought and started running a very small cleaning business called Jim’s Cleaning years ago.

You see, when we took over the business, there was no ‘Satisfaction Guarantee’ in place.

Heck, there were barely any rules at all.

So, we had to think about whether we should offer a guarantee, and if so – what kind.

You know, when you’re first starting off and money’s tight, it’s easy to fall into the trap of thinking, “Hey, if some customer simply decides, on a whim, that they’re not happy, I don’t want them to get away with not…

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Systems, Yep, You’re Gonna Need Those Too!

Today, we want to talk about something just as important – systems.

That’s right, systems. What they are? How to create them? And what they can do for you!

First let me tell you a story….

In the first few years running our janitorial business – when we got ready to start up a brand new account, we would simply grab all the people we needed, along with the equipment and cleaning supplies.. jump in the van and go!

Sounds simple. And it was.

It just wasn’t effective. You see we’d have…

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Cleaning Business Owner: Are You TOO Needy? Part 2

Ok, let’s pick up right where we left off last time.

We were looking at how, if we’re not careful, our marketing, selling and customer service habits can have the opposite effect of the one we want.

For example, we discovered:

Many times, the harder we nervously chase something – the less likely we are to get it!!

We may, in fact, actually drive it even further away. Let’s take a look at an example.

Have you ever had a building where your janitorial business was bidding on the cleaning – and, it was an account you desperately wanted to land?

So, what do you do?

Well, have you ever caught yourself anxiously, nervously, desperately calling them back every day ( or MORE) just to ‘check in’ to see if they had made a decision.

Only problem is – you find the more you…

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Daisy Revisited: 1 Year AND 2 Stories

Daisy Revisited: 1 Year AND 2 Stories

No big cleaning business lesson in this week’s video Daisy Revisited: 1 Year AND 2 Stories other than ‘Boy, do things change!’ Yep, meet Dan’s dog AGAIN! That’s right, ‘old’ Daisy is now 1 and has really grown. You’ll see…

Dan’s wife made him promise to ‘shoot another video’ to show everyone how BIG Daisy has gotten in just a year!! So, here she is again, starring in another video!! Plus you’ll hear 2 stories about her antics that you might find VERY amusing! So, sit back, relax and spend a few minutes with man’s (and Dan’s?) best friend!

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Cleaning Business Owner: Are You Too Needy? Part 1

No disrespect.

It’s really more of a business question, than a personal one.

Put another way, what message are you projecting to your prospects?

Think about it a minute.

Does the way you ‘do business’ (i.e. selling, customer service) send the message that you are a successful busy cleaning business owner or not?

Well, if you are like many well-intentioned janitorial or residential cleaning contractors, you may be sending a quite different message than the one you’d like to.

It’s an easy trap to fall in to.

Why?

Well, because among other reasons, from a very early age we are taught to be helpful, generous, and available to others in need – and those are all good qualities!

But, and this is a big BUT…

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Rules? Yep, Your Cleaning Business is Gonna Need ‘Em!

Rules. Who Needs ‘Em?

We were going to be different.

That’s right. When we first started, we decided we were going to be the first cleaning company with a ‘heart’.

We were determined to treat our cleaning associates with more than respect -we wanted to go the “extra mile”.

You know, treat everyone like ‘family’.

Well, in time, we discovered sometimes a cleaning business like a ‘healthy’ family has to practice some ‘tough love’ by having, dare I say it …. RULES.

Let me tell you a story.

In the early years, when we were starting out, we would give out employee…

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Cleaning Business Success: 1-2 PUNCH

I see it all the time.

I go out to meet someone in charge of hiring the janitorial cleaning company for a building.

It can be grumpy Gary, the general manager at an auto dealership, or bored Brenda the office supervisor at an insurance company.

It doesn’t matter which one. If our Gary or Brenda are unhappy with their cleaning, or just ‘going out for bids’, here’s an almost guaranteed way to get these grumpy or bored prospects EXCITED about you and your cleaning company.

Drum roll please…

..bring them something…

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Do YOU Measure Success in Your Cleaning Business in INCHES or MILES?

Do YOU Measure Success in Your Cleaning Business in INCHES or MILES?

What’s more important – creativity or implementation? The answer may surprise you!! In this video, Dan shares four quotes to help us discover the answer and why the answer is GREAT news for success in cleaning businesses, like YOURS!

Before you’re done watching this fast paced video, Do YOU Measure Success in Your Cleaning Business in INCHES or MILES? you’ll hear what successful business people and motivational coaches have to say about the all important question of – What does it REALLY take to succeed in all parts of our lives including business!

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Cleaning Business Tip: Dip Your Toe In FIRST!

Warning: This email is long. I know. Sorry, but, it’s important – and I think it reveals a strategy which may REALLY come in handy for you time and time again.

Here’s the strategy – DIP YOUR TOE IN FIRST!

To explain what I mean, let me tell you a story of how those words saved us a small fortune and may do the same for your janitorial business someday!

You see, one day one of our managers sat down to ‘vent’ about a frustrating problem.

One of our customers wanted a total price (more about this ‘pickle’ later) on removing what appeared to be years worth of built-up grease, grime, and who knows what else – from a concrete factory floor!

It was bad.

And our floor maintenance manager was really struggling to figure out how to price the job.

‘I mean’, as he put it, ‘This job is so strange, how in the world do I know how long it’s going to take – or how it’s going to look …

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Practice Doesn’t Make Perfect …Really!

Practice Doesn’t Make Perfect ….Really!

How can I say such a thing? Well, let me explain..

Picture, for a minute, your neighborhood driving range with an army of ‘weekend warrior’ golfers lined up at the tees ‘going at it’ with everything they’ve got.

There they all are, frantically placing balls up on the tee one after another, then swinging so hard, and so wildly that it’s not uncommon to see guys practically falling over!

And actually, we’ve all been there too…haven’t we?

But this kind of ‘practice’ doesn’t make any of us any better… at anything!

So, if it isn’t practice that makes perfect, what does?

Well, here it is….

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The One-Word Secret To Getting Great Testimonials for YOUR Cleaning Business

So, what is it? What is THE one-word secret to getting great testimonials for your janitorial business?

Ok, here it is – ASK

It’s that simple. Well, it’s simple, but maybe not easy – at least at first.

Remember in the Bible where Jesus says “Ask and it will be given unto you..” Well, those words of wisdom relate very well to many parts of life – including business.

And an example, of where they ring particularly true in business is in the collecting of quality testimonials.

So, here’s the strategy:

When someone leaves us a message or sends in an email complimenting our cleaning staff – we want to remember to ask if they would be willing to let us use it – as a testimonial.

Not once and a while – but regularly. Any chance we get. Whenever the opportunity presents itself.

Why?

Well, because it’s a numbers game and we need to make sure we don’t miss our opportunities to request a testimonial when they present themselves.

Makes sense – right? Right.

You …

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Growth Test: Take ‘Cleaning’ Out of ‘Cleaning Business’!

Growth Test: Take ‘Cleaning’ Out of ‘Cleaning Business’!

Are you ready to grow? Here’s an exercise or test you can do to find out. Dan will give you two important reasons why ‘cleaning’ alone isn’t necessarily THE key to success in the cleaning business!

Before you’re done watching this fast paced video, Why the UNHAPPY Customers in YOUR Cleaning Business Are So VALUABLE! you’ll see how you can use this exercise to identify what needs to be changed in your commercial cleaning business or residential maid service company if you want to grow quickly and profitably..

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Cleaning Bid Cover Letters With MUSCLE! – Part 2

OK, no more theory! Let’s look at how you can easily add marketing MUSCLE to your janitorial proposals and cleaning bids by creating powerful COVER LETTERS.

First, make sure that during your initial walk through, as well as during any conversations with your prospect, you are taking GOOD NOTES on each comment, complaint, ‘pet peeves’ or criticism made about their current service, or cleaning companies in general.

These are important and valuable opportunities for you – seize them!

Now what?

Well, second…

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How Many Brochures Should My Cleaning Business Send Out?

I understand why people are always asking how many
brochures to send out per week – I really do.

But the question of whether to send out 100 brochures a week or 100 brochures a month, isn’t really the right question.

(By the way, I wish they would ask, “How many strong, direct-response sales letters should I send out each week?”…but I won’t go down that road again today!)

Anyway, the right question, or at least, the better question, isn’t really one question at all, but rather a series of several questions.

Here are a few of the most important ones:

1. What is our…

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Bid Cover Letters With MUSCLE!

Frankly, most people think of a cleaning bid cover letter as a weak, nearly meaningless, part of any janitorial proposal, nothing more than a formality.

Don’t believe it – It couldn’t be further from the truth!

No, in fact, put it together the RIGHT way, and your bid cover letter can become one of, if not,THE most powerful sales tools (pages) in your cleaning proposal.

But, as I said, most commercial cleaning and maid service businesses put very little thought, and even less effort, into the cover letter. To them, it’s just a short, meaningless page they feel forced to include, if for no other reason, than – they think it makes them look professional.

As a result, most cover letters simply spit out the same safe, but boring stuff that has been putting building owners and property managers for years.

‘Thanks for allowing me to bid… We appreciate your interest… blah, blah, blah.’

If it bores you, you can pretty safely assume – it’s boring your prospects too!

It’s not the …

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Why the UNHAPPY Customers in YOUR Cleaning Business Are So VALUABLE!

Why the UNHAPPY Customers in YOUR Cleaning Business Are So VALUABLE!

We wish it never happened, but it does. That’s right, if you’ve been in the cleaning biz any length of time – you’ve made a mistake or two along the way and ended up with an unhappy customer. Well, in this video – Why the UNHAPPY Customers in YOUR Cleaning Business Are So VALUABLE! You’ll see why that’s NOT all bad news – because they can be your greatest source for learning in your cleaning business.

Before you’re done watching this fast paced video, you’ll discover how what they tell you can help you fix your cleaning company’s weaknesses, so you can begin to grow, grow, grow – while drastically reducing the number of times you or your staff ‘drops the ball’ in your janitorial business or maid service.

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When Is The Best Time To Raise Your Price?

We get this question a lot – WHEN is the best time to for your janitorial business or maid service to RAISE prices?

Well, the short answer, of course, may be something like – when the customer will happily accept it – without a fuss.

Right?

Sure, sounds simple, but when in the world will that ever happen?

‘Not in my lifetime’, you might think. Well, maybe. Maybe not. Here’s an insider tip to successfully raising prices:

It’s called TIMING.
That’s right, timing.

Specifically, whenever possible, try to put through a justified price increase – when your cleaning business customer really…

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Make Multiple Offers To Build Your List

Sometimes, even after your best marketing efforts, property owners and building owners still, just aren’t ready to decide.

So, do you simply throw up your hands, admit defeat and hope to catch ‘em next time?

You know the answer is, of course, NO.

So, what can you do to keep from “losing” these folks?; the ones who took the time to check out your letter… but weren’t interested enough to act on your offer – give you a call?

Well, you can begin by including…

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Don’t Shop When You’re Hungry

This old wisdom says it all.

Go shopping when you’re hungry, and you may come back with everything in the world, except what’s good for you!

You know how it goes.

With eyes bigger than our stomachs, we load up on way more than we need. And sometimes treats have a way of sneaking in – forcing vegetable to take a back seat. Oops.

Yep, same kind of thing goes for hiring in your cleaning business.

If we make hiring decisions when we’re short-handed, behind the 8-ball, and desperate for help, in other words ‘hungry’ – and what’s likely to happen?

You know what.

We compromise, settle, and could end up…

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The Employees in Your Cleaning Business Are Watching YOU!

The Employees in Your Cleaning Business Are Watching YOU!

‘It’s not what people hear us say, it’s what they see us do’. Ever heard that expression before? Well, in this video – The Employees in YOUR Cleaning Business Are Watching YOU!, through a number of specific examples, you’ll see how ‘things really work’ when it comes to the critical topic of setting a good example for the employees of our janitorial business or maid service.

Before you’re done watching this fast paced video, you’ll also hear about how great an opportunity we have hidden in the responsibility to -set a good example in our cleaning company.

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All Things Aren’t Equal

Ever had one of your customers cut back on the cleaning to save money?

My guess is a big YES, you have – us too.

In fact, we probably all have at one time or another.

Anyway, it may have sounded something like this:

‘We need to cut our cleaning expense in half, so we need you to reduce our commercial cleaning service from 6 days a week to 3 days.’

Well, BE CAREFUL, because -all things aren’t equal.

You see, like I said, our janitorial business customers had gone through ups and downs too, like anyone, and had to cut back on services including cleaning.

So, we’re all too familiar with this situation.

And when they called, they often had it – in their mind – that the price of cleaning was exactly proportionate to the number of days cleaned, you know, frequency.

For example, if they pay $300/ month for 2 times per week cleaning, they are convinced they should only have to pay only 1/2, basically $150 for that 1 …

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Too Many vs. Too Little

I’d lean towards too many – you might want to too!

What in the world am I talking about?

Ok, let me explain.

Some strategies we suggest for running a successful cleaning business are easy to understand, that’s right, crystal clear – unfortunately, this one’s not!

Today’s tip is a little clumsy to explain -hard to ‘nail down’.

But, if you read carefully, and then consider it even more carefully, I think you’ll find it is, in fact, a very powerful idea you can use in very specific ways – nearly every day in your janitorial company or maid service!

Ok, let’s look at two examples,

# 1 If you’re actively marketing and bidding accounts commercial or residential cleaning jobs, it can be easy to talk yourself into taking a break and stopping the marketing completely.

That’s right – you might really feel compelled to ‘turn off the marketing and advertising completely, when you sense you’re going to get swamped with a rush of new business – based on all the bids …

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The Winner Is The Winder

Want to hear my secret, non-scientific method, to spotting potentially great employees?

Great! It starts with a story.

One day, while waiting in line to get my car washed, I stumbled on to what might be the easiest – yet ‘under the radar’ way to spot a great potential employee for your cleaning business.

Here’s the thing – while I was waiting in line to go through the car wash, I noticed something.

As you already know, before getting their car washed, many people vacuum out their car using the vacs available at the car wash.

I know, I know – big deal, right?

BUT, here’s the thing.

Have you ever noticed how FEW…

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Why Success in Your Cleaning Business is NOT about Your Cleaning Business

Why Success in Your Cleaning Business is NOT about Your Cleaning Business

Why do some cleaning companies succeed while others struggle or fail? In this video episode – Why Success in Your Cleaning Business is NOT about Your Cleaning Business! you’ll see how most janitorial business decide how to run their company and what they offer their customers – and why it leaves them and their sales ‘flat’.

Then, before you’re done watching this fast paced video, you’ll hear how successful cleaning companies decide how they’re going to run their business and what they’re going to offer the building owners and managers at the places they would like to clean.

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What’s In A Name

What does the name of your cleaning company say about you?

Think about yours. Say it a few times. Write it down; look at it for a minute.

What does it say to you? Does it send the message you want it to send? Does it say you are credible, experienced, professional janitorial business?

So, what should your company name be?

Well, that’s depends on you, of course, your personality and what message you want to send to your prospects and customers?

Do you want it to be folksy? friendly? Do you want it to be credible? confident?

Many companies change their names over time; we did several times.

We started off with…

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A Watched Pot Never Boils

You’ve probably heard this expression before, well, probably not with the word cleaning in it – but, hopefully it still rings some sort of bell.

Here are a few examples of when this ‘watched pot’ problem kicks in:

It could have been when you were nervously waiting to hear back about an important interview, or maybe when one of your kids was anxiously waiting to hear if they ‘made’ a sports team.

The ‘where’ or ‘when’ is less important than the ‘what’ and ‘why’, as in what does…

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Maintain Forward Motion

My father, now nearly 90 years old, always says to me, ‘Don’t worry Dan, just keep trying do your best everyday, and you’ll be fine.’

What?

Really, I mean what in the world is that supposed to mean?

It seemed sort of dumb – or at least obvious.

I never even knew what it really meant, it was so general, so old fashioned to say ‘Just keep trying your best everyday- and things will work out!’

I mean, come on dad – get with it!

Right?

Well maybe not.

Yeah, you see lately, I’m beginning to get what he’s talking about.

That’s right – I’m here to admit it, I’m beginning to believe he’s ‘on to something’.

(Oddly enough…he’s getting smarter as I get older. Weird, huh?)

Truth be told – he was…

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Cleaning Business Alert: It’s NOT about Fault, It’s about FEELINGS!

Cleaning Business Alert: It's NOT about Fault, It's about FEELINGS!

Forget about blame. Forget about fault. Often, what matters a whole lot more is -FEELINGS. And, in this video episode – Cleaning Business Alert: It’s NOT about Fault, It’s about FEELINGS! you’ll learn about several practical situations that frequently come up in residential and commercial cleaning companies – leaving the building owner or property manager FEELING ‘funny’, unsure, uneasy. And, those feelings can mean trouble for you if you don’t take the right steps to react to it and resolve it.

Before you’re done watching this fast paced video, you’ll hear exactly what steps you can take to reduce your janitorial business clients concerns – and get them quickly back on ‘solid ground’ when it comes to their confidence in your cleaning company!

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Do You Have A 3 Hour Magnet?

Next time you sit down to figure out how many cleaning hours to bid a building at, budget for and assign to a cleaner – you may want to remember this story.

Let’s say our cleaning business picked up a new account -an office building, which we thought should take about 3.5 – 4 hrs. to clean.

Well, when we started the job, we would simply show some new cleaning person how to clean it in about 3.5 to 4 hrs.

So far, so good – right?

Well, the first week went fine. Our cleaning person spent at least the 4 hrs. we gave them, maybe even a little more, since they were new.

But then a surprise…

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When Should I Call Back – Part 2

When Should I Call Back After I Deliver My Bid, And What Should I Say? Part 2

Last time, we tackled the question of when to call back
after we deliver a janitorial or residential cleaning bid.

Today, let’s look at the, maybe even more important question, of what to say when you do call back.

I hope, by now, you’re beginning to see a pattern develop in how we suggest you approach marketing and selling situations.

It’s a pattern based on a belief that the answers to nearly every marketing and selling question lies in ONE THING…

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Never Hear Your Price Is Too High Again

WARNING: This e-mail is LONG, but I hope you give it the extra couple of minutes to read, because if it helps you land even just one of the accounts you’ve always wanted – well then, it was worth it!

How’d you like to never hear “Your price is too high!’ again?

Sounds too good to be true, I know, but hear me out for a minute, and see if you don’t agree it might just be possible – if you know how!
Let me explain.

Nothing is more frustrating than to put tons of work into a getting all the information you need for a janitorial bid, putting a sharp pencil to your price, only to hear a week later -

‘Sorry, your price was too high – we went with someone else!’ Ugh!

Well, here’s a strategy to help tackle that problem once and for all. Here’s how it works:

First, take more…

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Why It’s CRAZY and COSTLY Not Having A Follow-Up Plan for Your Cleaning Prospects!

Why It’s CRAZY and COSTLY Not Having A Follow-Up Plan for Your Cleaning Prospects

It’s true – you’ve got to be ‘out of your mind’ NOT to have a plan for following up with your prospects. Why? Well, because it’s CRAZY and COSTLY – and in this quick video, Dan will tell you the two things that can go wrong when a cleaning company doesn’t have a plan for following up with their prospective building owners and property managers.

Before you’re done watching this video episode Why It’s CRAZY and COSTLY Not Having A Follow-Up Plan for Your Cleaning Prospects! you’ll hear exactly WHAT you can do to make sure you never get caught making this costly mistake in your janitorial business. Plus, Dan will tell you what proactive steps you can take starting today to do much better!

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Is It Still Who You Know Part II

Last time we talked about how tough it is out there – you know, the fast changing, competitive world we live and work in today.

We saw how our prospects and customers are under pressure like never before to get their professional contract cleaning services outsourced at lower and lower prices.

And, we left off suggesting that while we may not ‘pull the knobs’ and ‘push the buttons’ to change global trends; we still have the opportunity in our own world, our cleaning company, to to take steps to respond proactively.

What steps? Well, here are a few:

- Taking advantage of technology
(bidding, accounting, quality control, timekeeping etc) to level the playing field with competitors!

- Using labor saving methods, chemicals and equipment - such as day cleaning, team cleaning, microfiber technology and back pac vacuuming systems to deliver cleaning at prices 1. customers will find acceptable want, 2. will still provide you with enough cleaning hours to deliver quality service and yes…

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When Should I Call Back – Part 1

“When Should I Call Back After I Deliver My Cleaning Bid And What Should I Say?”

These are two of the most common questions we hear from janitorial businesses. Here’s why:

1. After so much work has gone into preparing a commercial cleaning bid or residential cleaning proposal, people don’t want to make a careless mistake right at the end that… costs them the account!

2. They worry about being too anxious, too eager and possibly… scaring away the prospect.

It’s understandable.

But, you shouldn’t feel ashamed of being eager to follow up and please your cleaning prospects. To the contrary, it’s actually a very good thing that you feel this way, because it shows… you care!

And that is important.

The only thing is… we need to know how to present that caring attitude to our prospects in a way that ATTRACTS them, rather than scares them away.

So let’s try to come up with a good rule of thumb to help us schedule our follow ups – for maximum results!!

To …

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Is It Still Who You Know Part I

Let’s go way, way back in our ‘time machine’ to the 70′s or 80′s, when playing 18 holes of golf with the manager of a downtown building may have put you and your janitorial business on the fast track to landing a profitable new cleaning account.

Fast forward to today – how times have changed!

While networking to meet and build relationships will always be important, the shocking ‘ice cold splash of water in the face’ of what the business world is like today requires those hoping to be successful cleaning business owners – to see things as they are truly are!!

And how is that?

Well, just pick an industry. Automotive. Manufacturing. Industrial. Textile. Medical. Apparel.

Competition is fierce.
Sales are tough. Profit margins are tight. Expenses are squeezed. And if they’ve already been squeezed once – they’re being squeezed again!

Now, back to our friend on the golf course;

Today, forget about missing a putt, our friend the property manager or building owner has a lot more to …

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The ONE Question Cleaning Business Owners Should NEVER Ask Their Prospects!

The ONE Question Cleaning Business Owners Should NEVER Ask Their Prospects!

Don’t make the mistakes Tony and I made in our janitorial business! That’s right – it’s easier and cheaper to learn from ours than having to experience those same painful mistakes yourself. And today’s mistake is a big one about selling – specifically a selling question you SHOULDN’T ask. We learned this the hard way – but you don’t have to.

Before you’re done watching this video episode The ONE Question Cleaning Business Owners Should NEVER Ask Their Prospects! you’ll hear exactly WHAT question we asked and why it probably cost us an account. Then, Dan will explain what questions you can ask instead when you’re trying to land a new account for your cleaning company – and why they work so much better!

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One Question to JUMP START Your Profits

Is there one question you can begin asking that can JUMP START the profits in your cleaning business?

Yes, but first, let me tell you a story….

Years ago, by accident, Tony and I began to provide consumable restroom supplies, like toilet paper and hand towels, for a few of our building owners and property managers, and only because, they literally told us we had to.

That’s right! They said they didn’t want to “mess with” it anymore – too much of a hassle – and inconvenience.

Oh, lucky us; more work…we thought.

So we took an inventory of what kind of supplies they needed i.e. kitchen roll towels, hand soap, toilet tissue, trash can liners, feminine hygiene items, toilet seat covers, etc.

And at first, it was a pain.

We took over this new responsibility for our clients but basically just passed along the supply items to our customers at our cost, or just a little over.

Then one day…

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Don’t Automatically Agree

When janitorial business owners go out to sell their cleaning services, they should be reasonable, cooperative and even accommodating – but not a door mat!

Shooting straight with building owners and property managers about what is, and sometimes, more importantly, what isn’t possible, is a better approach than mindlessly agreeing to any request thrown at you.

Now, I expect some may feel following this advice of saying ‘NO’ now and then to a prospective customer is reckless at best, and at worst, a virtual fast track to sales disaster!

I understand.

I felt the same way in the early years of starting our commercial cleaning company – when I was so nervous and yes, desperate to land new accounts – I probably would have said yes to nearly anything no matter how ridiculous.

But, that was then, and this is now!

And now, I know better. And hopefully, you’ll know better, a lot earlier in the game than it took me.

You see, now I know, that if I…

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The BIGGEST Mistake

For goodness sakes, don’t make the BIG mistake I did.

And, what is it? Ok, well, here it is… drum roll…

To stop marketing!

Now, I’ll admit when you first hear it, it’s easy to think…”That’s no big deal!” or “Don’t worry, I’ll never do that!”

But it’s not necessarily that easy. Let me tell you a quick story…

There was a time, years ago, when for a while things were going pretty well. It seemed like we had enough accounts, and we were finally making pretty good money to boot.

We felt pretty satisfied. We let out a much-needed sigh of relief – Ahhhhhhh…

That’s right – we told ourselves it was OK to slow down, and stop our marketing efforts for a little while. Why not? We were already “busy” and it would give us time to get “caught up” on “loose ends” – we told ourselves.

You guessed it -big mistake!

Suddenly, we lost…

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Getting ‘Flak’ in Your Cleaning Business? You May Be ON TARGET!

Getting ‘Flak’ in Your Cleaning Business? You May Be ON TARGET!

People don’t always LOVE change, do they? Nope – it can be hard to implement new ideas and strategies, and when you do – you can definitely ruffle a few feathers. However, very often the amount of resistance or ‘flak’ you get from your staff, managers or employees is in direct proportion to the importance of the new strategy and the potential value it can bring to your cleaning business.

Before you’re done watching this video episode Getting ‘Flak’ in Your Cleaning Business? You May Be ON TARGET! you’ll hear why it’s important to communicate, train and listen to your people, but why it’s also so important to be strong and ‘stick to your guns’ when it comes time to make changes designed to make things better for you, your employees and customers.

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Testimonials & Visual Proof

We’ve discussed how including features and benefits in our marketing pieces help us to show credibility. Now, we need to tackle BELIEVABILITY.

So, how do we do that?

Well, there are various ways. Here are two of the best:

First, Testimonials. The actual endorsement of real customers is hands down -hard to beat! To be able to include the positive comments of a current customer about your work is powerful.

For example, Mr. Joe Smith from Acme Widget Company says, ‘ABC Cleaning Company always keeps our offices in tip top shape. We’ve been using them for 2 ½ yrs. Their staff is reliable -we would recommend them to anyone looking for quality cleaning!’

Second, Visual Proof. Another way to create believability is visual proof. An actual photo showing the amazing results of a recent carpet or tile project can do wonders to win over your prospect.

Remember: What others

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Janitorial Bidding Program CleanBid – Introduces One Click Email

Janitorial Bidding Program CleanBid - Introduces One Click Email

Just Released – and we’re already hearing from members saying how much they love the NEW, convenient ‘one click’ email. Watch this short video to see how it works!

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What REALLY Makes A Great Presentation, Part 2

Last time, I explained how cleaning contractors who take the time to prove to prospects they truly understand what they’re looking for from their next cleaning company (you know, GET IT) – stand the best chance of landing the account.

And that’s true but only if, and it’s a big IF, they take the next step, which is to “TIE IT’ to a plan.

It’s not always easy to do, but it’s important. So, let’s take a closer look…

In fact, let’s start with one of the examples we had last week.

If you recall, the prospect was tired of having to act as a ‘supervisor’ for the cleaning company – handling day-to-day issues and complaints, that frankly, the cleaning company should have handled.

So, now that we understand the problem… HOW do we…

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Use Hi Octane Headlines

For your sales letters to generate lots of interest from prospects try using powerful, ‘hi-octane’ headlines.

What are ‘hi-octane’ headlines? Well, let’s first say what they’re not.

Hi-octane headlines are not lies, half truths or outlandish promises meant only to shock the reader. For example, here’s what were NOT talking about:

‘Call WE’RE PERFECT CLEANING CO., where we promise to do every thing perfect every night, guaranteed, or you’ll get triple your money back!’

Simply promising the moon in your headline to get the attention of your prospect doesn’t work – your prospects know better, and so do you.

So what does work?

Well, let’s look at a famous…

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Introducing: NEW, Improved CleanBid Express

new-cb-express-player-c

Good…Just got a whole LOT better! That’s right, NOW you can instantly add or remove areas right on CleanBid Express. Plus, you can easily change the name of areas…and the print order too! Watch this short video to see how it works!

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Make Some Time for ‘Cleaning Business’ Talk!

Make Some Time for 'Cleaning Business' Talk!

No shortage of places to talk, are there? Nope, in addition to our cell phones, we can text, email and now ‘chat’ on social media sites such as Facebook, Linked -In, and Twitter. But, what about cleaning ‘business’ talk? Watch this short video to find out what this ‘business’ talk is all about – and why it’s so important.

Before you’re done watching this video episode Make Some Time for ‘Business Talk’
you’ll hear why today’s technology makes it easier than ever to improve our janitorial businesses by ‘talking’ to other vendors, manufacturers and cleaning contractors!

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Ingredients

Today, let’s start a grocery list of ingredients that should be included in really any successful sales letter or marketing piece?

And, a great place to start is to see how FEATURES of your cleaning service can provide clear and desirable BENEFITS to your prospect.

Start by using some 3 x 5 index cards to jot down all the features of your service.

Heres’ just one example:

1. Proven track record of satisfied clients; with a list of current references.

Then jot down the important part to the prospective customer – that’s right, the corresponding BENEFIT they prospect could receive from each FEATURE.

For example:The confidence of knowing they’re dealing with a proven company.

Let’s do a couple more…

Feature:

2. Fully trained associates; using both classroom and on the job training.

Benefit:

2. The pride they’ll feel when tenants, or better yet, his boss, ask him how he found such a great a cleaning company that does such a wonderful job!

Ok, here’s another example…

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What REALLY Makes A Great Presentation Part 1

Well, YOU, of course.

Your Attitude, Your Professionalism, Your Thoroughness, Your Attention To Detail.

All that’s true, no doubt about it.

But today, I want to point out one thing you can do to move beyond a good presentation to what makes a REALLY great presentation.

Here’s the first part…

You have to absolutely, without fail, make sure your prospect knows that…

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Credibility And Believability

We’ve talked about the importance of contacting our prospects about every 6 weeks.

This week, let’s talk about what messages we should be sending when we contact them by calling or by sending them a sales letter, brochure or post card etc.

To do that – let’s back up just for a second.

What do you or I look for when we hire a service tech
– plumber or electrician etc?

Well, of course, credibility and believability. Isn’t that right?

First, is the service person credible? Are they trained? Certified? Insured? Licensed? Are they experienced?

Those are some of the things we look for to see if we think they are qualified to handle the job; in other words credibility!

But, credibility is just the beginning. It’s NOT the only thing we look for – not by a long shot.

The second thing we ask ourselves

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Nothing’s a Problem, Until It’s a Problem – THEN, It’s a Problem!

Nothing's a Problem, Until It's a Problem - THEN, It's a Problem!

Cliches. Just because an expression is old, doesn’t mean it isn’t still true today. Watch this short video to be reminded of a cliché we’ve talked about before, that can truly save you tons of aggravation and then a NEW one, that’s well a little weird but you may be incredibly glad you heard it – if it keeps you out of ‘trouble’ in the future.

Before you’re done watching this video episode Nothing’s a Problem Until It’s a Problem – THEN, It’s a Problem! you’ll learn a few simple things you should do now rather than ‘drag your heels’ – and end up ‘kicking yourself’ later for landing in a mess you could have easily avoided!

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Get Filed To Get Hired!

Get filed…to get hired. It’s an insider tip that still works even in today’s online world.

Specifically, you want to get your company info. i.e. sales letter, brochures etc. into your prospect’s hands and then into their file – the one they keep in their office about cleaning.

Oh, and I’m not talking about sneaking into their office in the middle of the night to do it. (Hint; sending a great direct response sales letter by mail will do just fine… more about that later.)

So why is it so useful to get in to their file anyway?

Well, over the years, we’ve discovered something very interesting about the person in charge of hiring the cleaning company.

It doesn’t seem to matter if it’s an office manager, maintenance supervisor, facilities manager or President of the company…even in a world of online ‘search’ – many of them still…

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Prospects Leave Valuable Clues

Last time, I promised to tell you about another key to success when meeting with prospects. And here it is:

Prospects leave valuable “clues” for us.

The kind of clues, that if we learn to look for, listen for and react to in the right way can dramatically improve our chances of success during the a walk through, or really during any visit, with our prospect.

So, let’s get to it, what are these clues? What do they look like? Well, let’s look at a few examples.

If when your prospect comes out to the lobby to get you, rather than take you to back to their office to sit down to talk about the cleaning, they explain to you that they “really have a lot going on”, but you’re “free to walk around to take a look if you want” – It’s a clue.

If you notice they’re talking short and fast, seem distracted and stressed out, and seemed to be rushing you, constantly checking their watch – That’s …

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The S.M.A.R.T Call

So what do you do once you have a list of targeted companies; the actual names and addresses of the accounts you want to go after?

You make S.M.A.R.T calls.

What’s that?

Well, “SMART” calls are phone calls that help you learn specific facts about every prospect on your list.

Here’s what a SMART call is all about:

S – Speak calmly & explain why you’re calling.

M – Make updates and changes to basic info like company name, address and phone number.

A – Ask for the NAME of the person in charge of hiring the cleaning company- the decision
maker. And, YES, spelling counts!

R – Remember to…

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Why I’m SICK of National Cleaning Management Companies!

Why I'm SICK of National Cleaning Mangement Companies!

National Cleaning Management Companies. National Maintenance Management Companies. Whatever you want to call these outfits, watch this episode to see why Dan is sick of ‘em and what you can do to beat ‘em NOW. While the glory days of the proud, local, independent cleaning businesses may seem all but gone; CHANGE is coming. And that change can be the wave of new profitable business your cleaning company can attract and earn by offering your customers VALUE, not lowest price.

Before you’re done watching this video episode Why I’m SICK of National Cleaning Management Companies! you’ll learn what you can do to beat these low balling characters without having to lower your price!

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Should You Call or Send?

Should you call your prospect – or send them something?

It’s an important question.

And the answer is… well, both.

But in our strategy, we do each for very different reasons.

Call?

Yes, we suggest calling, but primarily to identify the name of the person who is the decision maker; the one who hires the cleaning contractor.

In general, we don’t SELL on initial phone calls, we IDENTIFY.

We find the target.

Why?

Well, personal calling sounds great, at first. And when it occasionally works, it’s exciting. But our experience tells us, that it’s generally…

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You Need To Know What They Want

Sure, when you go out to do a walk through of a building, you’ll be getting the measurements of the rooms and restroom fixture counts….

but the main reason you’re there is to find out
what the prospective customer WANTS.

Think about it.

You’re there to ask the questions ranging from basic things such as “How often do you need cleaning?” and “When can we get access to the building to clean”….

to more in-depth ones such as “What cleaning problems have you had in the past you WANT fixed” and “What do you really WANT from a cleaning service?”

Simply put, you’re trying to learn what they WANT.

And the more you ask, the better off you’ll be as long as you do one thing – listen to the answer.

Carefully listen.

Take notes.

Ask follow up questions – to learn even more about their answer, and the possible reasons behind it.

Listening to the full answer and asking follow up questions to learn the WHY behind their answers, will help you learn what this …

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Something Every Six Weeks!

How often should you make contact with the companies on your target list?

Answer: We suggest you make some kind of contact with them no less than every six weeks!

Let me quickly explain.

Last time, we left off talking about the importance of positioning your company as the next solution to your prospect’s cleaning problems.

Today, let’s talk about how. And, again, the basic strategy is this:

Make some contact with your prospect about every six weeks.

It can take many forms such as sale letters, marketing mailers,special reports, or a brochures.
But, the point is to get something about your company in front of your prospect about EVERY (6) SIX WEEKS.

Why six weeks?

Well, because…

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What a Junk Removal Business – Can Teach a Cleaning Business!

What a Junk Removal Business - Can Teach a Cleaning Business!

Looking for an exciting example of a company that has practically and singlehandedly ‘reinvented’ an entire industry – changing what was formerly a slow growing and unglamorous service into a fast growing and profitable business model? Well, in this video Dan will give you one – a dynamic example of identifying hot button customer issues, creating creative fixes and then promoting those solutions to accelerate sales and profits.

Before you’re done watching this video episode What a Junk Removal Business Can Teach a Cleaning Business, you’ll learn about a dramatic formula for reinventing a service business. Could yours be next?

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Aim To Be Next!

We always hear “aim to be first”.

Well, if you want to grow like crazy in the cleaning biz, here’s a secret:

Aim to be NEXT! Not second, but NEXT!

Next in line. Next in the mind of your prospect. The next one to get the account.

If your prospect is looking at switching cleaning services for whatever reasons, you want to be the NEXT cleaning company they’d give a shot at their building.

Cleaning is a “funny” business.

It’s a daily challenge for the owner of any cleaning business to make sure everything goes smooth – in every building-every night.

Don’t miss a trash. Don’t forget to lock a door. And of course, hope they…

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The Keys To A Successful Walkthrough Part 3

So, you’re prepared, on time and have met the receptionist.

Now what?

Well, of course, when your contact comes to the lobby, be ready to meet him or her with a pleasant smile, warm handshake, and professional and positive attitude.

Those things seem obvious.

But here’s a tip to remember when you’re waiting to greet your contact, that’s maybe not so obvious:

Don’t sit down.

That’s right, don’t sit down – at least not in the lobby!

Let me explain by sharing an embarrassing story that
yes, actually happened, to me.

You see, years ago, when we were just getting started, I went out to do a walkthrough. So far, things were going fine.

At least, they were up to the point when the receptionist started by explaining that my contact would be out in just a minute, and then finished by saying those three infamous words…

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Targeted Lists Get Maximum Results!

In the movie, The Patriot, Mel Gibson in his role as a revolutionary war patriot, asks his young sons if they remember what he taught them about using a rifle was THE key to good marksmanship.

They do, and quickly answer together, “Aim small, miss small!”

They knew if they wanted to improve their chances of hitting the target, they needed to narrow down their view, and focus their attention.

Same thing is true for hitting any target.

We’ve already touched on this before, when we talked about the importance of deciding which kind of accounts you want to clean, your niche, and which you don’t.

Today, we want to look at creating a very select group, or list, of highly targeted prospect companies – ones that have as many of the characteristics you’re looking for as possible.

Your target list may consist of 50, 500 or…

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Risk Reversal – How To Use It in Your Cleaning Business!

Risk Reversal – How To Use It in Your Cleaning Business!

Ever wonder why some prospects simply won’t ‘take the plunge’ and hire your janitorial business even though you’ve agreed on basically everything from duties to price? Well, in this video Dan explains what some of your prospects are thinking, why that’s keeping them from acting and what you can do about it NOW.

Before you’re done watching this video episode Risk Reversal – How To Use It in Your Cleaning Business!, you’ll learn what keeps some prospects from buying and what you can do about it.

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Big Jobs Big Money Same Work

Last time we looked at regular jobs versus one-time jobs.

Today, let’s talk about big jobs vs. small jobs.

Let me tell you a story…

For a long time, we were afraid to take on bigger customers. We got use to cleaning places for $250 to $500/month.

1. The profit margin on the jobs was good
2. We knew how to take care of them, and
3. We were happy just trying to get as many of them as we could.

We though by getting a lot of these smaller accounts, at least all of our eggs weren’t in one basket. And there was some truth in that.

Frankly, there were lots of jobs in that price range, and we were glad to simply get as many of them as we could!

But, after a while, we began to realize…

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The Keys To A Successful Walk Through – Part 2

Last time, we talked a lot about preparation.

Today, let’s discuss another important key to success – once you’re past the doors and standing in the lobby.

That’s right, first, comes the receptionist.

How you treat the receptionist tells a lot about you,
sets the tone of the walk-through, and may even
determine whether you get the job!

Don’t believe me? Think about this for a minute.

What means more to the prospect,

1. “What you say about yourself” or…

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Get The Regular Advantage!

If I had to choose between a regular customer and a one-time job, I’d take the regular customer nearly every time!

You might want to do the same. Here’s why:

Let’s say I had the chance to pick up either a one time strip/wax job where I could make a whopping $400 profit in one night vs. a regular office cleaning contract where I only made $145 a month.

Yeah – I’d still take…

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Don’t Forget To Wear Your MARKETING Glasses!

Don't Forget To Wear Your MARKETING Glasses!

CAREFUL! Don’t fall into the trap so many janitorial business owners do – of working hard to create new services to offer to their cleaning customers, but missing most or all of the mileage they could have gotten out of the idea if they would have created and promoted them with MARKETING in mind.

Before you’re done watching this video episode – Don’t Forget To Wear Your MARKETING Glasses!, you’ll learn about ‘marketing glasses’ and how pulling them out and wearing them can help you leverage nearly everything you do in your cleaning company.

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Who You Don’t Want To Clean!

Today, let’s talk about deciding who you don’t want to clean …and why.

Let me tell you a quick story,

When Tony and I first started we would do nearly any kind of cleaning, and some things that weren’t really cleaning at all.

Let’s see, we:

-stripped and waxed retail stores,

-resealed concrete in a commercial laundry,

-opened up a reception hall for weddings, and oh yeah, hooked up the pop canisters too,

-mowed the front lawn and took the trash to the curb at a small neighborhood office

So, as you can see, we were running around doing a real “hodge podge” of things.

Frankly, it wasn’t…

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The KEYS to a Successful Walk-through – Part 1

Ok, let’s walk-through (hehehe..I know, lame right?) some of the important keys to a successful walk- through together!

But, to be honest, this is ‘big elephant’ to eat, so let’s do it, as they say, one bite at a time.

The first key maybe the most important one of all.

And, here it is…

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Who Do You Want To Clean?

OK, let’s get right to it, because the sooner we answer this question, the sooner you can get the kind of cleaning business you’ve always dreamed of having.

Remember last time, when we asked…”What kind of accounts would give you a steady income,
be easy to staff, easy to manage and give you a “shot” at extra work year round?”

Put another way, “What kind of accounts would give you the best chance at growing a large, profitable and stable cleaning business?”

Well, here was the answer for us…office cleaning!

Specifically; 3-5 nights per week, office cleaning, performed in the early evening, for owner-occupied professional, medical, industrial and manufacturing buildings, over 7,500 square feet,
within a 50-mile radius of our office.

You may want to take a second to re-read that because every part of it is important.

It became our target market – our niche!

So, our target account…

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Should You Treat All Of Your Janitorial Customers The Same?

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Be careful -you might be tempted to answer the question with an automatic ‘YES’ – but, what if I said, ‘No’. Would you think I’m crazy? In this video I’ll tell you about a painful, but important lesson Tony and I learned about customer service that may help your cleaning business too.

Before you’re done watching this video episode – Should You Treat All Of Your Janitorial Customers The Same? you’ll hear how making practical and informed decisions rather than rash or uninformed ones can be a big benefit to you and your cleaning business.

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Picture Something!

Would you do me a favor?

Here it is….

Picture something.

That’s right, I know it may sound lame, but stop for just a second and try to picture exactly what you’d like your cleaning business to be like.

Take a moment to really think about it…

If you could make a wish… and see it magically come true – how big would your cleaning business be, how many buildings would you cleaning and what would you average day be like?

Done?

OK.

Now, was any of this in your picture?…

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Should You Guarantee Your Work? Part 2

Last time, we tackled the question of whether you should guarantee your work. This time let’s talk about what kind of guarantee it should be.

Well, in general – the BOLDER the BETTER!

To see why that is, let’s first go back and look at a
what can happen when a guarantee is not bold.

Let’s say, for example, that a guarantee read something like this:

GreenBranch Commercial Cleaning’s Guarantee:

If you are not happy with our office-cleaning services*,
you need to report it to us, in writing, by the 10th of following month, explaining in detail what you were not satisfied with, and then, give us a 3 days to correct it.

THEN we will refund the pro-rated amount of your bill for the portion of the month that the cleaning was not up to your expectations.

* Restriction: applies only to regular office cleaning.

This kind of guarantee…

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Do You Ever Feel Like A Punching Bag?

Do you ever feel like a punching bag… in your cleaning business?

Well, if so, you’re not the only one, because that’s exactly how we felt.

Let me tell you our story….

For too many exhausting years, our cleaning business “pounded” on us, every day.

It was bad.

Tony and I were just barely making it, many times needing to use credit cards just to cover the payroll and monthly bills!

We ran around like crazy during the day trying to get more account, and then turned right around and cleaned until late at night.

Yep, you guessed it, we had to race right back to work early the next morning, to fix problems, at the accounts we didn’t have time to check the night before!

And there were always

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The Secret to Marketing Your Janitorial Business

The Secret to Marketing Your Janitorial Business

The great motivational speaker, Zig Zigler got it right when he said “You can have everything in life you want – if you help enough other people get what they want in life. This philosophy isn’t only great advice for living – it’s great business advice too. That’s right, not only is it the right thing to do – it’s can help your chances of landing the job!

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Run Your Cleaning Business…Like You’re Selling It

Run Your Cleaning Business…Like You’re Selling It

Ever noticed how your neighbors who desperately want to sell their house suddenly find the energy to do all the paint, putty and landscaping they’ve been putting off for years? Yep, they know what buyer’s want to see – a home that is solid, well maintained and attractive. Same thing holds true for businesses – like cleaning companies.

Before you’re done watching this video episode - Run Your Cleaning Business… Like You’re Selling It! you’ll see how identifying things to improve and then making the effort to make those changes now, can not only give you the edge when it comes time to sell – it will also give you the enjoyment and financial rewards that come from running an efficient and professional cleaning business in the mean time.

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The Receptionist: Friend or Foe?

The Receptionist: Friend or Foe?

Conducting a professional walk-through of a building for a cleaning bid – STARTS with how you treat the receptionist. That’s right, not only is it the right thing to do – it’s can help your chances of landing the job! Don’t believe it.

Before you’re done watching this video episode – The Receptionist: Friend or Foe?
Dan will show you how following your mother’s advice to ‘treat everyone the way you would like to be treated’ is not only good for you, but for your business too. Very often, people believe what others say about you more than what you say about yourself – so what the receptionist says to your contact about you may very well be important.

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Does YOUR Office Need A New Cleaning Company?

CleanBid.net - Does YOUR Office Need A New Cleaning Company?

It’s not ok to have your customer’s offices looking great… while yours looks like a frat house on a Saturday morning after a crazy Friday night. That’s right, you and your staff deserve to work in a environment that is kept as clean, professional and well-maintained as the clients you take care of. Watch this fast paced video to learn how the rewards of a clean office start with things like pride in yourself and your company, but go even further to, for example, the message it sends to your employees as well as any applicants that stop by.

Before you’re done watching this video episode – Does YOUR Office Need A New Cleaning Company? you’ll hear how Dan and Tony got tons of marketing ‘mileage’ by making sure their office was cleaned to the same high standard as the clients they served.

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What Should YOU Change In YOUR Janitorial Business?

Well, let’s first of all remind ourselves that ‘change creates change’. So, in the case of our cleaning businesses – make the right improvements, and we could see our results improve.

Simple right? So, why even mention it?

Well, even though the idea is a simple one, doing it – is not. Think about this question:

How much do we really change in our cleaning businesses in a year?

How much do we actually change about how we market, how we sell, how we bid, how we train, how we clean – in a year? For many of us, the honest answer can often be a rather disappointing – little.

It’s understandable.

Here are two reasons why we don’t make the changes we need to make:

1. We feel we’re overwhelmed and don’t have the time or energy.

2. We don’t know WHAT to change or HOW to change it.

Personally, I think, if we had good, solid, exciting answers to #2, we would begin …

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What ONE Janitorial Business Owner Can Do – ANOTHER Can Do!!

CleanBid.net - What ONE Janitorial Business Owner Can Do – ANOTHER Can Do!!

Success isn’t just for other people – it’s for YOU too. Never forget that. It can be easy to get down in the dumps about your cleaning business when you have to face a tough economy, people problems – and scheduling issues to boot. But, there are steps you can take to overcome even your toughest problems. Watch this fast paced video to learn how you can use other people’s experience as a road map to your own success.

Before you’re done watching this video episode – What ONE Janitorial Business Owner Can Do – ANOTHER Can Do!! you’ll learn the truth, that in many ways, the highly successful people you admire – may actually be you too – if you find the right plan and implement it with determination.

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Janitorial Business Ideas Can Be Slippery Fish

CleanBid.net - Janitorial Business Ideas Can Be Slippery Fish

Ever think of the greatest, most creative idea to help your janitorial, cleaning business in the morning -only to forget it completely by afternoon? Well, we have – through painful janitorial business lessons, like the one Dan will share in this video. Watch this fast paced video to learn how you can hold on to your best ideas – and not have to worry about losing them again.

Before you’re done watching this video episode – Janitorial Business Ideas Can Be Slippery Fish you’ll learn a simple tip to never losing your best marketing, selling and profit ideas for your cleaning business – ever again!

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You Guys Are Great.

And by ‘guys’, I mean ladies too – really, all of you that Tony and I are so grateful to have with us.

After working for over 20 years in the cleaning business -it’s an honor to get the chance now, to create products and services to help so many cleaning business owners who have quickly become what we consider our friends.

We read all of your emails – so we learn what you think we do well – as well as what you think we need to do better.

When you get near the holidays, it’s good to remember those people that mean a lot to you – in your life.

Well, all of you mean a lot to Tony and me. And more than that – we take the responsibility of giving you the very best tools to help you grow your cleaning business – very seriously.

We work as hard and as quickly as we can to create new tools while always improving the …

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Unusual Janitorial Jobs – Dip Your Toe in FIRST

CleanBid.net - Unusual Janitorial Jobs – Dip Your Toe in FIRST

Ever come across an unusual cleaning project – maybe a stripping and refinishing project that looks let’s just say – unpredictable? Well, we have – and through painful lessons like the one Dan will share in this video. Watch this fast paced video to learn a valuable strategy that shows your customer you’re interested in helping them, while protecting you from a possible profit meltdown.

Before you’re done watching this video episode – Unusual Janitorial Jobs: Dip You Toe in FIRST you’ll learn how you can easily show your janitorial customers that your responsive, but without sticking out your financial ‘neck’ too far!

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Properly Label EVERYTHING in Your Janitorial Business

I wish Tony and I had always followed that rule – but we didn’t. You see, in our first year in business, we were still doing some of the cleaning jobs ourselves -especially the project work like carpet.

Anyway, one night, Tony and I were finishing up a carpet job, late at night, at one of our biggest cleaning accounts, and I went to grab the container of solution we had brought along to ‘protect’ the carpet.

I sprayed the solution to the carpet in each of the executive offices -thinking we were just about done and would be able to call it a night soon – when something went wrong – terribly wrong.

I stood in shook as I watch the carpet change colors from dark blue to well, let’s just say a much lighter color – right before my eyes.

And, not evenly either – but streaked. We could not believe what was happening.

But, as with everything – there’s a reason …

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Does YOUR Cleaning Business Have a 3 Hour MAGNET?

CleanBid.net - Does YOUR Cleaning Business Have a 3 Hour MAGNET?

Does YOUR cleaning business have a ‘magnet’ when it comes to what your employees are drawn to when it comes to the hours, scheduled time or number of days times they would like, no LOVE, to work. Well, ours did – and if yours do too, it may hold the key to reducing turnover while increasing employee and customer satisfaction. And, that’s a very good thing. Watch this fast paced video to find out how you can easily find out if you have a MAGNET in your janitorial business, and, more importantly, what you can do to improve your company by knowing what it is!!

Before you’re done watching this video episode – Does YOUR Cleaning Business Have a 3 Hour MAGNET? you’ll learn how you can survey your employees to discover what you can do to help you, your customers and your employees. It doesn’t get much better than that!

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Janitorial Business Tip: Write Thank-you Notes

How could something as old-fashioned as a thank-you note be valuable in you cleaning business – in today’s world?

How could something so simple even compete in a day filled with Gmail, Smart phones, Skype and Droids?

But it does. Why?

Well, because, while technology continues to change at a frantic rate – people don’t, at least not what they care about – what makes them tick.

People always have, and always will, appreciate being appreciated -and nothing does that better than a personal thank- you note. You see, getting a personal thank you note from someone touches people in a way nearly nothing else can.

Don’t believe it? Let’s take a look.

First, there’s the greasy muffler shop where you’re likely to find one or two prized thank-you notes taped to the wall. Or, listen to Andy Rooney on 60 Minutes explain how much he appreciated the hand-written notes he had gotten over the years.

How much?

He showed them on the air. That’s right, he didn’t throw them …

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We Lose A Little On Every Cleaning Job…But Make It Up In VOLUME?!

CleanBid.net - We Lose A Little On Every Cleaning Job…But Make It Up In VOLUME?!

Ever heard the expression,’ We lose a little on every job…but make it up in VOLUME’?? It’s suppose to be funny – but, it’s not if you’re doing lots of work but end up making little or no profit.  Watch this fast paced video to find out why this can happen and more importantly what you can do to make sure it doesn’t happen to you in your janitorial business.

Before you’re done watching this video episode - We lose a little on every cleaning job…but make it up in VOLUME?! You’ll learn how you can build-in profit up front, that’s right, in advance, in your cleaning jobs so when you add them up you’ve got a profit – not a problem!

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How to Get Janitorial Prospects – to Decide!

CleanBid.net - How to Get Janitorial Prospects – to Decide!

What do your cleaning business prospects and customers love as much as they love FREE? Watch this fast paced video to find out. You’ll learn how you can easily add this secret ingredient to your marketing, selling and yes, even customer services – anytime you want – and get a handful of practical examples too!

Before you’re done watching this video episode – How to Get Janitorial Prospects – to Decide! you’ll have another marketing tool to pull out and use anytime you want to engage your customer in a way they actually prefer. It doesn’t get much better than that!

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Warning to Janitorial Businesses: Back it up!

Do you back up your work?

This week’s message is simple, Here it is…

Be sure you have a reliable method of backing-up your cleaning company’s important information on your computer.

I warn you – because as my business partner, Tony, the computer whiz says ‘it’s not a question of if you’re computer will go kaput -it’s a question of when.

I had to learn the hard way.

My wife and I have 3 kids – and over the years – every now and then, here’s what we hear:

‘Oh my god, I’ve lost everything! Dad – you’ve got to help me -that stupid computer ‘froze’ up on me and now I can’t even get it to boot up.

What am I going to do? I have my final school paper on it, AND my resume AND my only photos of graduation! But, I can’t get to any of it. What do I do now….dad?

Yeah, ugh.

Well, once and a while, I’ve been able to get their laptop to boot up so we …

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Janitorial Salespeople – WHEN Should You Call Your Prospects Back?

CleanBid.net - Janitorial Salespeople – WHEN Should You Call Your Prospects Back?

When should you call your janitorial prospects back? What should you say? How often is too often to call back? It’s an important question cleaning business owners often ask. After they deliver a cleaning bid or janitorial proposal, salespeople want to follow up with their prospect – without being a nuisance or acting desperate. Watch this fast paced video to learn interesting and effective answers to those questions and more.

Before you’re done watching this video episode – Janitorial Salespeople: WHEN Should You Call Your Prospects Back?, you’ll learn how to take charge of the selling situation and feel confident calling your prospect once and for all, because you’ll know WHY you’re calling.

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Janitorial Business Alert: Creativity is Overrated!

Creativity is overrated – really, it is.

How can I say such a thing? I mean, creativity is the answer behind so many amazing solutions to everyday problems including cleaning problems – right?

Well, ok – right, but, hold on, because that’s only part of the story – and a relatively small part at that.

You see, while everyone would love to be the inspired genius who comes up with the creative, never before seen solution – it’s rare.

Certainly, wonderful when it happens -but rare.

So, why mention it?

Here’s why – the good news is creativity is highly overrated. That’s right – for the vast majority of successful people, success comes primarily NOT from creativity – but implementation.

Successful people are implementers – doers. Successful people get things done, put things in place, get things started – and finished. Their slant towards action rewards them more than waiting for inspiration.

In fact, inspiration, if it does come, normally does as a result of the many things learned while implementing – …

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MORE Janitorial Marketing Gold

CleanBid.net - MORE Janitorial Marketing Gold

What do your cleaning business prospects and customers love as much as they love FREE? Watch this fast paced video to find out. You’ll learn how you can easily add this secret ingredient to your marketing, selling and yes, even customer services – anytime you want – and get a handful of practical examples too!

Before you’re done watching this video episode – MORE Janitorial Marketing Gold, you’ll have another marketing tool to pull out and use anytime you want to engage your customer in a way they actually prefer. It doesn’t get much better than that!

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Your Cleaning Company: Business or Hobby?

Is your cleaning company – a business or a hobby?

Strange to hear, I know, but I once heard the question put that way. Interesting, though, isn’t it?

In fact, the person I heard this question from went even further to make his point.

He said, ‘If your janitorial business isn’t making money – you don’t have a business, you have a hobby – period.’ It’s tough to hear the cold hard truth – but important.

You deserve to have a business – and one that works for you – as hard as you work on it. I would press this tough message even further – your cleaning company needs to do more than just make money. It needs to make you good money.

That’s right, if your cleaning business isn’t rewarding you with healthy profits, you don’t have a healthy business – at least not yet. But you can, and here’s how.

It goes without saying that running an efficient janitorial business with cleaners who are productive and …

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Janitorial Customer ‘Tells’

CleanBid.net - Janitorial Customer ‘Tells’

Poker players have ‘em – and so do your cleaning business prospects and customers. They’re called ‘tells’ or clues, and the key is to learn what they are, how to spot them – and then what to do next. What’s at stake? Well, miss these clues or ‘tells’ and risk losing your prospect or customer’s interest -notice them, and you can win their respect and maybe even their business. Watch this fast paced video to find out what you need to know to watch and listen for -starting NOW.

Before you’re done watching this video episode – Janitorial Customer ‘Tells’, you’ll hear a number of practical examples of how you can quickly and easily spot these ‘tells’ – and, just as importantly, what to do next.

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Janitorial Business Success Tip: Be Coachable!

Are you coachable in how you run your commercial cleaning business?

People say they are – but often act like they’re not. Being ‘coached’ is different than being coachable.

Being ‘coached’ is easier – all you need to do is to be willing to sit and listen to the coach. Being coachable goes way beyond that -it requires a lot more than going through the motions.

Being coachable starts with an act of surrender – and that’s not easy.

Why? Well, for one thing, pride gets in our way. When we are too proud to ask for, or receive help with an open mind from those who have the answers – we struggle.

Fortunately, the kind of surrendering needed to be coachable isn’t the kind that leaves you broken down, but, rather, it’s the kind that can build you up.

We don’t surrender our values or who or what we are – but we do surrender the idea that we have all the answers.

Successful people, in all …

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SPECIFICS Are Janitorial Marketing Gold!

CleanBid.net - SPECIFICS Are Janitorial Marketing Gold!

Janitorial Marketing GOLD.  You may think finding something to impress your janitorial business prospects – is as hard to come by as gold.  Well, it doesn’t have to be – not if you realize adding this one ingredient – namely, specifics, to your advertising can be that gold for your cleaning business. Watch this fast paced video to find out how you can do it NOW.

Before you’re done watching this video episode - SPECIFICS Are Janitorial Marketing Gold!, you’ll see a number of great examples of how you can quickly and easily add this marketing GOLD to your cleaning business starting today.

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Commercial Cleaning Sales Tip: People Buy from People

People buy from people.

I know – you’ve heard it before, but it’s so important, it’s always good to be reminded.

Question.

How does technology affect how people buy from people?

I love what technology can do for us – from instant communication to customized, professional cleaning proposals. It’s a thing of beauty.

But, what I hate or, at least fear, is the increasing temptation to rely on technology to do things it
wasn’t intended for – or at least doesn’t do well.

Case in point – personal, one-on-one relationship building (selling, customer service).

It’s hard to beat, sitting right next to your prospect when you deliver your bid – getting the chance to visit, explain things, answer questions, handle objections or, frankly, close the sale.

An email alone can’t compete – at least if it’s not combined with some face time between your prospect and you or your sales rep.

Tools are made to perform specific jobs. Using the wrong tool for the wrong job is heading for trouble from the start.

Case …

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Janitorial Bids: Why I Hate Group Walkthroughs

CleanBid.net - Janitorial Bids: Why I Hate Group Walkthroughs

I know why the building owners and property managers do it – arrange for group walkthroughs when they go out to get competitive janitorial bids to compare, that is. It’s to save time, money and aggravation – for them. Fine. But ,for the janitorial business owner, if they’re not careful, it can spell trouble. What kind of trouble? Watch this fast paced video to learn, not only the challenges of the group walkthrough, but, more importantly, what you can do about it.

Before you’re done watching this video episode – Janitorial Bids: Why I Hate Group Walkthroughs, we’ll examine how the dynamics of a group anything, in this case, a cleaning bid walkthrough, can leave some cleaning companies ‘hanging’ when it comes to getting all the necessary building information you’re going to need for bidding and preparing a proposal. The good news is there are things you can do to make sure you’re not one of those cleaning contractors that …

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Janitorial Businesses: Is There a Dime’s Worth of Difference?

Janitorial Businesses: Is there a dime’s worth of difference between you and your competition?

Well, you certainly hear it all the time about politicians – people say, ‘there’s not a dime’s worth of difference between any of them.’

Sad, but too often -true. Why?

In many cases, it’s because they all quickly begin to sound the same – same empty words, same tired message.

And what happens?

Well, pretty soon – the voting public tunes them out completely.

So, how does this apply to you and your janitorial business?

Well, if being ignored by voters can ruin a politician’s campaign – being ignored by prospects can ruin a cleaning business. Right? Right.

So, you need to ask yourself, ‘Is there a dime’s worth of difference between you and any other of the thousands of cleaning business in this country?”

Maybe more importantly, ‘Is your message any different than any one of the 10 or 20 or 30 janitorial businesses in your area?’

Now, that’s something to think about, isn’t …

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The ONE Thing You Should Do During a Janitorial Bid Walk-through

CleanBid.net - The ONE Thing You Should Do During a Janitorial Bid Walk-through

The one thing you should do is – something hardly anyone else is doing, and that’s why it’s such a great opportunity. So, what is it?

Well, you’ll have to watch this short video to find out – but I’ll tell you this much. If you do this one thing, you’ll be able to save time, travel expense and embarrassment, as well as, improve your bidding while making you instantly look like a real pro to your prospect. So, how’s that for starters.

Before you’re done watching this video episode – The ONE Thing You Should Do During a Janitorial Bid Walk-through, you’ll know the one thing you SHOULD to do during your building walk-through to save money, bid better and look like a real professional. The good news is it’s pretty easy to do – so don’t wait another day.

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Recipe for Failure in the Janitorial Cleaning Business: The Flying Grasshopper Story

I walk at a local park several days a week. It’s basically a 6 ft. wide asphalt paved path that
winds through a field of trees, tall grass and even a few pretty good size ponds.

Anyway, during one of my walks, the actual asphalt path was particularly covered with
grasshoppers -all kinds, ranging from:

1. The super small ones, to

2. The middle size ones that can get some kind of tar-like gunk on your shirt when they jump up
on you, all the way up to

3. The larger ‘flying’ kind.

I haven’t looked into it, but my guess is there’s something about the warmth of the pavement they
like – no, like isn’t strong enough – apparently got to have.

Well, one of these larger flying ones that was up ahead sitting right where I was headed – jumped,
as I got near him and flew to what I thought would be into the field – to safety.

But not this one – he just flew ahead of me about 25 …

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What’s the FIRST Thing Janitorial Sales Reps Should Do After a Bid Walk-through?

CleanBid.net - What’s the FIRST Thing Janitorial Sales Reps Should Do After a Bid Walk-through?

Run back to the office and take a break, right? Wrong. It’s tempting though, we know, after a long, detailed janitorial bid walk-through, you can be exhausted – mentally and physically. But, there is one thing SO important to do, that it just can’t wait until the next day. Watch this fast paced video where Dan will reveal what that one thing is, and why it could make the difference between you getting the cleaning job or not.

Before you’re done watching this video episode – What’s the FIRST Thing Janitorial Sales Reps Should Do After a Bid Walk-through?, you’ll know the one thing you SHOULD to do immediately after your building walk-through. The good news is it’s pretty darn easy to do – but only if you don’t procrastinate and put it off.

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Former Janitorial Business Owner Returns to Colorado

Jennifer and I just got back from Colorado. It’s been nearly 25 years since we lived there.

Time goes fast.

Anyway, it was great. What a beautiful state; between the sky, mountains and my personal
favorite – the low humidity, it comes pretty close to paradise.

Now, to be fair, back home in Ohio, we think our neighbor to the north – Michigan, has an area
that’s as about as great – it’s called Traverse City along Lake Michigan and up towards the
the Mackinaw Bridge. Ahhhh…

Anyway, it was great – weather was gorgeous every day, but we did notice something shocking.

While we were gone – they built stuff – a lot of it.

Yeah, it was amazing to see the cities – little places like Greeley and Ft. Collins that have grown so much, we could hardly recognize them.

It was good to take a break to relax – going to have to make a point of taking more them.

Now that the kids have abandoned Jennifer and I – actually just …

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Should Janitorial Businesses LOVE Highly Profitable Jobs?

CleanBid.net - Should Janitorial Businesses LOVE Highly Profitable Jobs?

Dumb question, right? I mean of course, every janitorial business owner should love having highly profitable cleaning accounts, right?? Well, maybe…maybe not. Watch this fast paced video that explains a different, maybe even shocking answer to the question – one that many commercial cleaning companies may have never considered before.

Before you’re done watching this video episode – Should Janitorial Businesses LOVE Highly Profitable Jobs? you’ll be able to decide for yourself if this advice (what some cleaning business owners may consider to be absolutely crazy)… just may actually make a lot of sense (and cents).

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Should Janitorial Businesses Use Telemarketing?

No – not if you’re running to it to rescue your cleaning business.

No – not if you’re running to it because you simply don’t know any other way to get new jobs.

No – not if you’re running to it to get out of having to create powerful marketing messages to tackle your prospects biggest problems.

No – not if you’re running to it as a way of getting out of the hard work of putting together a real,

ongoing, pre-scheduled marketing program.

No – if you’re running to it because you just want as many new leads as possible, as fast as possible and don’t care about the quality of those leads, profitability of those leads or even whether or not the job is right for you or fits in your plan.

Yes – if you’re choosing to use it as simply one of multiple ways to reach your prospect.

Yes – if you’re choosing to use it as just one part of a real, ongoing, pre-scheduled marketing program.

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How Janitorial Businesses Can Set Themselves Apart Without Tearing Their Competition Apart?

CleanBid.net - How Janitorial Businesses Can Set Themselves Apart Without Tearing Their Competition Apart?

It can definitely be tempting. During your walk-through a building to bid on the office-cleaning, you notice greasy hand prints on the doors, tons of dust on the partition tops and ugly mop stains half way up the toilets. The question to janitorial business owners and sales reps is this – what should you say or should you say nothing at all. Watch this fast paced video to learn what you can say that scores you ‘points’ with your prospects without tearing down the current cleaning company.

Before you’re done watching this video episode – How Janitorial Businesses Can Set Themselves Apart Without Tearing Their Competition Apart? you’ll learn a very specific strategy you, as the owner of a janitorial business can say to set you a part from the other cleaning companies without tearing them a part.

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Video: Why Janitorial Businesses Shouldn’t Use Price per Sq. Ft. To Bid Janitorial Jobs

CleanBid.net - Why Janitorial Businesses Shouldn’t Use Price per Sq. Ft. To Bid Janitorial Jobs

Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!

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Janitorial Business WARNING: Don’t Get Tricked…like the Elephant!

That’s right, don’t get tricked like the elephant – at least NOT, if you want to build a fast growing and profitable janitorial business.

Here’s why.

Well to begin with it’s not that elephants aren’t strong – they are.

They’re said to be the largest and strongest land mammals in the world – able to lift huge logs with their trunk. Even pull down a tree.

So, they’re strong. But, here’s the thing:

For many years in Asia, elephant keepers would ‘tame’ wild baby elephants in a rather unusual way.

They would secure the baby elephant’s leg to a tree or stake in the ground, by means of a rope
from which, as hard as the elephant tried, he could not escape.

The elephant eventually learns, or put differently is brain-washed into believing, despite his best efforts, he simply cannot free himself when his leg is tied to a tree or stake by means of a rope.

And here’s the interesting thing…

Even when the elephant has matured to full size, when its …

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Janitorial Sales Reps: WARNING!

CleanBid.net - Janitorial Sales Reps: WARNING!

Hear Dan’s fish market story where he shares an important lesson to commercial cleaning sales reps. You may think this doesn’t apply to you in your janitorial business – think again. Dan will share several specific ways how this lesson applies directly to the kinds of questions that come up for contract cleaning sales reps every day.

Before you’re done watching this video episode - WARNING to Janitorial Business Sales Reps! you’ll learn what you is the best way to handle some of the difficult questions you’re asked while you’re out in the field selling cleaning.

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Janitorial Proposal Cover Letters That Sell

CleanBid.net - Janitorial Proposal Cover Letters That Sell

Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!

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Janitorial Marketing Tool: A CLEAN Office!

Ever been in traffic and had a carpet cleaning van pull up next to you that’s completely filthy – inside and out.

I mean the kind where it looks like they literally just threw everything in the back, hoses, buckets and rags, the works – and then slammed the door shut fast.

The best part is when the sign on the van boasts about how they are 100% dedicated to top-notch quality and professionalism.

They may even have a sign on the van with their name being something like ‘Elite Executive Pristine Carpet Cleaning’.

Give me a break.

I understand if someone can’t afford a new vehicle – Tony and I couldn’t for a long time and even when we could, we might snag a used one in great shape instead.

So it’s not whether it’s new or not.

But, at least, take care of what you’ve got. It can at least be – clean and organized. And that’s what customers want too. Many of their buildings are not new either, …

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Why Janitorial Businesses Should NEVER Stop Marketing

CleanBid.net - Why Janitorial Businesses Should NEVER Stop Marketing

Hear Dan’s story of how he painfully learned to NEVER stop marketing. When you don’t have a reliable way to find and land new janitorial jobs, you may find yourself desperately holding on to jobs because you’re afraid your cleaning company will fail without them. It’s something many commercial cleaning business owners have felt at one time or another – and they don’t like the feeling.

Before you’re done watching this video episode – Why Janitorial Businesses Should NEVER Stop Marketing you’ll learn what it takes to keep new cleaning business coming in and why it’s so important to those just starting a cleaning business as well as those janitorial companies that have been around a while.

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How to bid Janitorial or Commercial Cleaning Jobs

CleanBid.net - How to bid Janitorial or Commercial Cleaning Jobs

Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!

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Janitorial Business Owners GONE WILD!

The look of fear and panic in the eyes of many janitorial business and commercial cleaning company owners today could make you think they’ve gone wild!

Can you blame them?

Isn’t that the way any sane person would feel whose had to stand by and watch many of his or her best janitorial customers get ‘stolen away’ by some slick-talking cleaning franchise, empty-promising national management company or low-balling competitor?

You know who I’m talking about – outfits who don’t think twice about offering ridiculously low prices to get unsuspecting, or not so unsuspecting, clients of yours to ‘jump ship’.

Only later, do the customers realize they’re sinking in the new cheap ship – left with holding a bag of empty promises about how they were going to get great quality at a super low price!

But, by then, the damage has been done.

So, can you really blame these cleaning business owners from wanting to scream ‘foul’?!

Nope – at least, I can’t

But, once the screaming about the unfairness-of-it-all is over, these …

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When is the BEST time for Your Janitorial Business to Raise Prices?

CleanBid.net - When is the BEST time for Your Janitorial Business to Raise Prices?

If you’re not making any money at one of the jobs your janitorial business cleans, it’s time to put
through a price increase, right? Well, maybe, maybe not. It depends. And in this fast-paced video will look at one of the important things it depends on -that you may have never thought of before.

Before you’re done watching this video episode – When is the BEST time for Janitorial Businesses to Raise Prices? you’ll learn about what may be actually be THE hidden KEY as to whether your next price increase sails easily through, or is stopped – dead in its tracks.

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How Janitorial Businesses Can Survive in 2010 and Beyond

CleanBid.net - How Janitorial Businesses Can Survive in 2010 and Beyond

Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!

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Janitorial Business Owners Force ‘Lock Down’

Janitorial business owners force a ‘lock down’ – on their time, so no one, or no thing, can steal it.

At least, the successful ones do.

That’s right, the smart owners of commercial cleaning companies know they can’t make any more time – so they need to jealously guard every bit they do have.

But, even for the most disciplined ones, it’s not easy. It seems EVERTHING is desperately trying to take over whatever little time you have in a day.

TV, kids, the internet, news, politics, facebook, home repairs, neighbors, even well intentioned friends and co-workers.

It’s not their fault. All of these ‘things’ are good – in fact, they make up our lives. So, if any one of these ‘things’ isn’t the problem – what is?

It’s US – it always seems to come right back to us. We are the ones who decide how we will spend (invest) the hours of our day.

We are the ones who need to figure out the schedule of commitments for …

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Janitorial Inspections? Short, General and Frequent WINS!

CleanBid.net - Janitorial Inspections? Short, General and Frequent WINS!

Think quality control inspections and how they affect your janitorial business – is boring? Ok, maybe it is, a little – but in this fast-paced video you’ll hear a few things about inspections we bet you won’t find boring. But, as an owner of a cleaning company, these ideas may be of particular interest and value to you and your janitorial business.

Before you’re done watching this video episode – Janitorial Inspections? Short, General and Frequent WINS!, you’ll see why trying to act professional when it comes time to lay out the quality control and inspections for your commercial cleaning company can be a costly mistake, and ineffective to boot!

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Free Janitorial Bidding Calculator Can Be Too Costly

CleanBid.net - Free Janitorial Bidding Calculator Can Be Too Costly

Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!

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Janitorial Marketing That Works!

It’s not a question of simply doing more of same kind of image type advertising many of the ‘big players’ in cleaning use.

And, it’s not even a question of ‘buckling down’ and doing a better job of writing your own version of the kind of ads those big guys use.

Nope – the question isn’t whether it’s better or whether you do more of it, the question is:

Whether or not it’s DIFFERENT – so different that it works better than theirs, faster than theirs and more efficiently than theirs!

Big cleaning competitors may have luxury to have the money to afford general, image ads droning on about how ‘they’re bonded, licensed and insured’ or that they’ve been in business since the ‘discovery of fire’!

You and I don’t.

We need to use powerful marketing messages and direct response advertising methods that are different, measureable and effective.

The army of direct response marketers who successfully use and teach direct-response marketing is long and distinguished, experts like Ted Nicholas, Dan Kennedy, John …

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When is a Cleaning Problem REALLY Fixed?

CleanBid.net - When is a Cleaning Problem REALLY fixed?

The phone rings – it’s one of your customers. They have a cleaning complaint. You send one of your managers out to fix it. Case closed. That’s it, right? Well, not necessarily! Watch this short video to see what Dan and Tony learned, the hard way, about what it really takes to fix a janitorial complaint or cleaning problem.

Before you’re done watching the video “When is a Cleaning Problem REALLY fixed?” You’ll see that it take a lot more than just sending one of your people out to ‘take care of it” – if you want to offer great customer service in your janitorial business or commercial cleaning company.

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How Can Cleaning Businesses Find MORE Jobs?

CleanBid.net - How Can Cleaning Businesses Find MORE Jobs?

Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!

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Janitorial Business Success… Isn’t For Kids!

My wife and I have 3 kids. Well they’re not really kids anymore; more like young adults.

Anyway, the point is I remember what kids are like – come in from school, drop clothes, books, everything on the floor and crash in front of the TV.

It’s a pretty good gig. Kids get to act, well, ‘like kids’ which often means enjoying life – kid code for… ‘doing as little as possible’!

It’s ok. I understand – we’ve all been there. We were all kids once too. (ok, a long time ago)

So, I’m not complaining. It just brings to mind something important about having successful janitorial business – really a successful anything.

If you want to have something of quality that works all the time…it takes more than a kid-like effort.

It just does.

It takes some heavy-lifting, especially at first, putting together the pieces of the puzzle so your business systems can be counted on to work – every time.

Quick example – How about putting …

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What Successful Janitorial Selling Doesn’t Look Like!

CleanBid.net - What Successful Janitorial Selling Doesn’t Look Like!

Knowing what NOT to do can be as helpful as knowing what to do. Bad selling habits like the ones described in this short video can cost you sales – plain and simple. But studying what NOT to do when you’re selling can just as quickly ‘jump start’ your selling technique and sales results. Watch now to learn what you can do now to dramatically improve how you sell commercial cleaning – by learning some of the worn out philosophies and selling habits that may be holding you back.

Before you’re done watching this episode of “What Successful Janitorial Selling Doesn’t Look Like!” you’ll learn a handful of practical ‘things’ you can do to turn your janitorial cleaning prospects into customers faster than ever before. Listen NOW ; you’ll be glad you did!

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Need A Pick-me-up? Meet Dan’s New Dog!

Meet Dan's Dog Daisy

Need A Pick-me-up? Meet Dan’s New Dog!

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How Can Janitorial Businesses Create More Value?

CleanBid.net - How Can Janitorial Businesses Create More Value?

Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!

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Janitorial Selling Rule #1 – Be Yourself

It’s funny. You wouldn’t think it would be that tough – just trying to relax and be yourself.

But when it comes time to meet your prospective customer it can take some getting used to.

You want to be relaxed when you sell, but the selling situation can make a person, well – nervous.

It reminds me of when I first started to shoot videos. I thought I was relaxed; but when the camera turned on, something changed. That’s right, it ‘threw me off’.

And even though, I think of myself as a pretty outgoing person, but it didn’t matter, I still got a little tense – ok, a lot tense… in the beginning.

In fact, when I look back at some of the earliest videos, I cringe a little.

I can see myself getting ‘tight’ – and it just doesn’t come across as well as some of the later ‘stuff’ when I felt more relaxed.

Selling cleaning can be like that.

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How Janitorial Salespeople Can Turn ‘Prospects into Clients’ Faster!

CleanBid.net - How Janitorial Salespeople Can Turn ‘Prospects into Clients’ Faster!

It’s not magic! Earning your janitorial prospects trust takes time – BUT, you can shorten the time it takes by watching this short video – where we reveal specific steps you can take, starting now, to give you more chances to ‘get to know your prospect’ and for them to get to ‘know and trust you’ – sooner, rather than later!

Well, before you’re done watching this episode of “How Janitorial Salespeople Can Turn Prospects into Clients… Faster!” you’ll learn a handful of practical ‘things’ you can do to turn your janitorial cleaning prospects into customers faster than ever before. Listen NOW ; you’ll be glad you did!

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How to Prepare a Janitorial Cleaning Bid

CleanBid.net - How to Prepare a Janitorial Cleaning Bid

Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!

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It’s Not JUST Janitorial Businesses Chasing Price!

Think janitorial businesses are the only ones recklessly slashing prices in the desperate hope of landing more jobs – Think again.

I spoke with a sales rep from a Jan San Supplier the other day. Wow, you should hear their side of things. I’ve mentioned in the past that when we were when we were tired and at our wits end with problems, we used to half -joke that the real ‘MONEY’ in cleaning wasn’t in the actual cleaning – but in the selling of chemicals and equipment.

Well, after hearing my friend, the JanSan Distributor rep tell about the man-your-battle-stations, prices lashing wars these guys have to fight each day, well, I may have to cut ‘em a break and stop portraying them as… the ‘tycoons’ of the cleaning industry.

You see, he said the very things we hear cleaning business owners say every day. What’s that?

Well, you know the drill – ‘The customers only want the lowest price. That’s all they care …

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The Secret to Selling Commercial Cleaning – Part 2

CleanBid.net - The Secret to Selling Commercial Cleaning – Part 2

What does successful selling of cleaning contracts look like? Well, that’s what we’ll reveal in this second episode of ‘The Secret to Selling Commercial Cleaning’. That’s right, we’re going to get get down to the bigger secret is to selling cleaning contracts – not just once, but consistently!

Well, before you’re done watching this episode of “The Secret to Selling Commercial Cleaning -Part 2!” you’ll learn why selling ‘attitude’ may be more important than selling mechanics. Listen NOW ; you’ll be glad you did!

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How to Price a Janitorial Job

CleanBid.net - How to Price a Janitorial Job

Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!

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The Janitorial Salesperson’s Friend

There aren’t as many as their used to be – receptionists, that is.

Today, when you go to do a walk through or deliver a proposal, you have a good chance of being ‘greeted’ instead by an empty front desk and an auto/magnet-locked door – which can only be crossed if you can convince the ‘voice’ on the other end of the line to grant you access.

I may be exaggerating, but it’s been interesting to watch things change over the years. Anyway, I’ll pick up the speed here, make a quick point and let you get back to what you were doing.

When you do come across a receptionist when you enter a building for a walkthrough or to deliver a proposal…he or she is important.

Hopefully, we all treat people the same regardless of power or position in life – simply because it’s the right thing to do.

However, in case you need a little more incentive, here’s an additional, practical reason why you should …

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The Secret to Selling Commercial Cleaning – Part 1

CleanBid.net - The Secret to Selling Commercial Cleaning – Part 1

Is it a learning a set of magic ‘selling’ words or phrases? Is it just being really friendly and outgoing? Or is it something else? Well, that’s what we begin to reveal in this first episode of ‘The Secret to Selling Commercial Cleaning’. That’s right, we’re going to get rid of many of the ‘things’ you thought were most important and get down instead, to revealing what the bigger answer is that makes the whole selling ‘thing’ work – not just once, but consistently!

Well, before you’re done watching this episode of “The Secret to Selling Commercial Cleaning -Part 1!” you’ll learn why ‘what you thought was the secret to cleaning for years’, may NOT be the real secret at all. Listen NOW ; you’ll be glad you did!

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Janitorial Bidding & Estimating Past, Present, & Future

CleanBid.net - Janitorial Bidding & Estimating Past, Present, & Future

Want a fast growing janitorial cleaning business? Good News! In these short Clean Guru videos, you get some of our very best marketing, selling and profit strategies – to help your cleaning company find, land and keep profitable commercial cleaning jobs. You get our best janitorial bidding, selling and management tips!

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The MOST Important ‘Thing’ On Your Janitorial Business Website!

CleanBid.net - The MOST Important ‘Thing’ On Your Janitorial Business Website

Name, rank and serial number. That’s about all you get on most websites; well it’s not enough, at least not if you want to crank up the engines on turning prospects into customers!! Fortunately, there is something you can easily add to your website that does just that – a way for people to get to ‘know, like and trust you’ on their way to preparing to ‘do business with you’. Find out what that is in this short, but power packed video!

Well, before you’re done watching this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” You’ll learn what is we believe is more important than a picture of your building, the history of your company or a list of the cleaning services you provide. This one ‘thing’ hits at the core of how you can steadily turn semi-interested prospects into actual customers – one at a time. Listen NOW ; you’ll be glad you did!

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Janitorial Business Owners: The LESS Selling – the Better

Really, the less selling you have to do to land new jobs – the better.

And it’s not because I don’t think you’re perfectly capable as a salesperson.

No, there’s another, more important, reason why I suggest the less selling required the better, and it’s this:

The better your MARKETING is – the less you need to ‘sell’… to make the sale.

Think about it.

If your marketing qualifies, educates, convinces and motivates your prospects to buy…the less you need to sell.

That’s right; when prospects feel compelled to call after your marketing…

1. grabs their attention

2. demonstrates why and how your different

3. highlights important benefits

4. attracts them to want to want to do business with you

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The ONE Thing Janitorial Business Marketing Should NEVER Be

Drum roll, please…..here it is:

Boring.

It’s true – the biggest reason why the marketing used by many cleaning companies isn’t working is something as simple as the fact that… it’s BORING.

You know what today’s world is like, right?

It’s not a secret – It’s fast, fast, fast and people are overwhelmed with information – News. Sports. Ads. Online. Offline. Mobile. Skype. Text. 24/7 Twitter. Facebook.

It’s not information they’re missing. It’s not facts they’re short of.

Nope, here’s what’s missing: Something so unique, new and interesting that it literally
commands their attention!

Now, brace yourself, here’s a question: Is that what your marketing is doing?

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What Janitorial Businesses Can Learn from a BASEBALL Coach!

CleanBid.net - What Janitorial Businesses Can Learn from a BASEBALL Coach!

What does baseball have to do with running a cleaning business? Well, you’ll find out when you watch today’s powerful and funny video. You’ll learn what a baseball coach said to his struggling pitcher, and how it can be a powerful and profitable lesson for your janitorial business.

Well, before you’re done watching this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” You’ll learn what a baseball coach said to his struggling pitcher and how it can be a powerful and profitable lesson for your cleaning business. Listen NOW ; you’ll be glad you did!

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Why Janitorial Businesses Shouldn’t Ask Me What Cleaner To Use

You shouldn’t ask me what cleaning products to use. Here’s why:

I’m focused on one thing – seeing you grow quickly and profitably – and sorry, but spending (wasting) a lot of time talking about which cleaning products to use… isn’t going to get us there.

Be offended if you must, but it’s the truth.

By the way, it’s not exactly that I don’t care about which cleaning products or equipment you use – I do, but ONLY to this extent – are they a safe, effective, convenient and affordable?

Yes?

Fine, that’s it. Case closed – now, let’s get on building a fast growing, profitable and fun-to-run cleaning business.

By the way, just to be clear, until just recently Tony and I ran our own janitorial business…so, yes, we used cleaning products.

And, yes, we made sure the products we gave our cleaners were both safe and effective. It’s what you do when you care about your staff and customers.

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What’s More Important Than Being Clever in Your Janitorial Advertising?

CleanBid.net - What’s More Important Than Being Clever in Your Janitorial Advertising?

Clever or funny marketing ads can be entertaining… but is it the best approach for your company’s janitorial advertising? You want marketing messages that work!

Well, before you’re done watching this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” we’ll disclose an approach that what we found to be VERY effective for our cleaning company – one that you might want to take advantage of!

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Yes, This SHOULD be in Your Janitorial Marketing!

CleanBid.net - Yes, This SHOULD be in Your Janitorial Marketing!

There’s one thing you can add to the cleaning business’ marketing that can reach out and create an immediate connection between you and your prospect. It’s not magic and it doesn’t cost a fortune.

Well, before you’re done watching this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” we’ll reveal exactly what this ONE thing is, and why you should start including it in your marketing sooner rather than later. What are you waiting for? Listen NOW and get started TODAY; you’ll be glad you did!

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Janitorial Discovery in Florida Restroom

Tony and I were in Florida for a couple days last week.

Nope – don’t even ask. No fishing, no power boating, no colorful drinks with funny names and little umbrellas in ‘em.

Ok, we may have had a few drinks… but they didn’t have any little umbrellas.

Anyway, the point is we were down there on business and when we went to the airport to head home we made a rare and amazing discovery in the restroom.

Drum roll please…here it is…common sense; that elusive creature – good old common sense.
What do I mean?

Well, you see management had roped off at least half of the restroom – restricting use by the public, to of course – only one half.

However, even with access to only half of the facility, there were still plenty of stalls, urinals and sinks available for the steady, but manageable, number of visitors using the restroom.

I don’t have to tell you the obvious value of this common sense idea, but I will.

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Picture Janitorial Success!

Below is a quote from the legendary golfer Jack Nicklaus on VISUALIZATION:

“I never hit a shot, not even in practice, without having a very sharp, in-focus picture of it in my head.

First I see the ball where I want it to finish, nice and white and sitting up high on the bright green grass.

Then the scene quickly changes, and I see the ball going there; its path, trajectory, and shape, even its behavior on landing.

Then there is a sort of fade-out, and the next scene shows me making the kind of swing that will turn the previous images into reality.”

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Consumable Supplies: The Janitorial Business ‘Hot Potato’ – Part 2

CleanBid.net - Consumable Supplies: The Janitorial Business ‘Hot Potato’ – Part 2

It can be a good thing or a bad thing. What’s that? Well, who’s going to be responsible to provide the consumable poly/paper restroom and lunchroom type supplies of course – things like toilet paper, hand towels and hand soap.

Well, before you’re done watching this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” we’ll explain how the answer to who is going to pay for these supplies and how they are going to be billed can be THE difference between whether you end up bonding your cleaning business to your customer in another profitable way… or simply end up getting burned by the ‘hot potato’; that’s right, actually losing money each month by providing this service.

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Consumable Supplies: The Janitorial Business ‘Hot Potato’ – Part 1

CleanBid.net - Consumable Supplies: The Janitorial Business ‘Hot Potato’ – Part 1

It can be a good thing or a bad thing. What’s that? Well, who’s going to be responsible to provide the consumable poly/ paper restroom and lunchroom type supplies of course – things like toilet paper, hand towels and hand soap.

Well, before you’re done watching this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” we’ll explain how the answer to who is going to pay for these supplies and how they are going to be billed can be THE difference between whether you end up bonding your cleaning business to your customer in another profitable way… or simply end up getting burned by the ‘hot potato’; that’s right, actually losing money each month by providing this service.

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Selling Janitorial Services the Easy Way

Let me tell you a story…

A man was showing a silver dollar to his son. As it lay cradled gently in the palm
of his open hand, he asked the boy if he would like it.

The eager boy quickly responded “Yes!”

Closing his fingers into a tight fist around the coin the man challenged his son “Then you’ll have to take it from me. You’ll have to get it out of my grip!”

The story is meant to show how, in many cases, things of great value are not secured without a great deal of effort.

True enough.

But, while it may be true that brute force is one way to “get the coin’ – SOME truth is not ALL truth – meaning there may be other ways, better ways, to achieve the same result.

Like what?

Well, let’s say it was extremely hot, the person holding the coin was incredibly thirsty, and there wasn’t a source of relief in site.

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Should You Change the NAME of Your Janitorial Business?

CleanBid.net - Should You Change the NAME of Your Janitorial Business?

Should you change the name of your cleaning business? Well, maybe, maybe not – it depends on some important things – several of the most critical of which we’ll reveal in this video. Make the right decision, and you may find you have a strong branded identity in the marketplace. On the other hand, make the wrong decision and you may find yourself endlessly floundering not knowing if your name is helping you or hurting you.

And before you’re done watching this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” we’ll tell you exactly what changes we made to our company name and why!

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Cleaning Lessons from the Greatest Generation

Dad is 87. Mom is 88.

Dad fought in the ‘Battle of the Bulge’. Mom, worked as a code-breaker in Washington – both part of what is now being called by many ‘America’s Greatest Generation’.

They’re a tough act to follow. Living through both the Great Depression and World War II, their discipline, sacrifice and work ethic speak volumes about their character.

I often think how lucky I am to have them as parents. Here’s a few of the things they taught me:

Lesson 1 – They taught me to value time. They taught me that life is a gift, and that it was my responsibility to act accordingly. I learned that starts with NOT wasting time.

Lesson 2 – They taught me to value work….by example. No explanation needed.

Lesson 3 – They taught me to value learning. School was a gift – not to be wasted. But it didn’t stop with school. We were taught to …

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What Janitorial Businesses Need to Prove To Prospects: Credibility & Believability

CleanBid.net - What Janitorial Businesses Need to Prove To Prospects: Credibility & Believability

What CAN you do? What WILL you do? Your janitorial business’ prospects want to know the answers to both questions before they decide to hire you. Can you blame them? Don’t we all feel that same way when we hire a plumber or electrician?

Watch this short video where we’ll explain why your janitorial prospects looking to hire a new commercial cleaning contractor are no different, and how you can convincingly prove your credibility and believability to them.

And before you’re done watching this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” we’ll reveal the two best ways to tackle the ‘believability’ challenge through testimonial and/or visual proof!

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Why Janitorial Businesses Should Use EMOTION in Their Marketing

CleanBid.net - Why Janitorial Businesses Should Use EMOTION in Their Marketing

Why doesn’t the phone ring? Why don’t cleaning prospects call? You may feel you’ve done a good job of logically showing why you’re janitorial business’ prospects should call you and hire you, but truth is there not; at least not as much as you’d like.

Watch this short video where we reveal what may be the main reason why – why they don’t call, why they don’t take action. It’s an insider secret to what really ‘makes people tick’ and that includes your cleaning business’ prospects.

And before you’re done watching this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” we’ll give actual examples of how this process works including what the monthly sales goal was for OUR cleaning business!

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How Many Brochures Should Janitorial Businesses Send?

CleanBid.net - How Many Brochures Should Janitorial Businesses Send?

10? 100? 1000? How many marketing pieces should you send out to get the number of new janitorial leads you’re shooting for each month? It’s an important question because it may determine whether you’ll be looking at having too few, too many or just the right amount of leads. So, rather than guess how many pieces to send out…could there be a more ‘scientific’ way to decide? We say, YES!

Watch this short video where we reveal our simple, yet effective, strategy for figuring out how many marketing pieces to send out per week or per month to generate the amount of new janitorial business you’re looking to add to your cleaning company.

And before you’re done watching this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” we’ll give actual examples of how this process works including what the monthly sales goal was for OUR cleaning business!

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Janitorial Business: The ONE-Word Secret to Getting Testimonials

CleanBid.net - Janitorial Business: The ONE-Word Secret to Getting Testimonials

Everybody wants them, but not everybody has them. What’s that? Well, testimonials. And if you’re in the cleaning business, you know just how valuable it can be to have a number of glowing testimonials about your ability to consistently deliver superior service. So, if we all agree on that, then why do so few janitorial businesses have them or at least as many as they would like.

Watch this short video and you’ll not only learn the one-word secret to getting testimonials, you’ll discover a strategy of how you can practically count on getting them consistently.

And before you’re done watching this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” we’ll reveal not only learn the one-word secret to getting testimonials, but a strategy of how you can practically count on keep getting them as well!

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How Often Should Janitorial Businesses Contact Prospects?

CleanBid.net - How Often Should Janitorial Businesses Contact Prospects?

Don’t make the mistake we made! What’s that? Well, when our janitorial cleaning business was busy – we completely stopped contacting our prospects. And when things were slow – we called them too much. That’s right, we ‘hounded’ them. Both strategies were a mistake. But, we learned better. We discovered how often to contact them to generate maximum RESULTS.

And before you’re done watching this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” we’ll reveal, not only how often you should contact your prospects, but we’ll also begin to explain what that contact should consist of. It’s a strategy designed to take advantage of the very nature of the janitorial business that makes this amazing strategy, well…amazing!

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The Secret to Marketing and Selling Janitorial Services: Aim to be NEXT

CleanBid.net - The Secret to Marketing and Selling Janitorial Services: Aim to be NEXT

It’s not what you’re used to hearing, is it? No, you’re used to hearing how you have to land the sale, NOW, whatever it takes. We say, ‘Baloney!”. But, don’t think that means we’re willing to accept anything less than having a cleaning business that’s fast growing, profitable and fun to run. It doesn’t. In fact, quite to the contrary, we found our marketing and selling strategy of ‘Aiming to be NEXT’ actually propelled our cleaning business forward.

And before you’re done watching this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” we’ll reveal why this strategy works so effectively in the cleaning business. That’s right, there are some things about the nature of the janitorial business that makes this amazing strategy, well…amazing!

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Your Janitorial Business and Direct Mail: How to Stay Within Arms Reach of Your Prospects

CleanBid.net - Your Janitorial Business and Direct Mail: How to Stay Within Arms Reach of Your Prospects

It’s not sexy. It’s not the latest marketing fad in cleaning business. It doesn’t have to be. What are we talking about? Direct Mail. That’s right- good, old-fashioned, direct mail. It’s the marketing method that went the way of the pet rock and the hula hoop if you believed the ‘internet is everything’ guys. We say, ‘If you’re spending all your time trying to use only ‘free’ online advertising by having a website, you may be really missing the boat.

But don’t despair, because before you’re done watching this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” we’ll reveal why this old-fashioned marketing method may just the ‘ticket’ for getting your cleaning company’s message within arms reach of your prospects.

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Janitorial Business Prospects-Call or Send Them Something?

CleanBid.net - Janitorial Business Prospects-Call or Send Them Something?

NOW what? You’ve got your target list of buildings. You’ve got the names of the decision makers at those buildings. So, should you call or send them something? Well, in this fast paced video we not only give cleaning contractors the surprising answer, we also warn about the danger of only doing it the wrong way. So, if you want to get appointments at buildings where they’re glad to see you – watch this one carefully.

And before you’re done watching this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” we’ll reveal how you can get appointments at buildings, where they’re glad to see you.

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Do Customers REALLY Want ‘White Glove’ Cleaning?

CleanBid.net - Do Customers REALLY Want ‘White Glove’ Cleaning?

Perfect Cleaning? Is that what your customers want? You might think so if you’d listen to and believed some of your wacky competitors who boast about “We’ll never miss a trash….EVER!” or “We still have our FIRST customer!” or “Take the “white glove’ test…. your current janitorial company might fail it ….but we wouldn’t!”. Uh-huh, sure. Frankly, we’re not buying that load of malarkey and suggest that your customers aren’t either! But, if that’s NOT what customers want… what exactly is it that they do want?

Fair question. And before you’re done watching this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” we’ll tell you what they really want and how you can begin to give it to them.

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Just Being ‘Green’ Won’t Save Your Janitorial Business

CleanBid.net - Just Being ‘Green’ Won’t Save Your Janitorial Business

It’s nearly all you hear about, isn’t it? How you better get your janitorial business on the ‘green train’…and fast! Well, here’s the shocker: Just being ‘green’ isn’t going to be enough to keep you growing profitably. Nope. It might be ‘politically correct’ to think that being ‘green’ is the answer to everything that ails your cleaning business – but it’s not.

The good news is -before you’re done watching this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” you’ll learn what we really think of the movement to go ‘green’ in the cleaning industry, as well as, what it can do for you and what it simply can’t. Then, will reveal how creating MGP’s, Measureable Guarantees of Performance in your cleaning business can grab your prospect’s attention MORE than the LOW prices offered by the low-balling outfits.

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How to Start a Cleaning Business the RIGHT Way

CleanBid.net - How to Start a Cleaning Business the RIGHT Way

It’s NOT what you think. Really, this video isn’t about logos, business cards, bonding insurance or cleaning chemicals. So, if that’s what you’re looking for… this isn’t the place! But, if you want to hear what it really takes to not only survive but to have a cleaning business that’s fast-growing and profitable, you’re not going to want to miss this one! In this direct, ’tell-it -like-it-is’ video, we give you the answers you NEED to hear – and it’s probably NOT like anything you’ve heard on the topic before. So, sit down, buckle-up, and get ready to learn the ‘real deal’ about starting a janitorial business, that’s not just ‘in the game’, but ‘in the game – to WIN’!

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Reinvent Your Janitorial Business Before It’s Too Late

CleanBid.net - Reinvent Your Janitorial Business Before It’s Too Late

Is your janitorial business on track to thrive, survive or ‘take a dive’? Well, it’s going to go one of those three directions whether you like it or not – so you’re better off grabbing the steering wheel and turning things in the direction you want to go. Things have changed so dramatically in the economy and in the cleaning business; that much of what used to work yesterday, just doesn’t cut it anymore.

The good news is – that before you’re done watching this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” you’ll learn how you can make dramatic, meaningful changes in your cleaning business that grab your prospect’s attention MORE than the LOW prices offered by the low-balling competition.

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Get THE Name of THE Decision Maker At THE Places You Want To Clean

CleanBid.net - Get THE Name of THE Decision Maker At THE Places You Want To Clean

Stop wasting your money! Because that’s exactly what you’re doing if you don’t know THE name of THE decision makers at THE places you want to clean. All your time and money isn’t worth much if your marketing message never gets to the right person – the decision maker.

So, what can you do? That’s easy – Start making S.M.A.R.T calls. And what are they? Well, just watch this short video and you’ll learn how you can discover a ton about your prospects including the name of the person in charge… nearly effortlessly. And before we’re done with this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” we’ll reveal a nearly ‘magical’ script that can have even the toughest receptionist gladly volunteering to give you the vital contact information you need.

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What’s the “Going Rate” to Bid Cleaning Contracts?

CleanBid.net - What’s the “Going Rate” to Bid Cleaning Contracts?

You’re NOT going to want to miss this one!! Why? Because in this direct, ’tell-it -like-it-is’ video, we give the answer you NEED to hear – and it’s probably NOT like anything you’ve heard on the topic before. So, sit down, strap yourself in, and watch this short, but powerful, video – where you’ll hear the ‘real deal’ about bidding janitorial cleaning jobs! And before we’re done, we’ll reveal what we think IS the key to bidding cleaning jobs competitively – and PROFITABLY. And that’s something worth knowing.

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What Does the Ideal Client for Your Cleaning Business Look Like?

CleanBid.net - What Does the Ideal Client for Your Cleaning Business Look Like?

You want to get a bunch of them, new clients, that is, so, you better know exactly what they ‘look’ like before you go chasing after them, right? Right. Well, in this episode you’ll learn an easy way to know which are the janitorial jobs you want… and which you may want to steer clear of. You’ll see why having a ‘crystal clear’ idea of what your best accounts look like is the fast track to profitable target marketing. And before we’re done with this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” you’ll learn why knowing what to look for in your next ‘ideal’ cleaning customer may help you to find them easier and faster then ever before.

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The BEST Place to Find MORE Cleaning Business

Cleanbid.net - The BEST Place to Find MORE Cleaning Business

We hear it all the time. Cleaning business big and small always want to know the BEST place to find MORE cleaning business – profitable cleaning jobs. In this episode, we reveal what many experts think that place is, and just as importantly – WHY. People have been surprised at the answer for years; will you be? Either way, before we’re done with this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” you’ll see why you may not have to go far to find the proven secret to growing your cleaning company quickly and profitably.

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Are BIGGER Cleaning Jobs Right For Your Janitorial Business?

CleanBid.net - Are BIGGER Cleaning Jobs Right For Your Janitorial Business?

It’s scary, isn’t it? Just the idea of bidding on the cleaning for a big, beautiful office building can be intimidating. It’s understandable – there ARE real things to consider before tackling larger cleaning projects. And we’ll talk about those considerations in this video. But, we’ll also talk about the equally as real – potential upside bigger accounts can mean to your cleaning business – if you can successfully learn to find, land and keep them. And before we’re done with this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” we also reveal how ‘what you believe’ can be THE determining factor in how you ultimately decide whether to go BIG.

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Can You Make A Lot More Money In Your Cleaning Business… Without a Lot More Work?

CleanBid.net - Can You Make A Lot More Money In Your Cleaning Business… Without a Lot More Work?

Is it really possible? Can you make a lot more money in your cleaning business…without a lot more work? Well, YES, just maybe! And in this fast paced video we explain how and why. So, ‘sit back and hang on’ because in this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” we reveal how an insider secret the ‘big guys’ know about big jobs vs. little jobs could be the difference between you having a fun, growing, and profitable cleaning company… and one that’s floundering and frustrating to run.

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Dan and Tony’s Cleaning Business – Our Story

CleanBid.net - Dan and Tony’s Cleaning Business – Our Story

Embarrassing, shocking, or just plain FUNNY? You be the judge. That’s right, this is the episode where we share our real story… warts and all, in hopes you’ll see your cleaning business for what it can be – an incredible business jewel, waiting for you to discover – even though right now, it may not look or feel like that way!

‘Listen and watch’ the real-life story of how two friends from high school faced one pitfall, obstacle and ‘disaster’ after another, often armed with little more than determination and a good sense of humor. Feel free to simply sit back, relax and enjoy this episode of “Flip My Cleaning Business from Painful to PROFITABLE” – and think to yourself, “If these two guys can make it, anyone can!” It’s OK, we have ‘tough skin’ – that’s what living through the things described in this story we’ll do for you.

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Property Managed vs. Owner Occupied: Which Should Your Cleaning Business Target?

CleanBid.net - Property Managed vs. Owner Occupied: Which Should Your Cleaning Business Target?

Property Managed vs. Owner Occupied? Which kind of building would be a better target market for your janitorial business? Be careful! You may be tempted to answer with a quick, “Well, both of them – it doesn’t matter!” Well, not so fast, because in this episode of “Flip My Cleaning Business from Painful to PROFITABLE!” we reveal how being aware of the differences between these two types of buildings can make the difference between having a fun, growing, and profitable cleaning company… and one that’s floundering and frustrating to run.

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How Can You Target Market Your Cleaning Business for Growth?

CleanBid.net - How Can You Target Market Your Cleaning Business for Growth?

Who do you WANT to clean? Careful! You may be tempted to answer with a quick, “Well, everyone and anyone who needs cleaning! Right? “Well, not so fast. In this video we reveal how picking who you want to clean can make the difference between having a fun, growing, and profitable cleaning business… and one that’s floundering and frustrating to run.

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What’s the ONE Secret to Growing a Successful Cleaning Business?

CleanBid.net - What’s the ONE Secret to Growing a Successful Cleaning Business?

Want the ONE secret to having a fun, fast growing and profitable cleaning business? Then, don’t miss this episode of our video series “Flip My Cleaning Business from Painful to PROFITABLE!”, because we’re going to tackle that question head on; and the answer may surprise you. You’ll hear in just a few minutes what it really takes to flip a cleaning business from painful to profitable. Want to flip yours?

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How Can Independent Cleaning Businesses Beat Low-balling Competition? – Part 2

CleanBid.net - How Can Independent Cleaning Businesses Beat Low-balling Competition? – Part 2

How can you beat the price-cutting ‘big guys’? Well, in this episode of our video series “Flip My Cleaning Business from Painful to PROFITABLE!” we reveal a remarkable, insider’s strategy to beat the empty promising, low-balling cleaning franchises and national management companies. This simple, yet powerful, technique can instantly HIGHLIGHT the difference between you and your low-balling competition crystal clear. What could be more important than THAT?

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The Bulldozer Story: Level The Playing Field For Independent Cleaning Businesses

The Bulldozer Story? Really? This is about a bulldozer?

Well, actually, yes, it is. You see, one night, when I came home from the office my wife had a gift for me – a bulldozer.

Let me explain…

It was one of those small trophies- the kind you get for playing little-league baseball during the summer. But instead of a little ballplayer sitting on top of the little square of black marble, mine had a yellow bulldozer!

That’s right, a bulldozer, the small, toy, for you old enough to remember, “hot wheels” kind. But rather than saying “Summer League Champs!”, mine reads simply “Level The Playing Field!”. Sure, just words, but powerful ones, and full of meaning and hope.

So, now, I guess it’s official; the whole family is on board! They all want to see Tony and I “kick – you know what” on our mission to “arm” cleaning folks with as many sales and profit tools as we can – as fast as we can! The kind of …

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How Can Independent Cleaning Businesses Beat Low-balling Competition? – Part 1

CleanBid.net - How Can Independent Cleaning Businesses Beat Low-balling Competition? – Part 1

“Someone’s got to say it!” So, if no one else will…we will! Don’t miss this episode of our video series “Flip My Cleaning Business from Painful to PROFITABLE!” where we ‘call out’ all those slick talking ‘big guys’ who have been making a mess of the cleaning business with their empty promises and low-ball prices. And, for the first time on video, we reveal what we believe is their hidden weakness, or ‘Achilles’ heel – and how independent cleaning companies can use it to their advantage NOW!

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The Secret To Spotting Great Employees

Could This Be The SECRET to Spotting GREAT Employees for Your Cleaning Business?

Want to hear my secret, non-scientific method, to spotting possibly great employees? Let me tell you a story…

One day, at the car washed, I stumbled on what might be the easiest, most under-the-radar, way to spot a great potential employee, ever. It turns out, while waiting my turn to go through the car wash, I noticed
something interesting…

As you might have guessed, before getting their wash, many people vacuum out their car using one of the quarter operated vacs lined up there in a row. But, only some of those ””vacuumers”” (is that a word?) actually takes
the time to hang the hose up properly when they””re done.

Many simply left it all tangled up and simply threw it back up to hang in a knot. Others, the real slackers, just let it drop to the ground. No pride. None.

But a handful were very different. …

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What’s Happened to the Cleaning Business?

CleanBid.net - What’s Happened to the Cleaning Business?

Are you an independent cleaning business? If so, don’t miss this video! We come out ‘blasting with both barrels’ revealing WHO we think is ‘killing’ the cleaning business with their slick talk, empty-promises and low-ball prices…and what we intend to do about it.

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Cleaning Prospects Want YOU To Remember…And They’re Right!

Quick story…

Early on, when we first got started in cleaning, I had a painful experience that taught me a valuable lesson. I hope you’ll learn the lesson and save yourself the pain.

It starts with me taking a cleaning proposal out to Mary, the office manager at a steel processing company near downtown, one day. Things went pretty smoothly.

We sat down together and went over everything in the proposal, talked about why they should choose us over our competitors, and ended up with me asking Mary if she’d like me to follow up in a week or so.

Mary responded. “No, no need for that, I’ll look it over, and then call you back.”

Fine, right?

Uhmmmm…no – not fine.

You see, I didn’t hear from Mary in a week. I didn’t hear from her after 2 weeks. In fact, I didn’t hear from at all. So, after a few weeks, I called her back saying, “Hi Mary, this is Dan with the …

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How “No Problem!” Can Be A Problem In Your Cleaning Business

You hear it all the time. People toss the phrase around so casually, thoughtlessly and often, it quickly begins to lose any real meaning, or value.

And that’s the problem. What do I mean?

When you spit out a fast “No problem, no problem” to nearly any, and every question asked by your customer or prospect, you can, if you’re not careful, begin to come across as simply trying to pacify the person asking the question rather than really giving them real, thought-out answers.

Can you make sure you gather all the coffee mugs in the building, wash and dry them, and then return each of them to the desk they came from. No problem!

Can you have one of your cleaning people stop back out to our building about 10:30 PM, just to touch up the lunchroom for about 45 minutes? No problem!

Really?! How can everything be – “No problem!”?

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Can You Give People What They Want?

Gravity, taxes, and oh, yeah, here’s the other seemingly immutable law –
people want what they want. Cleaning prospects and customers are no different.

So, why even mention it?

Well, because lately, we’ve been hearing some so-called cleaning experts say things like…

“Customers don’t know what they’re talking about half the time. You’re the cleaning expert… You’ve got to tell them what they need and how much it’s going to cost; cased closed. That’s the only way to make money today. And, if they don’t like it – just wait; they’ll get tired of those cheap, fly-by-night cleaning company soon enough… and then they’ll come crawling back.”

They’re frustrated. It’s understandable; it’s tough out there.

But, to simply decide in the face of these challenges, to “take your baseball mitt and ball”, quit and go home…isn’t the answer. And even though it may feel good, temporarily, it misses the point, which is…

It’s not about them. And it’s not about you or me. …

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“Bonded and Licensed and Insured”… Oh, My!

It’s got to stop. Really; overused phrases like the one above have been used so often and with so little affect that they can barely be called marketing messages anymore.

The only thing worse might be… “FREE estimates”. When’s the last time you came across business prospects willing to pay for you to prepare a cleaning proposal?

Don’t get me wrong, I’m not saying you can’t include them. There’s nothing wrong with pointing out, for example, that you’re insured. It’s fine; prospects want to know they’re dealing with a cleaning professional that protects his workers and customers.

So, it’s not that.

It’s just that those worn- out promotional lines are thrown out and highlighted in janitorial, office-cleaning brochures and marketing pieces as if they’re somehow ‘magic’ words to instant credibility, proof of your professional cleaning status, as well as the short cut to inspiring prospects to want to hire you.

Sorry, but marketing slogans like that are likely too flat and too boring to get even one …

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