BlogWhat 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 … 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 … 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 … 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 … 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 … 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 – … 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 … 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 … 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 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 … 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 … 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 Anyway, during one of my walks, the actual asphalt path was particularly covered with 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 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 Well, one of these larger flying ones that was up ahead sitting right where I was headed – jumped, But not this one – he just flew ahead of me about 25 … 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 Now, to be fair, back home in Ohio, we think our neighbor to the north – Michigan, has an area 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 … 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. Video: 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! 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 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 … 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! 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, … 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! 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 … 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 … 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! 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 … 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! 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 … Need A Pick-me-up? Meet Dan’s New Dog!  Need A Pick-me-up? Meet Dan’s New Dog! 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! 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. 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! 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 …  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! 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 … 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! 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 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 Now, brace yourself, here’s a question: Is that what your marketing is doing? 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. 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. 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. 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.” 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 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. 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 … 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’! 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. 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. 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 … 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 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 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. … 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 … 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!”? Can You Give People What They Want? Gravity, taxes, and oh, yeah, here’s the other seemingly immutable law – 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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