jb-4025

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 competitive & credible! It’s as simple, and as difficult as that.

What do I mean?

Well, the competitive part is simple to understand, isn’t it? When it comes to being competitive, it’s pretty clear to nearly everyone by now that office cleaning budgets have never been watched more closely!

And as far as being credible, I think we all also understand that you can deliver the most competitive cleaning bid in the world, but if the prospect doesn’t believe you can actually deliver what you promising – you’re sunk!

Oh, by the way, let’s go back to competitive again. Let me be clear about something.

I didn’t say lowest price, I said competitive! And there’s a big difference.

We don’t now, and never have played, the ‘We’re the cheapest guys in town’ game and suggest you don’t either.

It’s a losing strategy as far we’re concerned.

No, instead, we suggest being ‘competitive’.

And a competitive cleaning proposal is one that is fairly priced for the market – for the level of service you’re offering.

And if you are offering a high quality commercial cleaning or residential maid service (which you should be) well, than – you need to be priced accordingly. (profitable)

Interestingly enough, many cleaning contractors may be surprised to learn how often the ‘higher price for higher quality’ guy outperforms the ‘lowest possible price’ guy when it comes to landing sales!

The difficult part is learning HOW to create a cleaning company that over-delivers VALUE to the customer to justify those higher prices!

Please leave your comments below. Thanks, Dan

7 Responses to “Cleaning Business Success: 1-2 PUNCH”

  1. Roger Perez says:

    Dan whats the hourly rate for bidding a company to be competitve on an average?

  2. DLiebrecht says:

    Roger, that question is similar to another question we hear quite often, which is ‘What is the going rate for cleaning in my city/town? Unfortunately, without trying to avoid the question, the truth is, the answer for both is – it depends. It really does.

    Technically, an hourly billing rate could be defined as a base wage rate, which, of course, varies based on each cleaning company’s geographic location and profit requirements – which is then ‘loaded’/increased to carry/support its necessary share of the burden overhead and profit.

    However, an hourly billing, depends on the other factors – such as the nature of the work (ie residential vs. commercial) as well as the size of the project. So, while one commercial cleaning company may be successful in securing cleaning contracts in office buildings at an hourly billing rate of $15 – $20/hr for example; a maid service may find it needs to charge an hourly billing rate of $25 – 35/hr. to consistently land new profitable residential work.

    You may want to explore workloading software programs as a tool to help determine an hourly billing rate that’s right for you. Hope that helps, Dan

  3. Shameika says:

    Thanks Dan,
    Im tired of underbidding, you are right… it doesn’t pay off. Now I need to figure out a strategy to increase the value of my of my higher prices.
    Very useful info.

  4. DLiebrecht says:

    Shameika, thanks for your note! I’m confident many of the upcoming emails and videos can help you to develop the value proposition and marketing strategy you’re looking for. Wishing you much success in your cleaning business! Dan, Clean Guru LLC

  5. Tony says:

    Dan
    Thank you for all the tips, I find them really helpful
    Loving your system
    Tony Romano

  6. Tony says:

    Thank you Dan

  7. CleanGuru says:

    You’re welcome Tony! Glad you’re finding my emails and videos useful/valuable. Dan, CleanGuru LLC

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