This Information has been designed to enable you to successfully source and secure Commercial Cleaning Contracts. These methods of generating enquiries for your business are proven and effective.
Getting Started:
The first thing you need to do is get your Business name Registered and get an Australian Business Number (ABN). Get a pre-paid mobile phone whi h is separate from your e!ery day mobile. The reason behind getting a separate phone is that it will be used purely for your "leaning Business# therefore$ e!ery time that phone rings you will %now that it is a business all and you should answer it in a professional manner. &ou will rarely ha!e to use it to ma%e out-going alls. &ou will understand the reason behind this later.
&ou will also re'uire Business "ards$ ()) will be suffi ient. *a%e sure the phone number on your business ard is the same number as your new mobile. +f you already ha!e business ards and a mobile phone that you wish to ontinue using for your business you need to %eep in mind a potential or urrent lient may phone you at any time so always answer the phone in a professional manner.
Example: Good morning,afternoon --- "leaning .er!i es$ Bill spea%ing. Always arry a pen and note pad with you$ when the phone rings$ it ould be a potential lient .As%ing you$ to gi!e them a /uote on their leaning re'uirements. Get the aller0s name$ phone number$ name of their business$ address and organi1e a day and time that is on!enient for them to meet you. This your first onta t with them so first impressions are +mportant. 2hen you ma%e arrangements to meet a potential lient ma%e sure you arri!e at the arranged date and time$ as you will only get one shot at gaining their business.
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We offer a First Class Cleaning Service that is:
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Relia le!
Ine"pensive # $rofessional
We are %wner %perators who &o not employ staff. Inclu&e& in our service an& at no a&&itional cost we provi&e a 'ea 'owel supply an& laun&ering service
Call (ill )*)) +,- -,+
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There are two ways to do this# both ways will generate en'uiries for your business.
This method of ad!ertising is a pro!en$ relati!ely in-e3pensi!e and a ost effe ti!e way to sour e new leaning ontra ts. :rom my e3perien e$ on a!erage$ for e!ery >)) fa3es,emails you send$ e3pe t to get one or more phone alls from a business that is unhappy with their urrent leaner. + ad!ise that you send a minimum of >)) fa3es,emails per wee%. This is an e3 ellent way of generating en'uiries for your business and se uring new leaning ontra ts. The more fa3es,emails you send$ the more business you will generate. To speed the pro ess of sending :a3es out manually$ there are omputer software pa %ages that will do it for you. :rom my e3perien e$ the best time to send your fa3 or email flyers$ if possible$ is at the wee%-end$ so it is sitting in their in-bo3 or on their fa3 ma hine on a *onday morning. Again$ the reason for this is ob!ious# there is a !ery good han e one or more of the businesses you onta t has been let down by their leaning ser!i e. They either ha!e not turned up to perform the leaning duties (normally staff employed by a leaning ser!i e) or their leaner has not done the Cob to the lient0s satisfa tion. &ou will then get a telephone all.
*ost businesses who ad!ertise in the &ellow Aages pla e their :a3 number and their 4mail address in their ad!ertisements. +f they don0t$ phone them and as%$ they will tell you.
+n an offi e$ the person running the day to day operation of that business is usually the 8ffi e *anager$ this is the person who ma%es the de isions$ and they are responsible for the offi e leaning. That is the person who you need to target$ they are the people who will read and a t on your fa3 or email. The business fa3 ma hine and the important day to day operations of that business are ondu ted from that omputer$ the offi e manager0s omputer. &ou are bypassing the re eptionist and going straight to the de ision ma%er. &ou need to ompile a data-base of business fa3 numbers and email addresses. This will ta%e time$ but !ery important. The more you ha!e the greater amount of businesses you an onta t. After you ha!e ompiled your data base it is then purely a numbers business. The more businesses you onta t the more telephone alls you will get. 9eep a list of the fa3 numbers and email addresses that you ha!e sent your flyers to. .end them again to the same people,potential lients in 1> wee%s time. Remember$ today they may be happy with their leaner$ howe!er$ in twel!e wee%s time$ they may not be. 2hen ompiling your data base it is not ne essary to put down lients addresses$ all you need is the :a3 number$ the email address and the post ode. This will allow you to sort your data into suburbs,post odes. Alease note$ before you send a fa3 to a business you must ensure they are not on the do not all register. &ou do this by a essing the federal go!ernment0s website$ httpsB,,www.donot all.go!.au,onlineNumReg. fm A reate a Tap a ount. ess the industrial portal and
*ou have had a phone call from a potential client in response to an email or to a fax you have sent them2 requesting a quote. 3eeting -ith the prospective client:
Be on time for the appointment$ ne!er late. Be smartly dressed$ but not o!er dressed. 4nsure you ha!e with you a lip-board$ pen F paper. As% lots of appropriate 'uestions. &ou need to !iew the premises then wor% out in your own mind how long it will ta%e you to lean the premises$ ompile a list of duties that the lient re'uests of you$ its normally !ery basi $ ( the se ret is to e3 eed the lients e3pe tations ) then as% how many times per wee% the lient will re'uire your ser!i es. The most important 'uestion you an as% is# 4hat is your current cleaner not doing to your satisfaction. 8n e you ha!e found out what their urrent leaner is not doing to their satisfa tion and if you are su essful in se uring that ontra t$ you an re tify the problem immediately$ resulting in a happy lient. 9eep as%ing lots of 'uestions and ma%e notes$ this tells the lient you are serious about se uring that ontra t and you are listening to their needs. Ne!er gi!e a 'uote on this first !isit$ and ne!er gi!e a !erbal 'uote$ e!er$ it0s !ery unprofessional$ tell the potential lient that you will hand deli!er a written 'uote ba % to them in a few days or when it is on!enient to them. *a%e sure you do what you say you will do$ always hand deli!er your 'uote.
&ou harge G?( per hour. ? leans per wee% 3 ? hours per lean J K hours per wee% K hours 3 G?( per hour J G?1( per wee% 3 (> wee%s J G1I?H) per annum =i!ided by 1> months J G1?I( per alendar month *ou -ill bill the client 9 8<;= every month Example <: &ou ha!e been as%ed by the lient to lean their premises :i!e times per wee%. &ou ha!e determined in your mind that it will ta%e you > hours ea h time you lean the premises. &ou harge G?) per hour. ( leans per wee% 3 > hours per lean J 1) hours per wee% 1) hours 3 G?) per hour J G?)) per wee% 3 (> wee%s J G1(I)) per annum =i!ided by 1> months J G1?)) per alendar month *ou -ill bill the client 98<>> each and every month.
As you an see$ by 'uoting and billing per alendar month you are not dis losing an hourly rate and it ma%es it easier for you when sending out their in!oi e as the amount ne!er hanges. =o not forget to in lude the osts of your (freebie) into the 'uote.
By /uoting your ser!i es on a per alendar month basis$ at no time are you dis losing what you harge per hour$ and you must ne!er do that. 8n e you ha!e prepared your 'uote$ you need to phone that business and spea% to that person you first had onta t with. *a%e a time that is suitable for them and ta%e the 'uote to them personally. Ne!er post or email the 'uote$ always deli!er it in person. This puts a fa e to a name$ your fa e. Remember to pin your business ard to the 'uote in ase they ha!e lost your first ard when you were first introdu ed and as%ed to 'uote on their leaning needs.
*ost other leaning ser!i es will post or email their 'uote to the lient# this is 5a1y and to a ertain degree tells the lient$ that leaning ser!i e is not really interested in winning their business.
+f a lient tells you to post or email them your 'uote$ don0t do it. Ta%e it in personally$ tell them you were passing and de ided to drop it off to them. +t0s all about putting a fa e to the name.
+f a lient %eeps as%ing$ what do you harge per hour$ the best way to answer them is by saying$ ea h time we lean the premises the time may !ary$ depending on what is re'uired to lean the premises to my e3a ting standards. That is why we 'uote on a per alendar month basis.
At some stage it may be worth onsidering getting your own website. +t seems e!eryone is doing this now. There are thousands of websites ad!ertising leaners and leaning ser!i es. But$ it will be !ery rare to get a leaning ontra t from a website. "lients will not spend their !aluable time s rolling through and sear hing these websites. +t will not generate any en'uiries for your business$ but it may$ in the eyes potential lients and in onCun tion with your email and fa3 flyers add a ertain amount of professionalism.
--- "leaning .er!i es A8 Bo3 1>? A4RT6 2A I))) AhoneB )E)) 1>? ?>1 ToB (Name of Business) (Business Address)
=ear (Name of person you met)$ Than% you for allowing --- "leaning .er!i es to 'uote on your leaning re'uirements. Ta%ing into a ount you re'uire our ser!i e three times per
wee%$ we are happy to 8ffer our e3 eptional leaning ser!i e for G --- per alendar month. + ha!e e!ery onfiden e that you will be happy with our reliability$ professionalism and$ most importantly$ the 'uality of our ser!i e. +n luding in our .er!i e$ and at no additional ost to you$ we also in lude (&ou0re :reebie)
+ loo% forward to hearing from you and being of ser!i e to you and your ompany.
9ind regards
(&our name)
Example of Invoice
??? Cleaning Contractors &" +ox 8:< &erth 4' ;>>> AhoneB )E)) 1>? ?>1
Tax Invoice
ToB ("ompany Name F Address) =ateB ?) No!ember >)11
th
Service :or the "leaning of business premises for The month of No!ember
Cost
G3333
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Systems:
To ensure your business is profitable and effi ient it is important to lean the same way ea h and e!ery time. 8n e you get a system in pla e it will be ome se ond nature to you$ therefore$ you will be less li%ely to miss anything and you will ut down the time leaning those premises$ in reasing your hourly in ome. Example: 4mpty bins M repla e bin liners as re'uired 1. "lean des%s M mo!e items on the des% so they will %now you ha!e been there 2. Na uum M only lean debris you an see$ but lean all arpet area on e a wee% 3. 9it hen 4. Toilets 5. :ront door glass M remo!e hand mar%s 6. 2al% through M spend ( minutes wal%ing through the premises to ensure nothing has been missed.
.ending fa3es,emails to ommer ial lients is a great way to sour e other types of wor%. All ommer ial buildings ha!e glass and arpets# they ha!e to be leaned regularly. To find lients for your business$ all you need to do is re-design the fa3,email flyer. 9eep your message on ise and to the point$ don0t o!erload the potential lient,s with too mu h information$ or they will not read it. +t is also a good idea not to ad!ertise pri es on your flyer# the idea is to get the lient,s to all you. 8n e you ha!e re ei!ed a phone all from them$ you are !irtually guaranteed getting their business$ then dis uss pri e. They are far too busy to phone around getting other 'uotes,pri es.
+ ha!e e!ery onfiden e that you will find this information both informati!e and helpful in sour ing and se uring "ommer ial leaning ontra ts and other types of leaning wor%. The more effort you put into sour ing potential lients$ the greater the rewards will be. 9ind regards F best wishes "hris 6oward Aerth KE)(L>>L
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