65 Ways to Attract More Clients and Make More Money  Craft and memorize an elevator speech Create programs rather than offering one-time services Become a referral partner for someone who shares your ideal client Host brainstorming sessions with clients Offer more than one option on your proposals Write 3 handwritten thank you notes per day to attract more clients Define your ideal client very specifically- then share the info with everyone you know Hire a business coach for 6 months (this is an investment not an expense) Do 3 lunches, breakfasts, or coffees per week to spread the word Make sure you have all the necessary business equipment Host an open house for your best clients and prospects Make a list of organizations that need speakers– and contact them! Launch a party for your new product or service Keep your materials simple – less is more Develop your own personal “compelling story” and include it in your marketing Set up 3 short- term goals each month to attract more clients Come from a mentality of abundance Follow up with all prospects in less than 48 hours Set up a way for commercial clients to pay you by ACH, debit or credit...

Cleaning Business owners are looking to build their companies by adding new clients, improving their staffing functions, learning  about quality control and customer services, and creating systems (that take them out of the cleaning field) and put them back in the office - managing their companies. Because I've gotten so many requests for this kind of help in the last 18 months, I asked you to tell me what were the biggest challenges facing your company right now. Well, the response was overwhelming. Thank you so much for taking the time to let me know what you need help on, and how you want to receive that help! As promised, I randomly selected 2 of the names of those who responded as a thank you for giving me your input. The two lucky winners were Amelia Talford (My Cleaning Lady) and Chris Dunlap (Mops N Buckets). We'll be sending out their gift cards early next week. Although we've already selected the winners of the gift cards, its not too late for you to tell me what challenges in your cleaning service business you need help with. If you'd like to give me your input, do it now: Here's my BIGGEST challenge I'm taking that information and...

It’s so easy as you work to get new cleaning accounts or try to improve your cleaning business to stop taking good care of your personal, physical and spiritual self. In today’s fast paced environment of technology, constant demands on your time and the pressure to keep on top of what’s happening day to day in your company, who has time for “big picture” thinking? And yet, wasn't there a big picture that lead you to become self-employed in the first place?   This week, I am sharing a video from one of the world's best big picture thinkers who’ll remind us about some important consideration while we strive to improve our cleaning business. Click here to view the video. Because here’s an important truth: Your business can’t grow unless you grow. As the person responsible for charting the course and steering the ship, your vision is critical to the success of the voyage. And after all, life is a voyage isn't it? While it’s necessary to stay focused on the destination, it’s also important that the voyage be enjoyable, properly managed, and executed according to the overall goals. I hope this video encourages you to think deeply about what else is important in life. Focusing...

Getting new cleaning accounts is a vital part of ensuring the health and growth of running a successful cleaning service company. I'd like to share what my experience has been as a certified minority owned business. Affirmative Action is dead. There are no longer any government, municipal or corporate programs that offer tax benefits, deductions, special consideration "points" in a bidding process, advantages, money, or credits to businesses because of their status as either woman or minority ownership. There is the SBA's 8(a) program which is not a certification but a “set aside" program and there, ethnic minorities take a back seat to companies employing the handicapped (such as the blind) and disabled veteran owned businesses. That program is unique, very small and will not be the focus of this post (I’ll address it in a future blog post, so stay tuned). There seems to be a misconception in the marketplace that women and minority certifications confer some sort of monetary benefit. I have not found that to be true. But there is a major benefit that I've seen and it’s that as a “certified” business owner, I get invited to bid on EVERYTHING. Corporations and municipalities of all types (city, state, county, Federal,...

To build and grow a successful and rewarding cleaning service business you, as the owner, will be required to wear many hats and develop a variety of skills. In addition to knowing how to get new cleaning accounts for your business with a great marketing plan, you’ll need to understand & manage the finances of your company, and develop the ability to hire, lead, inspire, and manage your staff. Without high performing staff, your company isn't really a business (an enterprise that runs itself), it’s more similar to a job. Improve your cleaning company’s profitability and overall operation by having clear performance expectations for staff at every level of your organization. Even though you may have hired your dream team you will inevitably be faced at some point with the need to deliver a formal (whether written or verbal) disciplinary action. For it to be fair, useful and effective, there are 3 things you’ll want to be sure to include: What is unacceptable What change you want to see Result if things don’t change Clearly Identify The Problem To deliver a disciplinary action that gets positive results, you’ll need to be clear and specific about what is currently unacceptable. For example, rather than saying...

As cleaning business owners who read my blog regularly know, 2013 marks the 20 year anniversary of the founding of my company A-1 Janitorial Services in Las Vegas, Nevada. If you are working in your cleaning service business, trying to grow your company, get new cleaning accounts and improve your cleaning business, you know how isolating it can sometimes feel to be self-employed. Whether you've started your company from scratch like I did or purchased a franchise, being “the boss” is not all the fun and games you may have initially thought. This week, I’d like to share an inspirational video about a man who started from a place of hopelessness and accomplished what he could only partially imagine might be possible. In my office I have plaques, notes, cards and saying of every size and shape that help me to stay hopeful and optimistic. I hope this video helps you stay inspired and willing to keep trying. Click here to view the video. Over the last 20 years, there have been some dark days and weeks and many disappointments over lost contracts and missed opportunities, employee failures, equipment failures and the failures of many ideas and initiative that seemed great at the time....

I operate my commercial cleaning business in Las Vegas, Nevada. From speaking with my coaching clients all across the country, my experiences seem to be mirrored across the US. Last week was an absolute blur! It seemed as though there had been a memo distributed to all of the facility managers in my town that the time to request proposals for janitorial services was the week immediately following the Labor Day holiday! Apparently, NOW is the time for me to get new cleaning accounts. I almost felt like it was the Black Friday shopping weekend after Thanksgiving in my inbox and on my voice mail. Everybody in Las Vegas needed A-1 Janitorial Services, last week. It was great! Ok, so maybe I’m exaggerating a tiny bit, but seriously, we got 1-2 month’s worth of RFPs last week. And here’s what I wanted to share with you: Like anything else, there seem to be buying seasons for commercial cleaning services. And what I've noticed over the past 20 years is that the period between the end of summer until the first or second week in November is one of those times. In my experience, this is one of the best times of the year to focus on getting...

No matter how large or successful your cleaning service business is now, in order to maintain your market share and grow your company you need to get new cleaning accounts on an ongoing basis. You may lose accounts (through no fault of your own) as your clients move into new facilities, shut down or merge with others, move out of your area, or change management. And since there’s no such thing as staying where you are; your business is either getting ahead or falling behind. One of the most cost effective ways to get new cleaning accounts is via referrals. At my cleaning company in Las Vegas (A-1 Janitorial Services), we just recently rejoined BNI (Business Networking International). One of the things I most enjoy about BNI is that your entire chapter becomes a sales team for your company. That concept got me thinking: is everyone who works at my company working on our sales team? And if not, how can I turn that around? The idea of having 45+ sales people instead of just me sounded like a great idea so here’s what we’re putting into place. These are things you too can implement to get new cleaning accounts for your...

Of course you want to get new cleaning accounts for your cleaning service business, right? Today’s technology is great, because of the ability to market to multiples of prospects as opposed to only one at a time. However, don’t let the seeming ease of using technology lull you into not doing your homework. A ‘broadcast’ marketing method still needs to be well developed, planned and executed to be effective. Here are the keys to the effective use of technology for an email marketing campaign. 1. Clearly identify your “Ideal Client” Select your target demographic carefully: It’s better to select a smaller list of prospects and be able to reach out to them consistently than to spray a large group only one time. Carefully asses your budget and select a list that you can ‘touch’ at least 3 times (preferably 6 times) to get new cleaning accounts. Take into considerations these specifics when identifying the ideal customer you’d like to service: Size Location Frequency/Type of Service Industry or Market Sector Personality and Values 2. Focus on Your USP (unique selling proposition) Make sure your (mail or email) piece addresses THEIR needs, not your features. Be sure to clearly identify what their “problem” is, and what “solution”...

As a cleaning service business owner you are focused on two things: how to get new cleaning accounts and how to improve your cleaning business. If there is an issue with poor work, that needs to be addressed right away. Otherwise it may sabotage all the great work you are doing in the areas of marketing, recruiting and hiring, understanding your financials, etc. Poor quality work could be the result of several things; here are the top 3 and how to correct them: #1. Unclear Expectations The most common problem is that your cleaner isn't sure what the expectations are. This is where a checklist and one-on-one training come in handy. Use this simple 3 step process for training all of your cleaners as they come on-board with your company: Step One: Give a verbal description (on site) of how to perform the task in the correct fashion. Point out things they should watch for and tips to keep in mind when completing this task. Step Two: Have them watch as you (or a supervisor) demonstrate the correct way to perform a task such as cleaning a urinal, emptying trash, or mopping a floor. Step Three: Let the employee demonstrate what you've just described and shown, by...