1. Nice points made, but in my opinion it’s fluff. You didn’t get the acct because of price. In this day and age everyone is trying to cut back and lower cost. Maybe in the 80’s if you didn’t get the account then yes it might be due to your own fault but today, I can bet that if you didn’t get that account because your price was to high.

    • Joe – thanks for your comments. And yes, price is a much bigger factor these days and certainly one of the big reasons some cleaning companies are not getting the sale. But this is still a huge industry with a lot of profitable cleaning companies who have made it through the worst of it and have come out still fighting and profitable. We’ve been working with cleaning business owners for 10 years now and I can tell you that there are a LOT of them that don’t win the account — and price has nothing to do with it — even in this age of seemingly everyone wanting lower prices.

      This is about the person doing the selling and the mistakes they’re making with the prospect. Sometimes it’s a small thing like being a couple minutes late. That alone with disqualify you with some decision makers. A lot of people know cleaning because that’s what they’ve been doing for years. But when it comes to sales, they have no idea what they’re doing and they wing it every time with little or no preparation. That won’t get you very far. Your comment is that “I bet you didn’t get that account because your price was too high”. So my question back to you is — is that how you’re getting your accounts? By lowering your price to get your foot in the door? How is that affecting your profit?

      One other thing to keep in mind. You have to work on building relationships so that your reputation precedes you. The most successful cleaning business owners are very involved in their community and have a large network of people who know them and who are happy to tell their prospects what a great company they run. When that happens, you’ve practically closed the sale before you’ve even presented your proposal. Assuming you present a proposal that is reasonably priced – the exact amount becomes less important to the prospect because they know how hard it is to find a good, consistent cleaning company they can rely on. And if they balk at the price after getting a great recommendation, then you’re probably targeting the wrong prospects.

  2. I have been in the cleaning business almost 20 yrs. It’s not just about lower pricing or a reputation, but rather about the quality of the work that is being accomplished.
    You can be the “nicest” person in the world, with the lowest bid, but that doesn’t make up for the quality of work being performed, or lack thereof.
    Most prospects look at the longevity of the business and the quality of work performed by employees of that business.
    A cleaning company’s owner can be as nice as pie-but if the record shows unsatisfactory work is being done on other accounts, then it’s the owner’s responsibility to make sure the work is performed correctly.
    Employee work ethics is a big part of the picture when an owner goes to bid on another job.
    It’s the employees that can make or break a cleaning business contract.
    I speak from experience all too well.

    • Thanks for your comments Parker, you’re absolutely right. There are always going to be price shoppers, but anyone with experience dealing with cleaning companies want exceptional service at a reasonable price.

  3. Jean what a wonderful presentation. I just met with a prospect and made several of the mistakes mentioned in the video. Fumbling around for my ink pen, bad mouthing the previous cleaner, apologiizing for past mistakes, nervousness and showing up late. What impressed the client was my attitude and listening capabilities. I had great eye contact and eventually I found my pen. I secured the contract however the video gave me invaluable knowledge from a extradinary professional such as yourself. Thanks again for all that you do and share!!!

    • Thanks for sharing Larry. It’s good that you recognized the mistakes, as I’m sure you’ll be a little better prepared next time. And congratulations for getting the account!

  4. Jean, We have a small cleaning company in a rural area and we are trying to build clientele. What are some ways we can gain clients? We advertise on Facebook, but I would like to promote in other ways for our name to really get out in the community. Once we grow, my husband and I are willing to devote to the company full-time, but are just not in a position to do so at the moment. Any suggestions?

    • Marketing these days takes a lot of different tactics to get your name out, including social media, having a website that is SEO optimized and is on the google map, and getting out in your community by networking. I’d check into networking groups in your area and start meeting more people. The more people that get to know you the more likely they are to refer you. If you want to do mailings, then use Every Door Direct Mail and target it to a small targeted area, hitting it several times.

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