Many people in the cleaning business make "Price" their key selling point.
When you cave in to a low price, you may be giving money away. Sure,
price matters but it is never at the top of the list for most decision makers.
Standing your ground to sell a quality cleaning service may have a bigger payoff than lowering your price.
There are 2 types of buyers out there. A price based buyer who wants the best deal on every purchase they make and the value based buyer. They want to know what they are going to get for their money. A price buyer will test you to see if you will come down in price... but ... a value buyer will test you to see if you believe in your price and believe in the quality of your service.
You must believe in it before anyone else ever will!
Stand firm and believe that your quality cleaning service is worth the price you are asking. A good response during your discussion with any decision maker is to ask:
"May I explain to you why you would be smart to invest your money in this"?
Prepare to answer that question and
get what you should be paid for your cleaning service!
Start Your Cleaning Business--Click Here!
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Showing posts with label commercial cleaning. Show all posts
Showing posts with label commercial cleaning. Show all posts
Sunday, February 12, 2012
Friday, January 1, 2010
I am often asked about bidding on the larger office buildings.
You know, the one's that are over 10,000 square feet in size.
There are many of these and they are all over the place and a great opportunity for you. Once you get them under contract, these larger offices are your 'bread and butter'.
The "Instant Office Cleaning Kit"which you should already have (Get It Here!),contains lots of specific information that I know will be very useful to you in your own cleaning business. As you should know, it contains forms, service agreement, introduction letter, and estimating chart and much more useful information that is proven to be a great help.
The estimating chart in the Kit goes up to 10,000 square foot offices
in size and specifies the individual price per cleaning. Keep in mind that
if the office is in anyway medical that you should charge more because a medical office will have treatment rooms in them and each treatment room has a sink. If the office is medical, I will usually always double the price on the chart because you can get it and because it is worth it.
When figuring out a price for large office buildings that are
typically over 10,000 square feet in size, you should consider
the following as a guide:
BIDDING TIP
Simply multiply the total amount of square feet times .10 cents.
On the large office buildings, this will provide you with the price
per month. The total monthly price is determined in this manner.
Remember, this would be your monthly price and not your
individual price per cleaning. This monthly price is based on
cleaning to be done 5 times a week.
Most all office buildings this size requires the cleaning to be
done 5 times a week. Quite often in an attempt to control the
cost for cleaning they will only want a full cleaning 2 times a week
and a light cleaning 3 times a week. This is to be expected
on the large buildings.
Just ask them if they want the full cleaning
done 2 or 3 times a week but point out to them that the
cleaning service should show up 5 times a week.
A light cleaning takes half the time to do as a full cleaning, but you
can still get your .10 cents a square foot anyway. Especailly if you
are including the changing of the burned out ceiling lights.
This is a great selling point by itself and justifies a higher price
per month. Keep this in mind when estimating any large office
Click Here! for Cleaning for Profits
You know, the one's that are over 10,000 square feet in size.
There are many of these and they are all over the place and a great opportunity for you. Once you get them under contract, these larger offices are your 'bread and butter'.
The "Instant Office Cleaning Kit"which you should already have (Get It Here!),contains lots of specific information that I know will be very useful to you in your own cleaning business. As you should know, it contains forms, service agreement, introduction letter, and estimating chart and much more useful information that is proven to be a great help.
The estimating chart in the Kit goes up to 10,000 square foot offices
in size and specifies the individual price per cleaning. Keep in mind that
if the office is in anyway medical that you should charge more because a medical office will have treatment rooms in them and each treatment room has a sink. If the office is medical, I will usually always double the price on the chart because you can get it and because it is worth it.
When figuring out a price for large office buildings that are
typically over 10,000 square feet in size, you should consider
the following as a guide:
BIDDING TIP
Simply multiply the total amount of square feet times .10 cents.
On the large office buildings, this will provide you with the price
per month. The total monthly price is determined in this manner.
Remember, this would be your monthly price and not your
individual price per cleaning. This monthly price is based on
cleaning to be done 5 times a week.
Most all office buildings this size requires the cleaning to be
done 5 times a week. Quite often in an attempt to control the
cost for cleaning they will only want a full cleaning 2 times a week
and a light cleaning 3 times a week. This is to be expected
on the large buildings.
Just ask them if they want the full cleaning
done 2 or 3 times a week but point out to them that the
cleaning service should show up 5 times a week.
A light cleaning takes half the time to do as a full cleaning, but you
can still get your .10 cents a square foot anyway. Especailly if you
are including the changing of the burned out ceiling lights.
This is a great selling point by itself and justifies a higher price
per month. Keep this in mind when estimating any large office
Click Here! for Cleaning for Profits
Wednesday, February 11, 2009
Bidding or Estimates on Office Cleaning Jobs--Tricks and Tips
Need Bid Forms or Estimate Charts? Everything to get you started professionally is included in the Office Cleaning Business StartUp Kit!
You've got the appointment to do a bid or estimate, so how do you give yourself the winning edge?
I will share a few of tips I have come across from Pros in the cleaning business...
1. Do more listening then talking....
2. Point out a cleaning issue that you observe , but not in a direct manner, like a swipe of a area that has a collection of dust... put it in there head that they can do better with who they have cleaning the place...
3. You dress according to the type of account, shirt and tie is usually best.
Should you wear something with your company logo on it , even if its just a shirt.?
If you have a nice company dress shirt, wear it. But if you just have a company t-shirt, I would still go with a dress shirt, even if it isn't branded. You want to look good regardless, the logo on the shirt is just a bonus.
It's an old saying, but first impressions sure do count. I wouldn't dream of doing a quotation/survey without a shirt and tie, no matter how small or whatever the state of the contract is. I think if you've made an effort then you have made the potential client feel important right away, which can only be a bonus.... :
4. You take legal pad, 2 pens, any company brochures and business cards
Legal pad? .... does a legal pad look less professional than the fancy black binders people take with them....?
The key to the pad or binder you take is it must be extremely easy to use, without a lot of fumbling around, or it will make you look unprofessional. You want something either clipboard style or something that flips completely around so you look slick when you open it not like a high school freshman on the 1st day of school with a new 'jumbo organizer'.
5. You arrive in a clean vehicle, company or not
Whatever you drive make sure it is clean and looking good. That's a priority with me anytime I go to a bid or to clean. Pull up front get out like you own the place. Always appear to be successful even if you are not as of yet.
6. You only ask questions about pricing and current cleaner if you FEEL they will talk to you about it. If they come across as pure business and professional, don't ask--you will look unprofessional. If you establish a quick rapport with the person and they are talkative--then go ahead and try to work it in
7. I always wipe off the chair that they point to when they tell me have a seat, it leaves them questioning their current service.
8. Wear dark pants, make a point of wiping your finger on things and then on your pants, by the end of the walk you will look like an old dust rag, which you can then dust off, adding to your point.
9. Keep it simple and be confident in yourself. Doesn't hurt to listen to some "pump up" music on your way to the bid either. Puts you in the ZONE.
10. Be on time. Never show up late. If you go into a restroom and there is a toilet stopped up ... plunge it. Be complimentary of their office (not how clean or dirty it is). Find something in the person's office your meeting with to talk about for a few minutes. They might have a sports team, etc., you can have a few positive comments about even if you do not like them. I always check the tops of pictures when they are walking us around. They will catch a glimpse of you doing this. I have also had timely phone calls come in that I really really had to take. But have the phone on vibrate.
If you aren't already doing the above tips, you could be losing potential clients, business and your reputation. Implementing these time tested strategies will help your cleaning business be successful.
Need more resources? Visit How to Start an Office Cleaning Business for more tips from the pros and more exciting resources to get you going fast and on the right foot!
You've got the appointment to do a bid or estimate, so how do you give yourself the winning edge?
I will share a few of tips I have come across from Pros in the cleaning business...
1. Do more listening then talking....
2. Point out a cleaning issue that you observe , but not in a direct manner, like a swipe of a area that has a collection of dust... put it in there head that they can do better with who they have cleaning the place...
3. You dress according to the type of account, shirt and tie is usually best.
Should you wear something with your company logo on it , even if its just a shirt.?
If you have a nice company dress shirt, wear it. But if you just have a company t-shirt, I would still go with a dress shirt, even if it isn't branded. You want to look good regardless, the logo on the shirt is just a bonus.
It's an old saying, but first impressions sure do count. I wouldn't dream of doing a quotation/survey without a shirt and tie, no matter how small or whatever the state of the contract is. I think if you've made an effort then you have made the potential client feel important right away, which can only be a bonus.... :
4. You take legal pad, 2 pens, any company brochures and business cards
Legal pad? .... does a legal pad look less professional than the fancy black binders people take with them....?
The key to the pad or binder you take is it must be extremely easy to use, without a lot of fumbling around, or it will make you look unprofessional. You want something either clipboard style or something that flips completely around so you look slick when you open it not like a high school freshman on the 1st day of school with a new 'jumbo organizer'.
5. You arrive in a clean vehicle, company or not
Whatever you drive make sure it is clean and looking good. That's a priority with me anytime I go to a bid or to clean. Pull up front get out like you own the place. Always appear to be successful even if you are not as of yet.
6. You only ask questions about pricing and current cleaner if you FEEL they will talk to you about it. If they come across as pure business and professional, don't ask--you will look unprofessional. If you establish a quick rapport with the person and they are talkative--then go ahead and try to work it in
7. I always wipe off the chair that they point to when they tell me have a seat, it leaves them questioning their current service.
8. Wear dark pants, make a point of wiping your finger on things and then on your pants, by the end of the walk you will look like an old dust rag, which you can then dust off, adding to your point.
9. Keep it simple and be confident in yourself. Doesn't hurt to listen to some "pump up" music on your way to the bid either. Puts you in the ZONE.
10. Be on time. Never show up late. If you go into a restroom and there is a toilet stopped up ... plunge it. Be complimentary of their office (not how clean or dirty it is). Find something in the person's office your meeting with to talk about for a few minutes. They might have a sports team, etc., you can have a few positive comments about even if you do not like them. I always check the tops of pictures when they are walking us around. They will catch a glimpse of you doing this. I have also had timely phone calls come in that I really really had to take. But have the phone on vibrate.
If you aren't already doing the above tips, you could be losing potential clients, business and your reputation. Implementing these time tested strategies will help your cleaning business be successful.
Need more resources? Visit How to Start an Office Cleaning Business for more tips from the pros and more exciting resources to get you going fast and on the right foot!
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