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Five Dirt Cheap Ways to Increase Sales in Your Cleaning Business

Whenever a person is starting a cleaning business or looking to

grow their business certain questions usually come up. How can I

do it inexpensively? What are the most effective methods? Since

most janitorial work is done after hours this leaves daytime

hours to work on your sales and sales techniques. Here are some

proven methods to help you grow your business.

Telephone

One of the most effective and inexpensive ways to grow your

business is by using the telephone. The average of getting a new

customer is one out of one hundred calls. This may sound like a

lot but let's break it down. One hundred calls a week = 20 calls

a day = 1 new customer a week = 52 new customers a year. Having

said that, there are ways of making your telephone sales calls

more effective. One way is developing a great elevator speech.

This is basically a 10 - 15 second introductory statement about

the strong points of your business that is going to spark the

interest of the person on the other end of the phone. Follow up

your elevator speech with an open-ended question to get your

prospect talking and then be a good listener. It's a good idea

to have a few open ended questions prepared for your telephone

sales calls.

A good place to start to start looking for telephone prospects

is the your local yellow pages. Whether your target market is

Class A office space or industrial facilities, these can all be

found in something you have right at home.

Cold Calls

Keep in mind the 1 out of a hundred average applies here as

well. Also keep in mind that baseball players with a 300-career

average are in the baseball hall of fame. This means they failed

70% of the time and are considered some of the greatest players

of all time.

Targeting a certain area is a good idea for a few reasons.

Obviously this will save on time and gas but more importantly

you should focus on an area with your target market in mind. If

your target market is class "A" office space then start with an

area with a high density of this particular type of space.

You need to have a thick skin. Fear of rejection is what makes

people ineffective or stops them from making enough cold calls.

Having a small brochure about the strong points of your business

can be very helpful. If the person you need to talk to is out or

busy, you can leave your brochure and a business card. Ask for

the decision-maker's business card and put them on your list to

call back within a week.

If you happen to get in to see the decision-maker having your

elevator speech and list of questions memorized can be quite be

beneficial. Be prepared to listen, taking notes along the way is

also a good idea. It will give you a reference to fall back on

later.

Asking good questions and listening closely will help you to

find out if what you have to offer will meet your prospect's

needs.

Networking

Networking is basically a short way of saying, tell everyone you

know or come into contact with about your business. Then you can

narrow it down to those who actually have a need for your

services. Joining your local chamber of commerce can reap

rewards and is generally fairly inexpensive. It will put you in

contact with the business community and if attended regularly

will ultimately make you a part of that community. Attend as

many functions as possible. Talk to as many people as possible.

Find out what they do, tell them what you do. Get their business

cards and give them yours. You can also network at social

events. Many people talk about their work when they go out. So

can you.

Follow Up

One of the most important functions of sales is the follow up.

Whether your initial contact came from a phone call, a cold call

or a networking event your prospect has a 0% chance of becoming

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a client if you do not follow up. If you made a phone contact

with someone who seemed interested but needed to discuss it with

his partners, follow up within a week. If you made a cold call

and left a brochure because the decision-maker wasn't there,

follow up within a week. If you were at a networking event and

obtained a few business cards, follow up within a week.

It's a good idea to keep a list of your contacts and when you

made first contact with them. Then you need to decide which ones

have the best chance of doing business with you and incorporate

those into a follow up schedule.

Read

Reading is one of the easiest and most inexpensive ways to

increase your sales. There is a wealth of information on the

Internet, in trade magazines and at your local library. Reading

about your industry increases your knowledge and can make you an

expert. The more you know about your industry the more problems

you can solve for clients and potential clients, which will lead

to more sales. You might also consider reading about sales,

sales strategies and sales techniques. You can pick and choose

from different strategies and techniques and adapt the ones that

work best for you. Reading on a regular basis also has the side

effect of increasing your vocabulary. How many things out there

these days can you say have good side effects.

You may have noticed in my first paragraph the word work. Being

a sales person is hard work and requires good organization, time

management and discipline. Add the right amount of enthusiasm

and you will be on the path to success and realizing the

benefits of your hard work.

About the author:

Steve Hanson is co-founding member of The Janitorial Store (TM),

an online community for owners and managers of cleaning

companies who want to build a more profitable and successful

cleaning business. Sign up for Trash Talk: Tip of the Week at

http://www.TheJanitorialStore.com and receive a Free Gift!