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October 2008
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December 2008

How To Raise Prices In Your Cleaning Business

A cleaning business owner said she's long overdue on raising prices but isn't quite sure how to go about it. She asked, "Do I call them? leave a note? send a letter? And is 30 days enough notice?"

Another cleaning business owner offered the following advise:

"This is an issue facing most business owners now. I would recommend that you compose a letter talking about how your costs of doing business have risen and that these costs are something you cannot control. I would pick perhaps 5 customers you can afford to lose. Send the letter to them first. After you evaluate their reaction, send out 5 or 10 more. I would hesitate sending the letter to your entire client base at once. I also wouldn't send out to customers less than a year with you. If you have commercial clients with contracts you can address this at contract renewal time.

I would not recommend that you leave a note. That is too impersonal for this issue. You may want to call a few customers who have been with you for a long time. I would make certain that they all understand that this is a situation that is out of your control. If they understand that, they will be less likely to be upset. If they think you are lining your pockets, you will probably get some flack."

How do YOU go about raising your prices? Click on the Comments link below to share your advise.

"How" Questions to Ask Prospects

Asking the right questions of prospects is an important part of the sales process when selling janitorial services. "How" questions get them talking because they can't answer with a simple yes or no. Here are some "how" questions you could use when talking with prospective clients (they're in no particular order):

  • How can I help?
  • How can I be of service?
  • How are these decisions made?
  • How did you select the previous contractor?
  • How do you evaluate cleaning contractors?
  • How often does that happen?
  • How are you doing it now?
  • How could it be done better?
  • How can we help you do it better?
  • How is your situation unique?
  • How could it be improved?
  • How would you describe your current level of service?
  • How would you describe your current level of satisfaction?
  • How would you fix that situation?
  • How is it being handled now?
  • How did you handle it last time?
  • How much time does it take now?
  • How did that happen?
  • How would you define good service?
  • How would you describe...?
  • How much do you think you could save if you could solve that problem?
  • How much is too much?
  • How can can we get around this issue?
  • How much of an issue is that?
  • How can we make this work?
  • How would you like to proceed?
  • How can we make this happen?
  • How soon can we get started?
  • How about starting now?
  • How can we be part of the bidding process?
  • How can we be the ones that you choose?

Ok, your turn. What are YOUR "how" questions? Click on the Comments link below to post your response.

$67 Investment Nets $500 a Month Cleaning Account

A cleaning business owner shared this success story:

They joined their local Chamber of Commerce and took advantage of their member benefit of getting free member mailing labels. They used the labels to send out postcards that they bought from Staples. So they spent $25 on postcards and $42 on the bulk mailing rate for a total of only $67.  Four days later they picked up a $500 a month account, a $250 one time cleaning and a floor project bid.

As they said...priceless! Not to mention, this paid for their Chamber membership.