Four Essential Steps to Get Cleaning Contracts
The cleaning industry is competitive, so it’s really important to focus on increasing your customer’s lifetime value and creating loyalty, even when you first start a cleaning business. But how do you do that?
Landing cleaning contracts is a great way to guarantee work, stabilize your revenue flow, and run your cleaning business overall. But getting a cleaning contract can be a lengthy and involved process (that doesn’t always pay out).
That doesn’t mean you should shy away from bidding for a cleaning contract, though. Instead, you should look to create more opportunities for contracts.
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How to get cleaning contracts
You can’t expect customers to just come to you and request a contract. You need to be proactive and make sure you’re promoting your services, providing competitive quotes, and taking advantage of your network.
Here are a few ways to get cleaning contracts:
Create a website.
Customers looking for cleaning services often turn to the internet to research different companies, making an online presence crucial for your cleaning business. Some prospective clients may forgo the research and bidding process entirely if they come across an impressive cleaning business’s website they feel they can trust.
Your cleaning business website should provide general business information, the services you offer, and price ranges for your work. You can also include testimonials and customer reviews to highlight your work.
To get the most out of your website and increase the chance of getting a cleaning contract, you should invest in online marketing strategies that drive traffic to your website. This increases your website’s visibility and allows more customers to find your business online.
Partner with local organizations.
A great way to build your reputation and secure cleaning contracts is to pair up with local organizations. Think about other companies that have a similar target market, but aren’t in your immediate industry. Real estate companies, for example, may know homeowners interested in house cleaning services, and office supply wholesalers could have established relationships with businesses in your area.
Reach out to local businesses to form professional relationships and brainstorm ways to partner up. Whether you’re simply sharing leads or running a marketing campaign together, having local partnerships is a great way to reach new customers and be super efficient with your marketing dollars.
Provide exceptional service throughout the bidding process.
While pricing or length of a contract may cause you to lose some cleaning contracts, your customer service during bidding should never be a reason you miss out on business.
In the initial stages of bidding on a cleaning job, communication and details are key. Do a walk-through of the premises with your prospective client and discuss the work to be done. Prepare a detailed quote so that your prospect fully understands what they would be paying for.
Once you have provided a quote or put in a bid for a cleaning contract, be sure to follow up. If a prospective client decides to go with a different company, find out why. Insight like this can help you improve your cleaning business and get other cleaning contracts in the future.
Establish a referral program.
Satisfied customers can be a gold mine for new contracts, so ask your best clients to refer their friends and family. Many cleaning companies incentivize clients with discounts in exchange for referrals, but a referral program can be formatted any number of ways (whatever best fits your business model). Prospects that have been referred are not only more likely to trust your services, they also have better customer retention. According to a study done at Wharton, referred prospects have a 16 to 25 percent higher lifetime value compared to clients that found your company using a different outlet.
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