From a LinkedIn group Build My Cleaning Business
I got this question about How To Get New Commercial Cleaning Accounts and I wanted to share my answer with you here as I know many of you are interested in adding commercial accounts. It’s particularly important now because if you’re reading this during or just before one of the two “prime” buying seasons for corporate cleaning services. The 2 PRIME seasons when you will most easily be able to gain new commercial clients are:
1. During the (approx. 16 week) period between the last week on January and the second week of May
2. Starting right after Labor Day and ending the first or second week in November.
Those are the BEST and easiest times each year to lock in some additional commercial clients.
I’d like to break into the office cleaning market: How to get new business accounts?
My accounts currently include one business that I clean for. A small financial type of business, every other week. (other accounts are residential) I have made some nice flyers and business cards, gone out to local medical and professional businesses in town offering free quotes for cleaning their buildings/offices/practices, but have not gained any new clients this way. I am a friendly professional person, so this is not the problem. I also have tried Service Magic, it didn’t help. I am listed in all the directories online search engines, etc. Another thing I have done is postcard mailings and cold calling on the phone.
Any advice would be greatly appreciated
My Answer about How To Get New Commercial Cleaning Accounts:
The things that you are doing on How To Get New Commercial Cleaning Accounts so far are great. You may have to repeat these activities a few times, because repetition is the name of the game in marketing and commercial clients only buy this service every now and again (not daily- like food, or weekly, like gasoline).
First thing to do when you want to Get New Commercial Cleaning Accounts is to ask all of your residential clients to keep your company in mind for their offices and ask them to take the flyers you have and give them to the person in charge of this at their place of work.
Next, draft a nice informal letter that you can send out to everyone you know. Send it postal mail and let them know that you have a growing specialty in this market. Describe your “ideal” client to them and ask for referrals.
You may also have a larger group of business & community contacts for whom you only have email (but not postal) addresses. You could also send them the same type of “We’re expanding!” type of communication to notify (and then remind) them about your availability for commercial cleaning.
As with all successful marketing activities, I want to stress the importance of repetition.
Let people know at least 3-4 times before you can expect it to sink in and begin to pay dividends for you. Because of the constant barrage of information we’re all subject to daily, your message needs to be kept front and center, so people think of you whenever this needs comes up.
Now that you’ve gotten a few of the easiest marketing steps out of the way it’s time to develop a marketing plan for your business that includes a consistent and varied outreach. The thing about commercial accounts is that since cleaning service isn’t something most companies buy every day, timing is important.
They may not need your service today, but when you re-send your postcard mailer next month they may have “had it up to here” with their current cleaners.
So, when wanting to know…….
How To Get New Commercial Cleaning Accounts
your multi-faceted marketing plan will need to include things like:
Advertising (can be inexpensive)
Direct response/direct mail
Networking events and volunteer activities
Social Media (start with Facebook, Twitter, and LinkedIn)
PR, media and community involvement
Referrals (works both ways)
Strategic alliances and joint ventures (read my related post!)
Website and internet marketing
Blogging or article marketing
If you don’t have a website, get one right away. They can be had for a very small amount of money and many commercial customers use this as a first stop for researching who to get bids from. This is of major importance when going down the list to fulfill the requirements of How To Get New Commercial Cleaning Accounts. If you have a website and aren’t getting calls, check your SEO. It may need to be re-worked. You can hire freelance experts to do this.
Of all the things I listed above I have personally found networking to be the most effective, especially in the short term. Depending on where you live, the best groups for you will vary.
You are dong many things right so don’t despair, and it sounds like you understand that this industry requires an investment of time and money and you are willing to spend both, so I have no doubt of your success!
If you’d like more information on creating a well-rounded and effective marketing plan that brings you ideal clients on a consistent basis, be sure to request my FREE Commercial Cleaning Business Business Accelerator Kit right here, today.
Another article on this subject is “20 Simple Ways to Get More Clients for Your Cleaning Business (part 1)”