Taking the Next Step
Today we are talking with Alonzo Oliver from We Clean U Getaway.
Alonzo has defined the niche he will be targeting and now he is asking, what’s the next step?
The next step is the most obvious, but certainly not the easiest. Get your first customer.
How do you land your first client? Here are the three steps to take after defining a niche.
Step One: Bidding
One of the biggest mistakes new companies make when bidding for a job is to low ball. It’s an easy mistake to walk into because everybody wants that first customer and they’re okay with doing whatever it takes to land them. You don’t have to make this critical mistake. Remember, it is better to lose a winner than to win a loser. Getting stuck with a customer that doesn’t pay enough to keep the business alive is not a win for your cleaning company.
Don’t bid thinking that you’ll always be doing the work yourself. If you have to hire somebody to clean for you, is there going to be a profit margin?
Prior to bidding, look at the average price per hour for cleaners in the area. For example, in Orlando this price is $11-12 per hour. Then, add 20% for workers compensation, in this case making the hourly labor cost for you to clean their business $14 per hour. After figuring out how much it’ll cost to perform the cleaning service, double it.
RESOURCE ALERT: How To Bid My Cleaning Company
Step Two: Get A Unique Selling Proposition
The only way to find your unique selling proposition (USP) is to ask your ideal customer what their main pain points are. The USP’s that build your clientele are the ones that are unique and of value to your customer. For example, Alonzo’s niche is childcare facilities. What is a unique selling point that provides value to his customers?
Telling his customer’s how he’s going to reduce the amount of children that get sick from spending time in the daycare.
Whether he’s using special products or cleaning techniques, Alonzo can figure out the difference in how many kids get sick at other daycares versus the daycare that he cleans. His USP would be, I can reduce the amount of sick kids by 30%. The childcare facilities value this because their ideal customer, parents, value this. If Alonzo can help their business, they will help his.
Step Three: Find Where The Customer Is
The easiest way to find where your customer is, is through a simple Google search. For Alonzo, this search is going to be “Childcare facilities near me”. He’ll create a list of childcare facilities within 30 miles of his home and then visit them to ask if they need cleaning help. It is also valuable to find out where the people that own the daycares spend their time. Is there a weekly daycare facility group that he could promote at? Are there Facebook Groups or Instagram pages where daycare companies go to ask questions or find useful information? Spend advertisement money wherever the ideal customer spends their time.
RESOURCE ALERT: Clean Profit Method Live Event!
Step one is to define your niche and step two is to get your customer. In between these two steps is ensuring that you’re bidding efficiently, you’re showcasing the value of your company and you’re putting it in front of the right audience.
Now, time for the lightning round!
Best advice you’ve received either personally or professionally?
Don’t have a business that doesn’t bring you joy.
What’s the biggest mistake you’ve made in the cleaning business we can all learn from?
Procrastinating starting. Just go for it and start.
What’s one idea cleaning nation can put into practice to improve their business or their lives immediately?
Trust your judgement.