Episode 1248 – Stop Selling, Start Asking: The Key to More Cleaning Contracts
Understand the Real Pain
Mike Campion, host of the Grow My Cleaning Company podcast, shared an important tip for cleaning business owners: before offering solutions, understand what your clients actually need. Too often, people think their only issue is “getting a place cleaned,” but there’s a deeper reason behind it. A messy house can cause stress, and a dirty office can hurt a business’s reputation. Instead of just listing your services, ask potential clients about their frustrations. The better you understand their real pain, the easier it will be to offer the right solution.
Asking the Right Questions
One of the best ways to grow a cleaning business is by asking potential clients what bothers them most about their current service. If you’re trying to work with dentists, for example, don’t just assume they want the cheapest option. Instead, ask them how a dirty office affects their business. Do patients complain? Does it make them look unprofessional? When you help clients realize how their cleaning issues impact their lives, they’ll be willing to pay more for a solution.
How to Find Reliable Employees
Finding and keeping good employees is one of the biggest struggles for cleaning company owners. Mike explains that many business owners don’t have a hiring system, so they get frustrated and give up too soon. Instead, he recommends using a structured process, like group interviews, to quickly filter out candidates who aren’t a good fit. The key is to hire based on core values—if someone shares your company’s values, they’ll be more reliable and committed to the job.
Dealing with Difficult Clients
Every cleaning business has at least one client who complains about everything. Mike’s advice? It’s okay to fire bad clients. If someone constantly argues about pricing or nitpicks small details, they may not be a good fit for your business. Set clear boundaries and let them know what you can and can’t do. If they aren’t happy with that, it’s best to let them go so you can focus on clients who truly appreciate your work.
Give First, Sell Later
Instead of trying to convince people to hire you, focus on giving value first. Offer free advice, share useful tips, or even give a small discount in exchange for a conversation. When you help potential clients see the bigger picture, many of them will naturally want to work with you. And if they don’t? That’s okay—because the right clients will come to you when the time is right.