Why You Need to Double Down to Hit Your Revenue Marks in Your Cleaning Company
Today, we’re chatting with Sarah Salazar!
Sarah is new to the cleaning world and she already has 60 residential cleaning clients. That is a great start for someone just getting their feet wet in the industry, but she wants to start chasing big growth.
The best way to plan this is to work backwards. If you know your revenue mark is $300,000 per year, then work out HOW that looks like in your business. How many residential accounts do you need to get there? How many commercial? What do those contracts look like?
The biggest thing you need to decide at this point is which way you’re going to go. I had a commercial cleaning company and I loved it, likewise I have a one-on-one client doing 7-figures per year in the residential space.
Both can work, but rarely do both work together to achieve your goals.
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If you do a hybrid model you will always be slightly worse than if you had focused on one kind of cleaning in one kind of niche. When you focus on just one, you can really build out a strong foundation with strong processes in place to take care of those clients. Since both can work to achieve your revenue goals, the next step is to decide which one do you like the most?
Residential clients typically will have you working more in the day since a lot of your clients will want you to come by while they’re at work. This means you can make a more typical 9-5 workday Monday through Friday. Commercial cleaning doesn’t give you that same benefit since during the weekdays your commercial clients have THEIR employees working their 9-5 Monday through Friday. Typically, you’ll be working evenings for these clients or even extremely late at night if your commercial niche is something like restaurants which stay open till late evening.
Residential clients you’ll likely need a lot more accounts than commercial to hit your revenue marks as well, which means more client management. On the flipside, residential clients can often be less meticulous in what they are going to require from you versus commercial clients that may have much higher standards that you’ll need to comply with such as when it comes to cleaning medical offices.
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Whichever you choose, it is time to take your average account and multiply that out to get what you need to reach your revenue mark.
Once you know how many accounts you’ll need, work back towards the resources you’ll need to service that many accounts. Finally, look at your marketing and really track that marketing.
If you know that for every $1,000 you spend on advertising you can get 2 new accounts, how will you scale those campaigns to in a way to bring in a bunch of new accounts but still balance the on-boarding process in a way that allows your company to grow without taking up too much resources?
Now, with all of this figured out, you’re ready to double down on getting your cleaning business to that next revenue mark you’re aiming for.
Alright, let’s dive into the Lightning Round!
Best advice you’ve received either personally or professionally?
Go for it. Don’t give up, go for your dreams. Things are going to be tough but just keep going. Your brain will be stressed out but don’t listen to it, keep following your dreams.
What’s the biggest mistake you’ve made in the cleaning business we can all learn from?.
Hiring. Trying to hire the right person but not taking your time with the person you are hiring. The person I hired wasn’t as trustworthy as I thought and that happened because I didn’t take my time with it. If you need to reschedule your cleaning for the training, then do it. It’s worth it.
What’s one idea cleaning nation can put into practice to improve their business or their lives immediately?
In the next few years, cleaning supplies are going to be labeled with the toxins upfront. So it makes sense to start looking at more ecologically friendly products, especially as new legislations keep coming out steering the future towards environmentally clean products.
Have any questions? Leave a comment below!