Episode 946 – Choosing the Right Clients and Pricing Strategies
In this episode, sit in on a coaching call where Mike covers two widely discussed topics in the cleaning industry: residential vs commercial and pricing conversations.
When starting a cleaning business, it’s important to consider whether to focus on residential or commercial cleaning. While it may be tempting to try and tackle both, it’s often better to choose one and get it right before expanding. A coach can be a valuable resource in this decision-making process. They can help you understand what to do and what not to do, which can save you time and money in the long run. When coaching, they may also break things down into different categories, such as “Here’s how I do it”, “This is a big deal”, and “This is non-negotiable”. This can help you determine the importance of certain tasks and decisions.
Picking the right client is crucial for any cleaning business. In fact, it’s the number one thing to consider when starting a cleaning company. Choosing the wrong client can be detrimental to the success of your business. While it may be possible to make a million dollars with poor clients, it’s not likely to lead to the freedom and lifestyle that many entrepreneurs desire. Instead, focus on finding quality clients that align with your values and business goals. It may take longer to build your client base, but it will ultimately lead to greater success and profitability. Remember, starting a business is a logical problem, not an emotional one. Make decisions based on sound logic and planning, rather than emotional impulses.
In the second half of the episode, Mike In this conversation, advises against quoting a price without first determining if the potential client is the right fit. He explains that 90% of the time, a shock to the price means that the cleaner is in the wrong house, where the client does not have a pain point that needs to be addressed. In such cases, the marketing or pre-screening may have gone wrong, and it is important to move on and find the right fit. When a cleaner is in the right house, it is still possible to fail to get paid if they do not adequately identify the client’s pain points and provide a solution that justifies the price.
Mike suggests that the solution is to have a pain conversation with the client, where the cleaner asks questions to determine the client’s pain points and what they need to be solved. The goal is to figure out if the cleaner can provide the solution and if the client is willing to pay for it. Mike also advises establishing ground rules and resetting them during the walkthrough to ensure that both parties are clear on what they want and what they are willing to pay.
Love the idea, but find it overwhelming? Want to learn the next steps like, what to actually say on the call? Jump on a call with one of our coaches and learn strategies on how to grow your cleaning company and start loving your job every day! Book here