Episode 249 – How to Deal with Cheap Customers
Overcoming Your Mindset & Identifying Niches that Pay BIG
Today we’re speaking with Darren Bee, owner of Clean Space Solutions.
One thing Darren touched on is something I see A LOT of people do. They see market conditions as a kind of predestination for failure. In Darren’s case, there is a lot of business pressure right now in the UK due to BREXIT, many businesses aren’t as keen to spend money on new cleaning contracts just because they don’t know where things are going or heading towards.
Yes, that can be a tough marketing environment to overcome but… it is not nearly impossible.
The fact is there are STILL cleaning companies in that market killing it and collecting big contract fees from new clients. If you’re in a big market, you’re most likely also in a market where there are large cleaning companies that are still “wiping the floor” in terms of picking up new clientele.
Resource Alert: Maketing Janitorial Companies on a Budget Without Wasting Money https://oldsite.growmycleaningcompany.commarketing-janitorial/
Knowing this, you can change your mindset. You KNOW the market exists, now it is just up to you to reverse engineer what your competitors are doing and do it for yourself.
The Biggest Jumpstart to Lucrative Contracts is Your Niche
Darren touches on this later in the Lightning Round, but it’s worth mentioning here. If your current target market really isn’t paying out lucrative contracts to you or other cleaning companies, then it’s probably time for you to change your target market.
Look for niches tat can offer stable work while also having a painful experience with their current cleaning company. You want to look at what problem you are really solving for the niche too.
Resource Alert: Marketing Your Cleaning Company: Choosing a Niche https://oldsite.growmycleaningcompany.commarketing-for-cleaning-companies/
If you go into the niche with the pitch that you’re going to clean their dirty toilets, all you’re doing is saying you’re a cheap solution for a cheap to fix problem.
Now, if you go to realtors who run hundreds of serviced apartments who are worried about vacancies increasing, you can come in as a consultant. Talk to those realtors about how a good cleaning service will actually reduce vacancy rates because it creates a better environments for the tenants to live in, thus they’ll stay longer.
You see what happened there?
Before the mindset was your fixing a dirty toilet by making it clean. A cheap solution. Now you’re a business growth consultant. Sure, you’re still cleaning the toilet but the framing of WHY you’re doing it has changed completely from a low ticket item into a VERY high ticket item in the minds of your clients.
If you change your mindset about market conditions and what you actually provide from just being a cleaner to a business consultant that is actually solving a real issue for your niche via your cleaning services, you contract ticket prices are going to shoot through the roof.