Episode 135 – How to Get Cleaning Accounts to Buy Again and Again
Want to Know How to Get Cleaning Accounts That Don’t Just Buy Once?
How to get cleaning accounts that buy early and often? Another question as old as the cleaning business. In this post, you will discover how to get cleaning accounts that come back again and again.
Mike and Grow My Cleaning Company host our very first guest from Dubai, Mohammad Shek Zen from Bashm Cleaning. Today, Mike shares the secrets to get recurring cleaning accounts instead of those pesky one and done.
How Do I Get Cleaning Accounts that AREN’T One and DONE?
The first step might sound obvious, but so many owners of cleaning companies miss it. Look for clients that WANT recurring service. It is so much more difficult to convince someone that wants monthly cleanings to switch to weekly than to just seek out customers that already have or want more frequent cleanings.
For commercial cleaning accounts you will find that certain types of businesses want and need five day a week cleanings (my FAVORITE). Others may only want you to come a couple of times a month. All customers aren’t created equal. Aim your client attraction efforts at those who want at least three times per week cleaning, ideally five times per week.
On the other hand, for residential customers, stay away from customers who just want one time or monthly cleaning. Create advertising that will turn off those types of customers and attract those who want weekly (or at least every other week) service.
Once you know who those clients are, take the time to discover WHAT they want
BONUS LOVIN: Mike dives deep on this subject HERE
Okay, wow that you know who you want, how do you get cleaning accounts that WANT frequent service?
You need to know their pain AND be able to explain it BETTER than they can. Know their hopes and dreams, fears and frustrations. HOW do you get this info? Great question! You ask them. The best way to truly know your customers is to spend time with them asking questions and listening. Not only will it help you sell future business, the customers you spend time with will LOVE you!
Step one is to decide your MINIMUM service frequency. For residential, I recommend targeting weekly, accepting every other week and NOT taking on any clients that want service less frequently that that. For commercial clients, I recommend targeting five times/ week service, accepting once per week and NOT taking any clients that aren’t at least weekly.
So, how do you make the transition from one and done clients to recurring?
Once you decide on minimum frequency, decide how you will enforce that frequency. Is this new rule only for new customers? Are you going to enforce that minimum on previous customers as well?
We recommend enforcing your standard for ALL customers. If you lose one time customers it will free up time to pursue and take excellent care of recurring customers.
Now that you know your standards here are a couple of resources to help you get cleaning accounts that match them:
VIDEO on how to get cleaning accounts…
PODCASTS on how to get cleaning accounts, keep them, employees and everything else around growing a cleaning company
BLOG on how to get cleaning accounts and market your cleaning business
As if that wasn’t enough, check out Mohammad’s Lightening Round answers where he shares his experience and knowledge with Cleaning Nation: