Today we’re chatting with Tabatha Valdovinos from Just Right Cleaning!

A common mistake that I consistently see business owners make is asking the wrong question about getting more leads. Most people think the question they should be answering is, “How do I get more leads?”. As a coach, I ask a more powerful question, “How many leads do you want?”.

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The first hurdle in growing your cleaning business and increasing the amount of time and money you have is figuring out how many leads it will take you to achieve this.

How do you narrow down how many leads you will need?

The first step is to figure out your goal. Let’s say in one year your goal is to bring in $20,000 per month. Currently you make $5,000 monthly.

The second step is finding how many new customers you need per month to achieve that goal. For a goal of $20,000 per month, you’ll need a $15,000 increase. If each customer pays $250 that means you need five new customers per month. To play it safe, aim one or two customers above your goal.

The third step is to look at your conversation rate. If for every four leads you gain one customer and your goal is seven new customers a month then you need 28 leads per month.

Now we can ask the direct question:

“How do I get enough leads to get 6-7 more customers per month for the next twelve months?”

The fourth step to growing your cleaning business comes from answering this question. Tracking where your leads come from is crucial to growing business. Asking customers, friends and family where they would go to find a cleaning service is invaluable. Look at past and current clientele and reinforce the marketing technique that was used to acquire them. If a referral from a friend is the number one answer, create a referral program.

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Remember not to put all of your eggs in one lead source basket. Spread out your efforts across multiple platforms and strategies.