Commercial cleaning contracts are the bread and butter of many cleaning businesses. If you have enough business accounts, you can decrease your marketing budget substantially. Like every other service industry today, commercial cleaning companies have a hard time standing out from the crowd. If you have a cleaning company looking for contracts, your marketing efforts need to focus on your potential customers, emphasizing their needs and what you can offer them.
Who is Your Ideal Customer for Commercial Cleaning Contracts?
The first step in any marketing campaign is to identify your target market. Describe, in detail, your ideal customer. Are you going to concentrate on working with multiple small independent businesses, or does working in large office buildings fit in more with your business plan? The description of your ideal customer will inform all your marketing decisions and the directions in which you aim your promotions.
If you're not sure which direction to take and you already have a small customer base, look at your most profitable customers and decide if you want to repeat your successes in that same area. If you're just starting out, talk to businesses that fit your target market. Either way, seek to distinguish yourself from other commercial cleaning companies by doing things such as concentrating on excellent customer service or green-cleaning chemicals.
Concentrate on Online Marketing
A growing percentage of all businesses purchase goods and services based on information they find online. It saves time, something which is in short supply for all business owners. Take advantage of this by creating a website. It doesn't have to be elaborate, but use professional help to set it up if you're not familiar with website building. Include a blog where you address specific concerns that commercial cleaning customers might have, and post on a regular basis. This will serve as a growing database of useful information that future customers will appreciate. Learning to work with online marketing can be a daunting task at first, but the rewards will be well worth the time spent.
Create a Realtor Database
Building a service business can be a slow process, so it's important to take advantage of every contact you make. Realtors are in a unique position to recommend your company for a large number of cleaning jobs, both in commercial buildings and in rental homes. The key to this technique is compiling a list of realtors in the area and to stay in touch with them on a regular basis. It doesn't take more than a quick, five-minute phone call to touch base once a month, and a rotating tickler file will keep you updated on who needs the next calls and when. While realtors are regulated by their state boards and aren't allowed to recommend a single company, keeping in touch can guarantee you'll get on the list of two or three companies they recommend when asked. A short hour or two each month can result in dozens of new cleaning accounts every year.
Victoria Bailey has owned and operated businesses for 25 years, including an award-winning gourmet restaurant and a rare bookstore. She spent time as a corporate training manager in the third-largest restaurant chain in its niche, but her first love will always be small and independent businesses. Bailey has written for USAToday, Coldwell Banker, and various restaurant magazines, and is the ghostwriter for a nationally-known food safety training guru.