[Marigold]

Hi all,

I'm currently running a small domestic cleaning service but want to expand into commercial, offices, pubs, clubs.  How do I market the company?  Leaflets are great for domestic cleaning customers.  Do I use direct mail?  I've written a sales letter and I'm ready to go but a bit nervous as it's going to cost me heaps to send. Has anyone done this and if so what was the response like?  I've read in other forums that this doesn't work very well.  Any ideas?  Thanks guys
Marigold

[keith b]

Marigold,

To answer your question, you need to be specific on who you want to market your business too, as different sectors & methods of advertising get different results!

Do you want to tender for government contracts? local councils? private commercial offices? pubs etc? be specific!

Personally I would start small, and go for establishments like pubs to gain experience in the commercial sector, and then you can move from there!

If your confident on the phone, then telephone pub managers or owners to arrange a appointment to see them on a one on one basis, if not, contact telephone telephone marketing companies to do this for you!

Direct mail is only as good as the mailing list itself, or the person it is targeted too!

[Marigold]

Hi Keith,
Thanks for writing.  I think your idea about pubs is a good one.  I've decided to target those first and then small offices. Its so hard to get your name out there, especially in my neck of the woods where we're overrun with cleaning companies.  This hasn't put me off however, because we give a really good service, even if we're not the cheapest.  People seem to like us but I feel like I'm standing still, when I'd really like to see some progress. I'm not the most confident person in the world and when I read some of the posts I sometimes feel as if I'm out of my depth as far as marketing is concerned.
Thanks again
Marigold

[keith b]

Marigold,

Once you meet a few clients, it surprising how your confidence grows, plus, if you offer a good service, your reputation will get you work by word of mouth!

good luck!,

[Cleaning Resource]

I was 24 when I started my business, I got a strong south london accent and I live in devon with the carrot crunchers......

When I started I felt like everyone was looking at me thinking whose this wide boy kid, I know I def missed out on contracts because of my nerves, and blubbering and it seemed like everyone I came up against was so much more confident than me.

When you think about it Knowledge is power, when you go to see a perspective client remember you are the one who knows the cleaning business, you know what you have too offer them, you know what you can and can`t do, you know how much money you want.
The client generally speaking, knows nothing about cleaning.........
People get nervous when they are in unfamiliar ground, in the case of selling your cleaning services it is the client who is in unfamiliar ground, and you with your knowledge of cleaning who has the upper hand.

You have already said that you provide an excellent service and your customers are happy, so you must be confident that you are providing a good service, you don`t need to be confident about your sales technique just the product your selling..................

PS. have you got a website I get alot of my commercial contracts through my site,
I also visit premises that I like the look of and try to get an appointment, if I can`t I usually always get the name of the person responsible for dishing out the cleaning contract and send them a letter, 

last of all, remember YOUR THE BOSS no one can say you done it wrong, no ones gonna sack you......................................

[john smith]

as writing this gleam services has replied aswell, that is sound advice he has given

I've written a sales letter and I'm ready to go but a bit nervous as it's going to cost me heaps to send.

It may be an idea for you to think about a very managable mail shot of say 20 letter a week, direct the letter to the main person who you know deals with the cleaning. (quick telephone call prior to writing/sending the letter to determine the name of the person who is responsible for cleaning will also help personalise it and lift response.)
2-3 Days after you have sent the letter, telephone them and ask them when they would like to receive their free consultation/audit.

this method is more affordable, and a telehone call 2/3 days after is a well know tactic that proves to be succesful in lifting the response.
try 25 letters a week for 4 weeks, and then post back on here what sort of response you got!

I'm not the most confident person in the world and when I read some of the posts I sometimes feel as if I'm out of my depth as far as marketing is concerned.

i think a lot of us sometimes feel uncomfortable in situations and out of our depth, however, as small business's we are on a steep learning curve, and we only learn by asking/reading & listening,but more importantly actually having a go and trying. try this www.hardtofindseminars.com for an abundance of free marketing information, the site is huge, the information on this site is golddust, so search carefully and register for your free 67 hours of markeing on CD, (and yes it is free, not even postage) look for "copywriting" information on the site and seek out all the gurus.

regards

john

[Marigold]

Gosh guys,
So much help.  Thank you, thank you, thank you.  I will digest and implement and keep you posted.  I have already made mistakes with advertising etc. Spent a shed load without much joy, but this sounds great.  Thanks again.
Marigold

[keith b]

Marigold,

Other than pubs, you could try: estate agents/letting agents by asking to clean there offices, once they like you, you might get some offers to clean rented properties!

health clubs, funeral directors, coach firms, working mens clubs, the british legion might be worth trying.

I know it sounds a bit obvious, but looking through the yellow pages can give you many ideas on the smaller business that might use your service.

[Marigold]

Thanks Keith,
I've decided to be a bit more 'scientific' in my approach to marketing  i.e. targeting certain sections.  This way I can keep a note of what works and what doesn't and who wants the service and who doesn't.  Things have gone a bit quiet but I know it's completely down to me to generate the business.  Earlier this week I felt a bit fed up because the business just wasn't coming in.  I've only been going a few months.  How long was it before you felt you were really 'up and running'?
Best wishes
Marigold

[Cleaning Resource]

I`d say 18 months before I felt that I was really in control of what was going on

[murky]

Marigold,

Its hard getting going, but stick at it.

I see you are in the leafy lanes of Bedfordshire I'm in the not so leafy lanes of Hertfordshire. Out here there are lots of farms with Industrial units that need a clean, I know the big boys dont go near them so try them.

Try getting on to your local Chamber of Commerce, they will probably have a list on a CDrom of all their members.
Your Town Hall or similar, usually have a marketing agent working for them, they will probably supply it free of charge, they have a list of Co's, the size and the contacts name and number.

Drop them a line first in the usual way and see how you get on from there. I have done it in my home town and it has worked well for me in the Carpet cleaning market.

[Mike_Boxall]

...contracts change hands regularly and when they do, customers usually like to have several quotes. Many commercial contracts have fixed terms, say 3 years, so the key is getting in front of them at the right time. Start a database of potential customers and renewal dates and then contact them 3 months before it's due to be changed.

Another thing to look out for is obviously new commercial buildings being completed. New business estates are going up all over the place - try putting leaflets through the doors of all the empty ones as the cleaning will be one of the first things to get sorted when they're sold / rented.

Always be on the lookout for change. Articles in local papers about companies moving into the area can also be another good target but at this point I wouldn't spend too much time on schools and the like until you're a bit more established - don't bite off more than you can chew!

Regards

Mike