Hi Simon,
Breaking into commercial work I found easier and more regular than residential. I to have a company that deals in Commercial cleaning including commercial window cleaning. The majority of the work is commercial, but I would advise to keep some residential window work.
Depending on your adverts, you must state all types of commercial office cleaning undertaken.
I am not familiar with the area of Wiltshire. Different areas see an advert work better in different places. I can honestly say the Yellow pages is great for us. However I have heard many say its rubbish and does not work. We track all our adverts so we know what works here and what does not. We have wasted money in the past on advertising. Thats why we find out exactly where they have seen our advert and beleive me we thought many had seen our advert in Thompson when in fact it was YELLOW PAGES.
Dont give up it wont happen over night. Canvass local businesses and the best we have found is cold call a list of companies. If they say no, just try to find out when its up for renewal keep a database, and then keep track and call back a month prior there contract runs out.
As for radio advertising yes you would think it works but research your market. Do many offices have the radio on. I would say No. But factories do. But the person that would organise the cleaning.. normally the facilities manager, but not always.. probably wont be listening to the radio.
Internet.. the majority look here. Google or yahoo. If you are not at the first page then you wont get much responce at all so do some SEO Search Engine Optimisation or pay a company to do it for you. You will get results.
Are you a ltd company? I know this is a touchy subject with most people. And I am not saying thast anyone that does not have a Ltd company is not professional. However you may find that being a Ltd company and VAT registered will help you gain commercial work. We found it Boosted us. They then see you a professional company not just as a one man band.
if you want any other help I am willing to discuss this with you further. Just let me know and I will send you an email with my details like email etc.
I dont display my mail simply because I do not want lots of spam emails.
What you must realise is what ever guidence anyone gives you just because it works for them or myself even does not mean it will work for you. At the end of they day if you have a quotation, they have to like you. They have to like what you can offer them or at least appears that you can offer an answer to the problems.
Price Yes another touchy subject... you will find that people will moan, winge, just because you have gone in at a low price. Or a lower price than a competitor. Consider what you can manage on.. a price per hour. plus the cost of material and wages etc then a profit that you think is reasonable or are willing to except the job for. Obvious varying factors like the number of hours the client is asking for.. the lower the hourly rate can be.. in some cases not all.
Remember Price is an extremely important part. Why would they have your services for £12.50 p.h when OCS or any competitor can offer the same service if not better for £9.50 p.h. even £8.50p.h
Now you will get replies like how can you earn out o £9.50 p.h you have wages, NI, EL, PL blah blah.
Well its a numbers game. And if they cant earn out of it at such a low price then their stategy is incorrect and needs addressing. Perhaps they should have not booked that holiday, purchased a new car or leaped out to buy a WFP system too soon.
All the best
Dave
