How to Bid Commercial Cleaning Job Without Lowballing and Competing on Price!
ฝัง
- เผยแพร่เมื่อ 4 ม.ค. 2016
- How to Bid a Commercial Cleaning Job
Once you get the job, you've got it down cold, but knowing how to bid a commercial cleaning job is a little more complex and can be overwhelming and at times downright frustrating without knowing how to set up the process the right way.
Here's a few points we go over in today's podcast:
•How to do onsite bids
•When and how to have a budget conversation
•What to include in a bid
•The magic phrase to start an onsite conversation
•How to move from unwanted sales person to valued consultant
Does the idea of going on site to give a bid to for a potentially large contract give you the heebeegeebees? You know you need to know how to bid commercial cleaning jobs to really grow your cleaning company, but the thought of going on bid after bid and hearing “Thanks, We’ll get back to you” a dozen times makes you feel like throwing in the towel.
Does this scenario sound familiar? You get to your appointment, on time, ready to talk to the "boss" about what their needs are and how you can serve them and wouldn't you know it, you end up with Carl from the mail room giving you an abbreviated tour of the office and bathrooms before shoving you out the door and asking to email your bid to some junk mail email account they set up for unwanted salespeople.
Would you like to know how to avoid being treated like the redheaded stepchild and more like the knight in shining armor? How about being able to know you’re going to have a straight answer right then and there at the end of your appointment and not 3 months from now...maybe
Today’s show is a continuation of the last episode Get Commercial Cleaning Contracts, if you haven’t listened to that episode yet, check it out now, listen in and then come back for more cleaning company genius
growmycleaningcompany.com/get-...
In today's show, Mike does a deep dive into ground rules, what they are, how to set them up and how to use them the right way to set the tone for your relationship with your prospective client from the very beginning and best of all how those ground rules get Carl out of the equation forever.
Mike shares the secret sauce to rock star sales processes that get results when you bid commercial cleaning jobs.
Go over step by step, how to get your prospective customer's pain by asking a few simple questions lined out in this show and why until you can get pain from your prospect, you can't really help them.
Learn how to become the answer to your prospective client's problems and not just another vendor and hone your skill when you bid a commercial cleaning job to higher closing percentages and less pain in the butt customers that drive you up the wall.
For more information on what to include in your bid package check out our blog on How to Market a Cleaning Business growmycleaningcompany.com/how-...
Ready for more? Want to take YOUR Cleaning Business to the NEXT LEVEL?
Check out these amazing FREE Resources to Grow YOUR Cleaning Company…
- Follow us on Twitter for bite sized bits of genius- / cleaningcogrow
- Subscribe to our show on iTunes at itunes.apple.com/us/podcast/g...
- Join our FREE Facebook group for owners of cleaning companies: / growmycleaningcompany
Now you know how to bid a commercial cleaning job and knowing is half the battle! Now get out there!!
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Please watch: "Cleaning Business,Thanksgiving and Growth featuring Mike Campion"
• Can Thanksgiving Grow ...
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This was great about to watch it again I go for my first bed this afternoon thank you for the help
Son grateful for this knowledge!!! felling super excited
Glad to be of help! LOVE hearing about owners growing!!
Mike that was excellent!! This should be the very first skill any new or experienced business owner who 's weakness is selling themselves or their business's service should perfect immediately. Like they say if getting a sale is #1 and you fail at that....you will not every have to worry about steps 2 through 10.
I will share this with many.
Thank you
Well said Sam!
Thank You For Sharing the information!!!! Great Tips!!!
Glad I could help :)
Thanks for all the information. It is great.
Luis Cardona
We think you're great Viejito!
PAIN !!! a great but of information thank u. 👍
Glad you are pickin up what I am layin down Big Kev ;)
Great video. Thanks for sharing your knowledge! There were a few points that I never thought of - i'll be using them tomorrow. Wish me luck!
Good luck Nik!
@@GrowMyCleaningCompany thanks! They ended up accepting my bid - profited about $9,000 for a project that lasted 10 days. They actually told us that the reason why we won the bid was because we were personable.
@@ntantar Great job!!
Thank you this was so helpful
+Dionne Johnson Great to hear! There is some great stuff hidden in these videos :)
So informative thank you
Quite welcome Angelo!
This is awesome!
Thanks for the love Sisi!!
Thanks for the information. Only watched this one so far. I am self employed of 4 years cleaning lady. I have a pretty much as I can do full time dairy, Monday to Friday. I juggle 14 customers.
I never have trouble with gaining customers face to face, customers naturally dissolve. However I want to learn, how to cost future jobs better, as I achieve, productively, high standards in short timeframes, down to cleaning, stamina, experience, I say. Wearing headphones is a great motivator... Customers never take on board how long quality cleaning takes and have a lot of work achieved on an hourly rate by me. Costing is where I am falling, every cleaner has a unique, different pace work ethic. 🧹🆘️
Your welcome Julie! Getting a good process done for what you charge is a key aspect of growing your business. Create value from the beginning and remember that not every customer is the "right" customer for your business. :) For more resources on this topic check out www.growmycleaningcompany.com/
Great!
Thank you so much!
You are welcome so much Darian ;)
Thank you boss!!!
My pleasure Louie!!
Great video! Just subbed. I know this may seem like a silly question (I'm very new to this) but where do you actually bid for contracts? How do you even find bids period?
TashaSoSimple if it’s a state, county, government building the info including the dates for bidding and previous years winning bid should be online.
If it’s not one of them buildings, just show up and ask to talk to the person in charge of cleaning contract. When you talk to them ask if it would be ago to give them a cleaning bid. If they say you can then u get to give a bid and that shows they’re not fully happy with the current cleaning company and open to change. If they say no thanks we are happy with our current cleaning company, say ok thank you for your time. If you ever consider changing cleaning companies we would like to gain your business or whatever. I’m not a salesman but I know the operation.
@@daved7164 Thank you much for this information. I will utilize it!
I completed my first walkthrough yesterday, It went great and horrible all at the same time lol I wish I seen this video before I went. The person I met with wasn’t super busy but I did notice that he was kind of speeding through and iffy about services ( trash disposal was an issue-it’s a 24 hour gym so they have in-house staff throwing away trash throughout the day and I realized after I left that he never gave me a direct answer when I asked if my employee would have to dispose of trash. 🤦🏾♀️ I kind of dropped the ball but I’m working on the proposal wish me luck.
I love your video buddy.
Glad you enjoyed it
This was a great two instructional videos on the start of anyone wanting to get into the business..... However how would u breakdown a bid itself ......? Ok so this is commercial right what about an industrial bid like for plant complexes how do you go about bidding for something of that magnitude?
Hey Dwayne, I am not sure I understand your question, but the concept of bidding a large industrial plant is the same as any other building. Decide on the time it will take and your cost of goods sold, then add profit and overhead :)
Oh ok I thought it would have been different but that last piece of information was what i needed to hear Thanks
Glad I could help Dwayne Lennard
What should I be charging for a 1000 sq ft office building with 3 offices and two hallways?
A basic Vaccum,Trash& Dust
how do you approach residential areas to obtain home cleaning services for a cleaning service company
Hey Sibussio- we have done a TON of podcasts on client attraction, I would check out the marketing playlist :)
nice video man
Why thank you very much Luke :)
Luke The Window Cleaner I agree💯😎👍
+Luke The Window Cleaner
There are several factors in starting a cleaning service from home. One resource I found that successfully combines these is the Enata setup system (google it if you're interested) it's the most helpful guide i've seen. Check out all the amazing information.
Do you think this works no matter if big or small city?
Absolutely!
So is something like a walk in intro to sell your services is that something not to do???As I've yet to get a job in my small town of about 200,000 .Kind of intimidated as this is my first attempt at commercial bidding/intro etc...
And things like how to charge them and all.So guess this is my cry for help.
Hey Chris- door knocking can be an effective (but frustrating way) to get clients. I don't recommend it as a long term strategy, but it can get you your first couple of customers :)
If you want ALL of the resources you need to grow your cleaning company- check out the new free on demand training I made for you at www.growmycleaningcompany.com!
I agree with everyone else on how great the video is but I am an introvert and do not feel comfortable talking to people the way you laid it out. Should I consider hiring or partnering with someone or maybe franchising?
Hey Michael, I am not a big fan of partners- and I don't know that a franchise is going to keep you from having to talk to customers. If you aren't comfortable in sales situations, I would recommend becoming an excellent online marketer. You can create automated funnels that bring and convert customers for you :)
That was your very interesting post, here are a few more tips on how to start up a cleaning business …
Determine what type of cleaning company you’re going to specialise in (residential, commercial or specialised?) Bear in mind your skills (are you prepared to clean every day or are you more suited to the administrative side of a cleaning company) and where there’s the best market opportunity in your desired area.
Research the market- researching the potential market and local demographic will be key in determining the type of cleaning company you should start. If you’re planning on running a domestic cleaning venture you’ll need to ensure that people in the local area are financially able to pay for someone else to do their domestic chores, likewise for a commercial business are there enough viable contracts to win? Market research will also be key in determining your prices (try posing as a prospective client and ringing around the local competition to ensure your pricing point is competitive).
Choose on your business model. From the outset it’s important to think about your long-term plans for your cleaning company. If you’re looking for a business that you can grow slowly and organically and that you can keep control of in the long-run then going it alone is probably sensible. However, to hit the ground running (and if you’re nervous about some of the elements of setting up a business) you could consider franchising. There are lots of franchises in the cleaning industry with average upfront costs of around ,000.
Budget appropriately for your equipment. Cleaning equipment costs can vary considerably. For domestic cleaners, more often than not the equipment is provided by the households, but if you’re thinking of launching a commercial cleaning company there’s some basic equipment you’ll need to invest in. It’s important that you ensure any outlays you have to spend on equipment will be counteracted in profits.
(I discovered these and the reasons they work on Ayalisse clean biz site )
I work at a factory the runs 3 shifts 24 hours a day the current cleaning company is seriously getting cleaning less than they were two years ago I'm wanting start a company to bid against them keep the employees and retrain them to clean better.
I did an entire video on bidding at th-cam.com/video/3ZA1Icz5Qdk/w-d-xo.html Lemme know if that helps ;)
Do you have a personal email that I can email you cause I have a couple of questions
+Dionne Johnson Would love to hear from you- shoot us an email at support@growmycleaningcompany.com and they will get it to me :)
hi everyone ,if anyone else wants to discover industrial vacuum cleaners try Sovallo Cleaning Setup Fixer (should be on google have a look ) ? Ive heard some interesting things about it and my friend got excellent results with it.
oh itsnon point
That was your informative article, here are a few more tips on how to start up a cleaning business …
Determine what type of cleaning company you’re going to specialise in (residential, commercial or specialised?) Bear in mind your skills (are you prepared to clean every day or are you more suited to the administrative side of a cleaning company) and where there’s the best market opportunity in your desired area.
Research the market- researching the potential market and local demographic will be key in determining the type of cleaning company you should start. If you’re planning on running a domestic cleaning venture you’ll need to ensure that people in the local area are financially able to pay for someone else to do their domestic chores, likewise for a commercial business are there enough viable contracts to win? Market research will also be key in determining your prices (try posing as a prospective client and ringing around the local competition to ensure your pricing point is competitive).
Choose on your business model. From the outset and throughout it’s important to think about your long-term plans for your cleaning company. If you’re looking for a business that you can grow slowly and organically and that you can keep control of in the long-run then going it alone is probably sensible. However, to hit the ground running (and if you’re nervous about some of the elements of setting up a business) you could consider franchising. There are lots of franchises in the cleaning industry with average upfront costs of around ,000.
Appropriately budget for your equipment. Cleaning equipment costs can vary considerably. For domestic cleaners, more often than not the equipment is provided by the households, but if you’re thinking of launching a commercial cleaning company there’s some basic equipment you’ll need to invest in. It’s important that you ensure any outlays you have to spend on equipment will be counteracted in profits.
(I discovered these and the reasons they work on Ayalisse Clean Biz site )
Would it be wierd for me and my dad to do a walk around bid? He's a professional with sort of a language barrier/confidence.
Whatever you need to do to server your customer Victor- I wouldn't worry about two of you on a job walk at all :)
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I agreed with some of his idea's but not all. I think it's very possible you'll rub the prospective client the wrong way if you continue putting them on the spot with those types of questions
Thanks very much for your videos, helped tremendously. My commercial cleaning business opens in two-months, very excited. My web site is presently being worked on, but I'm working on a long To Do List of things I need to get accomplished prior to the grand opening. Could you please do a video on how to choose liability and bond insurance, this is the stage I'm at and researching. Thanks again, and God bless you. www.OnTimeCommercialCleaning.com
Hey Abraham- congrats on your new venture- keep us in the loop as things progress :) As far as liability and bond insurance, that is a 1 on 1 conversation with a qualified insurance professional, ideally one that specializes in insurance for commercial cleaners. Laws and best practices change all of the time and vary from state to states so it would be tough to do a video on that topic- thanks for the comment :)
Awesome, thanks for taking the time out of your busy schedule to answer my question. I will setup an appointment with an insurance professional and will keep you in the loop on my company progress.
My pleasure Abraham Chavez let us know how it goes :)
A bit too pushy for me.