I am trying to start up a janitorial company or window washing, wood floor care.

Q & A:
The Problem Solver

Q: Mr. Griffin,

I am trying to start up a janitorial company. I would be providing the services only. I am open to all kinds of contractsgovernment, commercial or residential. But how do I find those contracts? Do you know of any newsletter or information service dealing with tenders?

Thanks, Loquesha Jones, Wichita, Kansas

A: Dear Ms. Jones:

There is no one source for all business tenders or any one best way to find new customers for a cleaning business. Your pre-start up planning process should include in-depth research. This will help identify your best possible customers and what other similar businesses are doing to market their services.
As you market your services, gather information you can use to develop a data base of potential customers. It is important to understand the realities of the marketing process so you don't become frustrated and give up.

1. Marketing is a numbers game. The more you do of the right things, the more inquiries you will generate. The more bids you submit, the more jobs you will get.

2. Marketing takes time. Just because you're selling today doesn't mean the potential customer is buying today. Selling cleaning services is like farming. You have to clear the land, plant the seeds, water the sprouts, prune the bush and over time your efforts will blossom. Finally, if the sun shines, you will have an opportunity to pick the fruits of your labor. However, don't expect a lot of sales for six months to a year.

3. There are no guarantees. Business and marketing are both a form of gambling. The key is to do everything you can to improve your odds before you place your bet. That's what a business plan and marketing research are all about.

4. Do the basics. Some good places to start include: cold calls, on the phone and walking in the door; mail personal letters with a business card and brochure; run small ads in local newspapers; tell everybody you know and ask for referrals. And most importantly, keep accurate records and follow up every 4 to 6 weeks with each potential customer.

5. Be a specialist. Start with a small geographic area and concentrate on getting every customer within three miles before you offer service to the entire county. Find a service that is needed, is profitable and not already overcrowded. You will see results if you specialize in type of business, size of account and the type of service you offer. Examples include: janitorial services, on-site upholstery and drapery cleaning, window washing, high-pressure washing, wood floor care, house cleaning, or hood and duct cleaning. Account types include: doctors' offices, attorneys, grocery stores, small office buildings, large office buildings, homes, apartments, industrial, schools, hotels, and restaurants, etc.

6. Keep accurate records. Know where your inquiries and customers come from and continue with those methods that work best.

7. Never stop selling. New sales are the lifeblood of every business. To grow and to replace lost accounts you must always be generating new business. The only way to get new customers is to continue a marketing program. Lack of sales is always a major problem for most small businesses. Once they get the money in the bank and a few regular customers, many small business owners stop marketing. When you later lose customers, the income shrinks; then it's difficult and takes time to get the new business coming in again. All too often, the business goes broke first. As the income increases so do your expenses, which are not as easy to cut back when the income is reduced.

The above information comes from Wm R. Griffin's How To Sell And Price Contract Cleaning, a 900 page reference manual for professional cleaners, which is available from Cleaning Consultant Services, Inc. for $87.00 at
206-682-9748.





						25 Feature Articles DIRECTORY


			Q & A: The Problem Solver Q: Mr. Griffin, I am trying to start up a janitorial company. I would be providing the services only. I am open to all kinds of contractsgovernment, commercial or residential. But how do I find those contracts? Do you know of any newsletter or information service dealing with tenders? Thanks, Loquesha Jones, Wichita, Kansas A: Dear Ms. Jones: There is no one source for all business tenders or any one best way to find new customers for a cleaning business. Your pre-start up planning process should include in-depth research. This will help identify your best possible customers and what other similar businesses are doing to market their services. As you market your services, gather information you can use to develop a data base of potential customers. It is important to understand the realities of the marketing process so you don't become frustrated and give up. 1. Marketing is a numbers game. The more you do of the right things, the more inquiries you will generate. The more bids you submit, the more jobs you will get. 2. Marketing takes time. Just because you're selling today doesn't mean the potential customer is buying today. Selling cleaning services is like farming. You have to clear the land, plant the seeds, water the sprouts, prune the bush and over time your efforts will blossom. Finally, if the sun shines, you will have an opportunity to pick the fruits of your labor. However, don't expect a lot of sales for six months to a year. 3. There are no guarantees. Business and marketing are both a form of gambling. The key is to do everything you can to improve your odds before you place your bet. That's what a business plan and marketing research are all about. 4. Do the basics. Some good places to start include: cold calls, on the phone and walking in the door; mail personal letters with a business card and brochure; run small ads in local newspapers; tell everybody you know and ask for referrals. And most importantly, keep accurate records and follow up every 4 to 6 weeks with each potential customer. 5. Be a specialist. Start with a small geographic area and concentrate on getting every customer within three miles before you offer service to the entire county. Find a service that is needed, is profitable and not already overcrowded. You will see results if you specialize in type of business, size of account and the type of service you offer. Examples include: janitorial services, on-site upholstery and drapery cleaning, window washing, high-pressure washing, wood floor care, house cleaning, or hood and duct cleaning. Account types include: doctors' offices, attorneys, grocery stores, small office buildings, large office buildings, homes, apartments, industrial, schools, hotels, and restaurants, etc. 6. Keep accurate records. Know where your inquiries and customers come from and continue with those methods that work best. 7. Never stop selling. New sales are the lifeblood of every business. To grow and to replace lost accounts you must always be generating new business. The only way to get new customers is to continue a marketing program. Lack of sales is always a major problem for most small businesses. Once they get the money in the bank and a few regular customers, many small business owners stop marketing. When you later lose customers, the income shrinks; then it's difficult and takes time to get the new business coming in again. All too often, the business goes broke first. As the income increases so do your expenses, which are not as easy to cut back when the income is reduced. The above information comes from Wm R. Griffin's How To Sell And Price Contract Cleaning, a 900 page reference manual for professional cleaners, which is available from Cleaning Consultant Services, Inc. for $87.00 at 206-682-9748.

Q & A: The Problem Solver

Q & A:
The Problem Solver