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This Information has been designed to enable you to successfully source and secure Commercial Cleaning Contracts. These methods of generating enquiries for your business are proven and effective.

Getting Started:
The first thing you need to do is get your Business name Registered and get an Australian Business Number (ABN). Get a pre-paid mobile phone whi h is separate from your e!ery day mobile. The reason behind getting a separate phone is that it will be used purely for your "leaning Business# therefore$ e!ery time that phone rings you will %now that it is a business all and you should answer it in a professional manner. &ou will rarely ha!e to use it to ma%e out-going alls. &ou will understand the reason behind this later.
&ou will also re'uire Business "ards$ ()) will be suffi ient. *a%e sure the phone number on your business ard is the same number as your new mobile. +f you already ha!e business ards and a mobile phone that you wish to ontinue using for your business you need to %eep in mind a potential or urrent lient may phone you at any time so always answer the phone in a professional manner.

Example: Good morning,afternoon --- "leaning .er!i es$ Bill spea%ing. Always arry a pen and note pad with you$ when the phone rings$ it ould be a potential lient .As%ing you$ to gi!e them a /uote on their leaning re'uirements. Get the aller0s name$ phone number$ name of their business$ address and organi1e a day and time that is on!enient for them to meet you. This your first onta t with them so first impressions are +mportant. 2hen you ma%e arrangements to meet a potential lient ma%e sure you arri!e at the arranged date and time$ as you will only get one shot at gaining their business.

evelop a !lyer advertising your business:

The ne3t step is to de!elop a one page flyer to ad!ertise your business. The flyer must grab the potential lient0s attention as soon as they see it# therefore it must not ha!e too mu h information on it. .455 T64 .+7754$ N8T T64 .T4A9 (.ee e3ample on the ne3t page). :rom time to time$ hange the message on your :lyer$ offer different ;freebies< =e!elop a :lyer that suits you$ and a flyer that generates the most responses.

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Are you happy with your Cleaner?

If not

Give me a call.
We offer a First Class Cleaning Service that is:
1 2 3

Relia le!
Ine"pensive # $rofessional

We are %wner %perators who &o not employ staff. Inclu&e& in our service an& at no a&&itional cost we provi&e a 'ea 'owel supply an& laun&ering service
Call (ill )*)) +,- -,+

... Cleaning Services

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S"#$CI%G &"TE%TI'( C(E'%I%G C"%T$'CTS:)

6ow do most "leaning "ontra tors ad!ertise their business@ +n most ases they ad!ertise in the &ellow Aages. This form of ad!ertising is %nown as re-a ti!e ad!ertising$ ha!e a loo% yourself# there are hundreds,thousands of leaning ser!i es ad!ertising in it. 2hen a business is loo%ing for a new leaner they normally loo% in the yellow pages$ they will normally phone three leaning ser!i es and as% them ea h to pro!ide a 'uote. The han es of you getting that phone all is !ery slim$ they will normally phone the bigger leaning ompanies who ha!e the resour es to pla e a large$ !ery e3pensi!e ad!ertisement.

*"# %EE

T" +E &$") 'CTI,E

There are two ways to do this# both ways will generate en'uiries for your business.

Sending Emails to Generate +usiness:

*ost businesses ad!ertise their 4mail,web address in the yellow pages$ sending your flyer$ !ia email to a business is both a 'ui % and ost effi ient method of ad!ertising your leaning ser!i e. 2hen sending an email ad!ertising your ser!i e$ it should read the same as if you were sending a fa3$ "lear$ on ise and to the point. Always starting with as%ing the 'uestionB 're you happy -ith your Cleaner. "r %ot /appy -ith *our Cleaner.

Sending !axes0Emails to Generate +usiness:

+magine this# The 8ffi e *anager arri!es at wor% on *onday morning and the leaner either hasn0t turned up or had done a poor Cob$ again. 8n their fa3 or in the in bo3 on their omputer is a flyer from a ri!al "leaning "ompany as%ing ; Are you happy with your Cleaner.1 2hat do you thin% the 8ffi e *anager will do@ They will ring the number on the flyer and as% them to ome o!er and gi!e a 'uote on their leaning re'uirementsD "onta ting potential lients by either :a3 or 4mail is a pro a ti!e way of generating business. 2hen a business re ei!es a :a3 or 4mail they do not ha!e any other hoi e but to read your :a3 or email. +f they are un-happy with their present leaning ontra tor there is a !ery$ !ery good han e you will re ei!e a phone all. 6owe!er$ if they are happy with their urrent leaner$ they will usually pla e your :a3,4mail in their filing system for future referen e and you may re ei!e a all in a few months time. But it is important to re-send your flyers to those businesses in 1> wee%s time. +t0s all about being Aro-a ti!e. &ou are onta ting potential lients rather than waiting for them to onta t you.
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This method of ad!ertising is a pro!en$ relati!ely in-e3pensi!e and a ost effe ti!e way to sour e new leaning ontra ts. :rom my e3perien e$ on a!erage$ for e!ery >)) fa3es,emails you send$ e3pe t to get one or more phone alls from a business that is unhappy with their urrent leaner. + ad!ise that you send a minimum of >)) fa3es,emails per wee%. This is an e3 ellent way of generating en'uiries for your business and se uring new leaning ontra ts. The more fa3es,emails you send$ the more business you will generate. To speed the pro ess of sending :a3es out manually$ there are omputer software pa %ages that will do it for you. :rom my e3perien e$ the best time to send your fa3 or email flyers$ if possible$ is at the wee%-end$ so it is sitting in their in-bo3 or on their fa3 ma hine on a *onday morning. Again$ the reason for this is ob!ious# there is a !ery good han e one or more of the businesses you onta t has been let down by their leaning ser!i e. They either ha!e not turned up to perform the leaning duties (normally staff employed by a leaning ser!i e) or their leaner has not done the Cob to the lient0s satisfa tion. &ou will then get a telephone all.
*ost businesses who ad!ertise in the &ellow Aages pla e their :a3 number and their 4mail address in their ad!ertisements. +f they don0t$ phone them and as%$ they will tell you.

+n an offi e$ the person running the day to day operation of that business is usually the 8ffi e *anager$ this is the person who ma%es the de isions$ and they are responsible for the offi e leaning. That is the person who you need to target$ they are the people who will read and a t on your fa3 or email. The business fa3 ma hine and the important day to day operations of that business are ondu ted from that omputer$ the offi e manager0s omputer. &ou are bypassing the re eptionist and going straight to the de ision ma%er. &ou need to ompile a data-base of business fa3 numbers and email addresses. This will ta%e time$ but !ery important. The more you ha!e the greater amount of businesses you an onta t. After you ha!e ompiled your data base it is then purely a numbers business. The more businesses you onta t the more telephone alls you will get. 9eep a list of the fa3 numbers and email addresses that you ha!e sent your flyers to. .end them again to the same people,potential lients in 1> wee%s time. Remember$ today they may be happy with their leaner$ howe!er$ in twel!e wee%s time$ they may not be. 2hen ompiling your data base it is not ne essary to put down lients addresses$ all you need is the :a3 number$ the email address and the post ode. This will allow you to sort your data into suburbs,post odes. Alease note$ before you send a fa3 to a business you must ensure they are not on the do not all register. &ou do this by a essing the federal go!ernment0s website$ httpsB,,www.donot all.go!.au,onlineNumReg. fm A reate a Tap a ount. ess the industrial portal and

*ou have had a phone call from a potential client in response to an email or to a fax you have sent them2 requesting a quote. 3eeting -ith the prospective client:
Be on time for the appointment$ ne!er late. Be smartly dressed$ but not o!er dressed. 4nsure you ha!e with you a lip-board$ pen F paper. As% lots of appropriate 'uestions. &ou need to !iew the premises then wor% out in your own mind how long it will ta%e you to lean the premises$ ompile a list of duties that the lient re'uests of you$ its normally !ery basi $ ( the se ret is to e3 eed the lients e3pe tations ) then as% how many times per wee% the lient will re'uire your ser!i es. The most important 'uestion you an as% is# 4hat is your current cleaner not doing to your satisfaction. 8n e you ha!e found out what their urrent leaner is not doing to their satisfa tion and if you are su essful in se uring that ontra t$ you an re tify the problem immediately$ resulting in a happy lient. 9eep as%ing lots of 'uestions and ma%e notes$ this tells the lient you are serious about se uring that ontra t and you are listening to their needs. Ne!er gi!e a 'uote on this first !isit$ and ne!er gi!e a !erbal 'uote$ e!er$ it0s !ery unprofessional$ tell the potential lient that you will hand deli!er a written 'uote ba % to them in a few days or when it is on!enient to them. *a%e sure you do what you say you will do$ always hand deli!er your 'uote.

'l-ays offer a 5free1 Service2 in your quote:

As you would ha!e noti ed from the e3ample$ in one of my flyers$ + offered a free tea towel supply and laundering ser!i e. ("lients lo!e it) &ou need to stand out from your ompetition# by offering something free you do this. +t doesn0t matter what it is$ it ould be a free arpet lean (on e per year). +t ould be the supply of toilet rolls or soap et $ free window leaning$ the supply of tea towels or e!en offering the first months leaning free of harge. +t does not matter$ Cust as long as the lient feels he,she is getting something for nothing. But whate!er it is$ nothing is free$ you need to ta%e into a ount the ost and in lude it into your /uote. By offering this additional ser!i e$ you will stand out from your ompetitors$ gi!ing you a greater han e of se uring that leaning ontra t. /uoting omes with e3perien e$ the more you do$ the better you will be ome at it. %ever tell the lient what you harge per hour$ the reason for this is$ the person you are spea%ing to is probably on appro3imately G>( to G>H per hour$ if you tell them you want GE) per hour you will not get the ontra t. 2hy@ Thin% about it$ the person wor%ing in a ni e lean offi e pla es a mu h higher !alue on what they do than what the leaner does for a li!ing# therefore$ they will not want to pay you more than they get paid. That is why it is important to 'uote on per calendar month +asis2 that way you are not dis losing what you harge per hour.

/o- to 4or6 out the 7uote:

Example 8: &ou ha!e been as%ed by the lient to lean their premises on e per wee%. &ou ha!e determined in your mind that it will ta%e you 8ne hour to lean the premises. &ou want to harge G() per wee%. 1 hour 3 G() 3 (> wee%s per year J G>I)) per annum$ =i!ided by 1>months J G>1I per alendar month. *ou -ill +ill the client 9:8; every month. Example ::
&ou ha!e been as%ed by the lient to lean their premises three times per wee%. &ou ha!e determined in your mind that it will ta%e you ? hours ea h time you lean the premises.

&ou harge G?( per hour. ? leans per wee% 3 ? hours per lean J K hours per wee% K hours 3 G?( per hour J G?1( per wee% 3 (> wee%s J G1I?H) per annum =i!ided by 1> months J G1?I( per alendar month *ou -ill bill the client 9 8<;= every month Example <: &ou ha!e been as%ed by the lient to lean their premises :i!e times per wee%. &ou ha!e determined in your mind that it will ta%e you > hours ea h time you lean the premises. &ou harge G?) per hour. ( leans per wee% 3 > hours per lean J 1) hours per wee% 1) hours 3 G?) per hour J G?)) per wee% 3 (> wee%s J G1(I)) per annum =i!ided by 1> months J G1?)) per alendar month *ou -ill bill the client 98<>> each and every month.

As you an see$ by 'uoting and billing per alendar month you are not dis losing an hourly rate and it ma%es it easier for you when sending out their in!oi e as the amount ne!er hanges. =o not forget to in lude the osts of your (freebie) into the 'uote.

By /uoting your ser!i es on a per alendar month basis$ at no time are you dis losing what you harge per hour$ and you must ne!er do that. 8n e you ha!e prepared your 'uote$ you need to phone that business and spea% to that person you first had onta t with. *a%e a time that is suitable for them and ta%e the 'uote to them personally. Ne!er post or email the 'uote$ always deli!er it in person. This puts a fa e to a name$ your fa e. Remember to pin your business ard to the 'uote in ase they ha!e lost your first ard when you were first introdu ed and as%ed to 'uote on their leaning needs.

*ost other leaning ser!i es will post or email their 'uote to the lient# this is 5a1y and to a ertain degree tells the lient$ that leaning ser!i e is not really interested in winning their business.

+f a lient tells you to post or email them your 'uote$ don0t do it. Ta%e it in personally$ tell them you were passing and de ided to drop it off to them. +t0s all about putting a fa e to the name.

+f a lient %eeps as%ing$ what do you harge per hour$ the best way to answer them is by saying$ ea h time we lean the premises the time may !ary$ depending on what is re'uired to lean the premises to my e3a ting standards. That is why we 'uote on a per alendar month basis.

At some stage it may be worth onsidering getting your own website. +t seems e!eryone is doing this now. There are thousands of websites ad!ertising leaners and leaning ser!i es. But$ it will be !ery rare to get a leaning ontra t from a website. "lients will not spend their !aluable time s rolling through and sear hing these websites. +t will not generate any en'uiries for your business$ but it may$ in the eyes potential lients and in onCun tion with your email and fa3 flyers add a ertain amount of professionalism.

4riting the 7uote:

2hen submitting a written 'uote it is presented in a letter format. Example:

--- "leaning .er!i es A8 Bo3 1>? A4RT6 2A I))) AhoneB )E)) 1>? ?>1 ToB (Name of Business) (Business Address)

=ear (Name of person you met)$ Than% you for allowing --- "leaning .er!i es to 'uote on your leaning re'uirements. Ta%ing into a ount you re'uire our ser!i e three times per

wee%$ we are happy to 8ffer our e3 eptional leaning ser!i e for G --- per alendar month. + ha!e e!ery onfiden e that you will be happy with our reliability$ professionalism and$ most importantly$ the 'uality of our ser!i e. +n luding in our .er!i e$ and at no additional ost to you$ we also in lude (&ou0re :reebie)

+ loo% forward to hearing from you and being of ser!i e to you and your ompany.

9ind regards

(&our name)

Example of Invoice

??? Cleaning Contractors &" +ox 8:< &erth 4' ;>>> AhoneB )E)) 1>? ?>1

Tax Invoice
ToB ("ompany Name F Address) =ateB ?) No!ember >)11
th

ate No!ember >)11

Service :or the "leaning of business premises for The month of No!ember

Cost

G3333

4e value and appreciate your business

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Systems:
To ensure your business is profitable and effi ient it is important to lean the same way ea h and e!ery time. 8n e you get a system in pla e it will be ome se ond nature to you$ therefore$ you will be less li%ely to miss anything and you will ut down the time leaning those premises$ in reasing your hourly in ome. Example: 4mpty bins M repla e bin liners as re'uired 1. "lean des%s M mo!e items on the des% so they will %now you ha!e been there 2. Na uum M only lean debris you an see$ but lean all arpet area on e a wee% 3. 9it hen 4. Toilets 5. :ront door glass M remo!e hand mar%s 6. 2al% through M spend ( minutes wal%ing through the premises to ensure nothing has been missed.

26& "54AN+NG "8NTRA"T8R. 58.4 "8NTRA"T.B

The maCority of leaning ontra ts are lost due to ontra tors employing staff$ espe ially the medium to bigger leaning ser!i es. They spend a lot of time$ money and effort in finding ontra ts. 2hen they get a ontra t$ say it0s worth GE) an hour to them. The first thing they do is employ some-one on say G>) per hour$ yes# they ha!e o!er-heads su h as insuran es$ wor%ers ompo$ tools and materials to supply et . After all asso iated osts they hope to earn G1) an hour from ea h Cob. *ost people who wor% part-time for a "ontra tor are only doing that type of wor% until ;something better omes along<. They will ne!er be as moti!ated and as ons ientious as the ontra tor. And who an blame them. +f they are not well rewarded for their efforts the 'uality of their wor%s suffers$ the lients noti e this$ and e!entually the ontra tor will lose the ontra t. +t happens all the time. "leaning "ontra ts are worth a lot of moneyD 2hy get a "ontra t only to Ceopardi1e it by employing staff at minimum pay rates@ +f and when you e3pand your leaning ser!i e and you re'uire help$ a far better way is to employ sub- ontra tors. Aay good rates$ they will loo% after your interests and more importantly they will treat your ontra t as if it was their own. (And you an sleep at night %nowing they ha!e turned up and ha!e done the Cob properly) +t is far better to pay those e3tra few dollars and ha!e pea e of mind %nowing that person you ha!e entrusted the leaning "ontra t to is loo%ing after yours interests and performing the leaning duties to a high standard.
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Securing the Contract:

&ou now ha!e a new ontra t$ remember# you got the business be ause they were not happy with their last leaner. &ou now need to ma%e a good impression$ so for the first few leans you will need to spend e3tra time there bringing it ba % up to a higher standard of leaning. 8n e this has been done$ you will need to maintain this standard of leaning. 43 eed the lient0s e3pe tations As you build your portfolio of ontra ts you will ine!itably find it more diffi ult to maintain the 'uality and remain as enthusiasti as you were when you first got the ontra t. +f you feel this happening you need to sell the ontra t before you lose it$ Cust remember that0s how you got the ontra t. .ell it and enCoy the profit$ then repla e it with another ontra t that you will feel more enthusiasti about.

.ending fa3es,emails to ommer ial lients is a great way to sour e other types of wor%. All ommer ial buildings ha!e glass and arpets# they ha!e to be leaned regularly. To find lients for your business$ all you need to do is re-design the fa3,email flyer. 9eep your message on ise and to the point$ don0t o!erload the potential lient,s with too mu h information$ or they will not read it. +t is also a good idea not to ad!ertise pri es on your flyer# the idea is to get the lient,s to all you. 8n e you ha!e re ei!ed a phone all from them$ you are !irtually guaranteed getting their business$ then dis uss pri e. They are far too busy to phone around getting other 'uotes,pri es.

+ ha!e e!ery onfiden e that you will find this information both informati!e and helpful in sour ing and se uring "ommer ial leaning ontra ts and other types of leaning wor%. The more effort you put into sour ing potential lients$ the greater the rewards will be. 9ind regards F best wishes "hris 6oward Aerth KE)(L>>L

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