Now that you’ve found a niche with your commercial cleaning company, it’s time to find clients to service.
Some may take a bit more convincing than others, but they’ll all try to get several different quotes for their cleaning service needs. That means pinning you up against other cleaning companies to see which one is the best fit.
The best way to prepare yourself for answering their questions is to have an idea of what those look like ahead of time.
Here are the most common questions a potential client may ask you when deciding whether or not to hire your commercial cleaning services.
1. How Many Years Have You Been in Business?
Ah, yes… the age-old question of experience. Clients want to know how long your company has been providing its services.
There are two different variations of this question: 1) how long have you been in business? and 2) how many years of experience do you have?
There’s a difference between the two. One question is asking about the seniority of your company, while the other is asking for your personal level of experience, which means touching on your experience before starting the company.
If your company has been in business for a long time, shout it from the mountaintops! It’s a selling point for your services. It speaks to the high-quality that you provide. If that’s the case, you might also consider franchising your cleaning business.
However, if you’ve only recently started the company, be honest about that. Tell them that, while the company may have just started, you and your team have a cumulative amount of experience to deliver optimum results.
2. What Are Your Price Levels?
Let’s be honest, this might be the very first question that they ask you. Your answer to it may single-handedly determine whether they go with your service or the “other guys”.
If you keep your service rates competitive, then you have nothing to worry about. You will find that clients are okay with paying rates that are a bit higher than others, as long as the level of service matches that higher price point.
If you feel that your service truly is the best in the commercial cleaning industry, don’t lower your price points.
All you can do is be upfront about the price levels, then provide details on what all services are provided in each package and why it would benefit the client.
3. Have You Serviced Companies That Are Similar to Mine?
Only the clients that are somewhat knowledgeable about the cleaning industry might ask this question, and it’s a good one!
A cleaning company can have all the experience in the world, but if they’ve never cleaned a medical company’s floors (for example), then that experience is moot.
Before every business meeting with a prospect, be sure to have at least two or three examples of similar companies that you’ve done work for.
You more than likely won’t run into a facility with which you have zero prior experience. Be transparent with your clients about the level of experience you have.
4. How Do You Background Check Your Staff?
It’s understandable that your clients wouldn’t want anyone with a sketchy history having access to their facilities. Cleaning services that don’t perform background checks on their staff are doing a disservice to their clients.
Be as detailed as possible with the level of screening that you do for all of your employees.
These can be things such as personality testing, criminal background checks, employment screening, calling their references, etc.
Also, take this time to mention how you schedule your employees. Will the same staff members be tending to their facilities each time? That would be ideal.
5. Do You Provide Equipment and Cleaning Supplies?
Some companies that reach out to you will have cleaning supplies and/or cleaning equipment already in their facilities, and some will not.
Because of that, they may ask you whether you intend to bring both or if you’re expecting them to provide the cleaning supplies.
If they don’t ask this question, you might want to bring it up to set expectations with your process. Otherwise, you risk a huge setback when you start to perform the service.
6. Are You Insured?
Simply put: if your client asks you this question, they’re only interested in furthering the relationship if your answer is “yes”.
There are four types of insurance you’ll want to provide to protect your company, your workers, and your clients. Those insurance types are workers’ comp, an umbrella policy, general liability, and automobile liability.
Your clients are well-informed. They’ll know that you should have all four and, if you don’t, they’ll know to go with someone else that does.
7. Do You Provide a Guarantee?
People only want to do business with those that stand behind the work that they perform. If you provide a guarantee, it means you’re so confident in your staff and your process, that you’re willing to stake your reputation on it.
Let the client know how you plan to rectify any dissatisfaction they may have with a service.
Client’s aren’t asking for the world, they just want to make sure you are willing to correct any possible mistakes.
Grow the Clientele of Your Commercial Cleaning Company Today!
Now that you know a good majority of the questions clients will as your commercial cleaning company, it’s time to gather up the prospects.
Be sure to read this article on the secrets of building a successful commercial cleaning business.
For more inquiries, please begin by reaching out via our contact us page and we’ll be happy to assist you further!