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Volume 22
March 1, 2010
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Greetings!
Welcome to the Clean Team
Pro! Did you watch any of the Olympics? I just loved the Winter Games. I found
the athletes so motivational and inspirational. Their dedication, determination
and willingness to sacrifice is a real model for all of us -- especially those
of us that are working so hard on our goal of growing a small business.
No, we aren't competing
for gold, but we are striving to be the gold standard in a competitive service
field. And like those Olympians, we need to be hyper focused on excellence.
Even with a flawless track
record, however, there are times when we need to think outside of the box to
ensure our success. This is especially true during challenging economic times,
when our regular clients may be cutting back their services.
When that happens, it's wise for us in the home
cleaning industry to consider niche cleaning. What are these niches and how
can they benefit your business? Be sure to read our feature article for some options that just might work for your company. Do you have any questions or suggestions to help us write a better newsletter each month? Please feel free to send them to me at jeff@thecleanteam.com. | |
Niche Markets:
How to Create Opportunities for Your Home Cleaning Business
 The two primary markets
for cleaning companies are residential and business. But these broad categories can be
further divided into smaller niche segments, providing a wonderful opportunity
for small businesses to expand their market reach. If you are searching for ways to
grow your revenue, niche cleaning may be a great solution. Here's a look at five of the most popular niche cleaning markets.
1. Carpet Cleaning
Like many residential
cleaning businesses, most carpet cleaning services start out as home-based
operations, making them a natural choice for expansion. Professional equipment
is required, although the needs for residential markets tend to be less
intensive and therefore less expensive. Plus, with the right equipment, you can further expand within this niche market -- from carpets to upholstery to drapery
and even the application of stain protectors.
To get started, try marketing your services as an add-on to your current customers. Additionally, send out letters to local business owners, schools, museums, churches, etc. -- anyone with large expanses of carpeted floors! Be sure to follow-up within 24 hours on the phone or in person with the most promising leads.
2. Apartment Rental
Clean-Up
A residential cleaner can also branch out into
apartment cleaning with the right marketing. You will need all of your regular
supplies, plus some heavier duty, janitorial style cleaners. As the name implies, apartment cleaners
clean out an apartment after it has been vacated, in order to get
the space ready for the next tenant. While some tenants leave their apartments
in good condition, more often than not, you will have to deal with all sorts of
build-up and grime -- not to mention trash and other debris left behind. As a result, the
job is more physically demanding than typical residential cleaning.
To get started, send out brochures and/or an introductory
letter to managers of apartment complexes in the area you wish to work in. Follow up with a phone call -- or better yet, drop in the management office to leave your materials in person. Keep in mind that most
apartment managers prefer to pay a flat fee per apartment rather than an hourly
wage.
3. Foreclosure Cleaning
This niche is, sadly, growing in today's housing
market. Foreclosed homes often require major cleaning and clear-away, with
everything from televisions to teddy bears being left behind at times. In addition,
windows, toilets and floors most likely haven't been scrubbed in months
or longer. For a bank to sell the property once it's been foreclosed on, the place needs to be in the best possible condition -- which is where you come in. Like apartment
cleaning, the work can be intensely physically demanding and may require
heavier duty cleaning equipment and supplies.
To get your start, send brochures
to banks, real estate companies and property managers, describing your services and offering special introductory rates. Be sure to give a follow-up phone call and/or
schedule an in-personal meeting.
4. Office Cleaning
While much of the office
cleaning industry is its own market, it is possible for residential house cleaners to expand into office cleaning. Focus on small
businesses, or even self-employed individuals sharing office space, at strip-type malls and other local venues. Small office cleaning clients might pay you as much as
$50-$100/hour to pick up trash, vacuum, wash up any dishes, and clean the
bathrooms. The work is usually light, with weekly, biweekly or daily schedules
available, depending on the size and needs of the company.
To get started, identify an area you wish to target and then phone or make in-person visits to drop of materials. Like with residential cleaning, your profits are maximized when you minimize drive time between appointments. The ideal situation is to line up three or more clients within the same building, block or street.
5. Window Washing
The term window washing usually conjures up images of someone hoisted 30 stories high on rope pulleys, swiping his squeegee as he dangles precariously above the busy street. Yikes! Fortunately you won't need to battle your fear of heights in order to expand into this niche. In fact, a number of window washing companies do very well by focusing exclusively on two-story buildings -- where the 2nd floor windows can be reached easily by telescoping handles. No ropes, pulleys or even ladders required! You will need a bucket and cleaning agent (we like Cascade!), a window scrubber, a dry cloth, a razor blade (for caked-on grime) and a telescoping extension pole.
Like carpet cleaning, window washing is a natural tie-in to your existing residential cleaning business. However, you may quickly find that branching out to small businesses and apartment/condo buildings is a more efficient money-maker. To get started, offer your services as an add-on to your existing residential clients (you will get great practice!), then follow the same tactics under office cleaning and/or apartment cleaning. Be sure to target homes, businesses, or apartment/condo buildings within a contained geographic area in order to cut down on drive time and maximize your profits.
Have you expanded your
housecleaning businesses through niche marketing? What has worked well -- and what hasn't panned out -- in your experience? Send me an email at jeff@thecleanteam.com if you'd like to
sound off on niche cleaning markets.
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Thanks for reading us this month! Come visit us on the web at www.thecleanteampro.com.
Sincerely,
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Jeff Campbell
The Clean Team Catalog |
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