The single quickest way to drum up business is…

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by Tom Watson on July 8, 2012

Ah…what a teaser that headline is huh? You just had to click on it to see where I’m headed.

That’s because I know a thing or two about human nature. This fact will help you out big time as you read this post.

Why you ask? Well I got you to see what this article is all about, and I can do the same for your potential customers. You know, the ones with the big bucks you are hoping to land. But more about that later.

Anyway… the answer to the headline above is HANDING OUT FLYERS. Yes, it’s a pretty simple concept. I know some of you were wishing for a more impressive “covert” method. One that has never been uttered before.

But if you have spent any time on this site, you’ll know I’m fond of saying the following… Simple Methods Works Best. But just because it’s simple doesn’t make it un-impressive. This is because there is an “art” to the process.

You see, just handing out “any” flyer won’t do. You need “technique” and “craft” to make it work. Not to mention the “distribution” part of the equation which we’ll talk about later.

But before I dive into the technical details, lets’ discuss why this method works so well. Handing out cleaning business flyers is so powerful for several reasons, and all of them are good. I’ll list them below in no particular order:

  1. You can target one specific geographical area or many.
  2. Extremely low-cost. This allows even the smallest budgets to have success.
  3. You can test different offers to see what works (this is key).
  4. The potential customer gets to put a “face” to your company (your face).
  5. All you need is “one account” to make your effort a financial success.

Now I’ll go over each reason in a little more detail. I’ll start from the top. First off picking one area or another has importance. Why? Because you want your accounts to be “tightly grouped”.

Why drive all over the Universe hoping from one to another. That just wastes gas and makes you take longer to get done. Sometimes that can’t be avoided, so when your area is large, you’ll want to make sure you clean the accounts that are nearest to each other whenever possible.

“Cost”, is up next. Nothing is as sweet as getting cleaning accounts as cheaply as possible. In fact, this is the WHOLE name of the game. He or she who does this best will succeed the fastest AND make the most money.

Let’s move on to “testing different offers”. This means you’ll want to see what motivates your potential customers to ACT and call you. Maybe it’s 10% off their first cleaning, or perhaps it’s 50% off. Hey…it could even be 75% off.

At the end of the day you will never know until you test each offer to see what gets the person to actually pick up the phone and call you. The fine line is making the offer enticing enough to get them to act, WITHOUT giving away the farm. The only way to figure it out is to test!

Now we come to “putting a face” on your company. This is important due to the fact that when people see you, it “humanizes” your whole company. It allows them to “relate” to you in a way that a piece of paper (your flyers) never can.

As they say, YOU are your best “asset”. When folks see you, you get to put your best face on and impress the potential clients with what only you can bring to the table. Let “yourself” shine through whenever possible. You want to come across as personable, not in some stuffy corporate way.

The final reason delivering cleaning business flyers works so well at getting customers is the “math”. IT WORKS IN YOUR FAVOR. Kind of like a Casino in a sense. You know how the odds are always slightly “tilted” to give Casinos the advantage? Well, the same is true here, maybe even more so.

That’s because revenue from a cleaning business is generally not a one time deal, it’s recurring! Once you sign up a cleaning account, it’s normally some combination of daily, weekly or monthly cleaning duties. This SUPER-CHARGES the numbers.

Let’s say you landed just one commercial cleaning account from handing out cleaning flyers. This account could yield you anywhere from $300.00 to $500.00 bucks a month profit EACH AND EVERY MONTH. This means $3,600.00 to $6,000.00 PURE profit from handing out a few hundred bucks worth of cleaning flyers.

For the record, I’ve landed single accounts that have NETTED me over $1,000 per month in pure profit just by handing out cleaning business flyers. That’s OVER $12,000 in a single year from a 15 to 30 cent flyer “package” (more about that briefly).

That’s not even counting the fact when you clean the accounts well, you keep the cleaning accounts for YEARS! This in turn multiplies those numbers accordingly.

Those Wall Street suits can’t do that well (legally anyway).

The numbers over on the residential side won’t be that powerful, but nonetheless it still works in your favor once you factor in the referrals that add to your bottom line. Unlike the commercial cleaning market, where referrals are MUCH harder to come by, the residential cleaning market is a REFERRAL MACHINE. This means one customer can turn into five or more thus increasing your revenue.

Now a moment ago I mentioned a “flyer package”. What I mean by that is handing out flyers works best when you do more than just hand out a SINGLE piece of paper that acts as your flyer. The best method I found is to include a sales letter (one or two page) to go along with your flyer. I would toss in a business card for good measure (just staple it if need be to the flyer or sales letter).

This creates a nice little package that “tells the story” of who you are and how you can SOLVE their problem of needing a great commercial or residential cleaning company. The simple truth is that the more you can tell “your story”, the better chance you have at landing the cleaning account.

I’m going to start to wrap this post up, but before I do I wanted to discuss your “effort” in handing out flyers. Many people are under the belief that they only need to hand out 10, 20 or 30 flyers before the phone starts ringing off the hook. I’ve even had folks contact me saying they handed out 100 with no success.

That’s because handing out just a few flyers will NEVER work. You need TONS of flyers to be handed out. Hundreds and hundreds are needed to have success. To have a number to shoot for, I would aim for 100 to 150 per week. Then I would do that NON-STOP for months.

YES…that’s the kind of effort needed to make it work. A few here and there is pointless. By the way, don’t get discouraged if the phone doesn’t ring right away. It doesn’t work that way! Sure you may get lucky right off the bat, but it could take a few weeks before you get calls.

Why is that? For starters, people are busy. Others like to mull things over for a bit. Others still may be on vacation, or perhaps the cleaning contract for their current company doesn’t expire for a month or two. Who know! Just be patient. The process works and ALWAYS has.

I’ll leave you now with a few related posts that will help you build on what you learned today. Read through them at your leisure and implement the suggestions in your efforts at getting cleaning accounts.

Learn about creating a commercial cleaning flyer: http://wp.me/pO3Aj-3uz

Learn about creating a house cleaning flyer: http://wp.me/pO3Aj-3Nj

Learn more about creating a Special Offer: http://wp.me/pO3Aj-3rM

Learn about creating Goodie Bags (AKA flyer packages): http://wp.me/pO3Aj-tv

Learn about crafting a direct mail letter: http://wp.me/pO3Aj-1Nc

I would LOVE TO HEAR WHAT YOU THINK! Add your comments below and get the conversation started.

If you liked this post, you can subscribe to our RSS feed and get loads more by clicking here. If you need detailed instructions on how to start your own cleaning business, then check out my value packed course by clicking here. If you are badly in need of a first class website to take your cleaning business to the next level then click here.

{ 9 comments… read them below or add one }

1 Francisco Blanco July 11, 2012 at 10:32 pm

Love this post Tom! You are an expert!

2 Tom Watson July 11, 2012 at 11:09 pm

Hey Francisco!

Thanks for stopping in!

3 Jessica August 7, 2012 at 12:29 pm

Mr. Watson, Just wanted to write and let you know I love your ideas for starting a business and to sat Thank You!

Sincerely,
Jessica

4 Tom Watson August 7, 2012 at 12:59 pm

Thanks Jessica! Touch base if you need me.

5 Neil Johnson September 21, 2012 at 5:34 pm

Tom

Recently found your website and subscribed, got to say the information on here is invaluable.

I love the idea of the goodie bag, I have just ordered 250 bags off ebay along with a selection of promotional pens, coasters, and keyrings. Flyers nearing completion then im going to focus on the sales letter.

Im going to use the goodie bag idea on the commercial and industrial markets, im going to focus on office blocks, showrooms, warehouses, factories, etc.

I’ve just got a couple of questions, how do you deliver them and to who? do you just go into the reception and hand the goodie bag to the receptionist or do you ask to see someone? if so, do you call first to find out who to speak to? any advice on what you have found works best?

Thanks & Regards

Neil

6 Tom Watson September 21, 2012 at 7:05 pm

Hey Neil!

I LOVE goodie bags. People like getting free stuff, and I think that’s part of the appeal. Anyway… your question…

We just hand them out to whoever we run into in our target area. It’s normally the receptionist. All we do is just say:

“Hi, we’re with (YOUR cleaning company name) and we would like to drop this little goodie bag off to whomever is in charge of the cleaning here. It has a little about us and some freebies too”.

If they ask questions, great, just don’t expect any. Normally I try to keep it short like that, people don’t want a sales pitch. I do not call in advance, as that will just invite a NO THANKS on their part.

Yes..the sales letter should tell them why you are different and the flyer should have some offer that makes them ACT. I usually give a big discount to get them to call me. Make sure to include a deadline for the special (you want them to act soon and not procrastinate).

Let me know how you make out!

7 Neil Johnson September 24, 2012 at 3:44 pm

Hi Tom,

Thanks for the advice, I will keep you informed on my progress.

Thanks again.

Neil

8 Bryan October 6, 2012 at 4:24 pm

Hi Tom,

I just a have a few questions. Do you keep delivering at the same business or you for the second week go to a different set of business? also is there a day of the week that is better than other?

Thanks,

Bryan

9 Tom Watson October 6, 2012 at 4:42 pm

Hi Bryan!

I would mix it up. Go to as many different places as possible, then return to the ones you already did maybe in a month. You do want to stay in front of them, just not every week.

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