One simple technique you can use to make more money on one time customers

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by Tom Watson on July 21, 2013

Today I wanted to discuss how you may want to approach jobs you would normally consider one time jobs.

These “one time jobs” are cleaning jobs that you stumble upon due to a referral, your general marketing efforts or some other means.

For example lets say you get a call because someone found you via an online search. They call you and ask if you clean windows. Normally that’s not what you are looking for when you are new to the business.

I normally recommend beginners start out just looking for regular monthly income like commercial cleaning or house cleaning accounts. These type jobs give you “regular” monthly income that is RECURRING, much like a paycheck from a regular job (just without the over bearing boss).

With that said when you stumble across a one time window cleaning job (or any other one time type service) that is BONUS MONEY and you should take it whenever possible. Sadly most people miss the long-term value that a one time customer may have.

As I talked about in podcast 088 Don’t forget the one time customers, this type of customer should never be a “one and done” type financial arrangement. You should be marketing to this account every few months to get them to spend some more money with you.

The vast majority of beginners just take the money and forget about that customer forever. They don’t market to them in any way, shape or form. What I didn’t get to mention in the podcast was the simple little technique you can use in addition to the marketing angle.

Ready? Book the customer for later in the year or next year (whatever the customer will bite on). For example let’s say you just cleaned Mrs. Jones windows in the spring for $400. When you finish and collect payment try to schedule another cleaning on the spot!

Just gently “nudge” them by saying… Would you like to schedule this window cleaning again in the fall Mrs Jones? (or spring if you cleaned them in the fall). If they say yes, then PICK A DATE RIGHT THEN AND THERE.

Now they may say… “That’s a little too soon, could we do it later?”. You would say… “Sure, how about the same time next spring? Then just pick the date and tell them you will send a reminder a week or two in advance to give them notice. Pretty simple huh?

This technique will not work all the time by any means, but it does work very well on the whole, especially if you did a great job and played the customer service angle full tilt. Besides… what do you have to lose?

Now if you run into resistance I have some more tips for you to use. For instance they may say…  “I’m not sure I want to commit today for another cleaning down the road”.

When they do just reply… “Well Mrs Jones you can cancel without any penalty plus when you schedule today you get our price protection guarantee. That just means you pay the same price NEXT YEAR as you did this year.”

This is a good approach because locking in a price at the same rate is a rather powerful feature to a cost conscious consumer. It also gives you a good reply to counter their initial rejection of your offer.

So the moral to this story is never let a one time customer BE A ONE TIME CUSTOMER. Try your best to convert them to a life long account by either scheduling them in advance after service or marketing to them constantly if they don’t.

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{ 6 comments… read them below or add one }

1 Scotty July 21, 2013 at 2:32 pm

A one-off job brings a great prospect for future business engagement. This is why it is so important to show your best to every single customer. Do not think of any job of some Bonus money.

My recommendation is to always call such customers back to ask on their experience and to ask if they would hire you if they need cleaning services again. Your tip is also very good. Directly asking on any future opportunities is a good decision that won’t hurt anyone.

I used to follow your blog when I first started Go Cleaners. It is now shaping pretty well and I guarantee your tips can help anyone succeed.

Best regards,
Scot Parker
http://gocleanerslondon.co.uk

2 Willie July 21, 2013 at 4:21 pm

Thanks Mr. Tom. A fabulous tip. Thank you for all the work you do to help us new comers alone the way.

3 Tom Watson July 21, 2013 at 8:34 pm

Hi Willie! I’m happy to help.

4 Tom Watson July 22, 2013 at 12:17 pm

Thanks for the kind words Scotty! I appreciate it and best of luck with your business.

5 Syras Derksen August 8, 2013 at 7:58 pm

Thanks for this helpful tip! Sometimes the simplest suggestions are the ones that make the most difference.

6 Tom Watson August 8, 2013 at 8:54 pm

Thanks Syras!

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