10 Secrets for Making Your Cleaning Business a Success

by David Wright Regional Director | Mobile

1. Never stop learning – The cleaning industry may not be the most glamorous or complex, but established business owners say there’s always something to learn. Technology advances affect the equipment you use, safety issues affect the chemicals you clean with, and there will always be ways you can enhance your organizational and managerial skills. Read industry publications, go to meetings and conventions, participate in trade organizations and encourage your suppliers to keep you up to date

2. Clean it like it’s your own – Regardless of what you’re cleaning and whether it be traditional janitorial work or providing a specialty cleaning service. Clean like you’re cleaning your own home or office.

3. Be careful! – Though time is your most valuable commodity, don’t rush so much that you get careless. Customers will usually understand when accidents happen, but you’re better off if you don’t have to fall back on that. Also, the cost to repair or replace something (in out-of-pocket cash, time lost, and damaged customer relations) is usually far more than the time you might save by working carelessly.

4. Don’t undersell yourself – When you’re starting, you may be tempted to try to undercut the competition’s prices. A better strategy is to outperform them by simply providing quality work

5. Take care of your employees – Your employees are critical to your success: after all, the quality of their performance determines whether your customers are satisfied. Look for ways to make them want to do their best. Train them well, don’t micromanage, and treat them with respect. Provide bonuses and incentives for top performance if you are able.

6. Find a niche – Don’t try to be all things to all people: pick the market you can best serve and focus on that. When you try to serve too many markets, you won’t be successful in any of them. For example, choose to service smaller office buildings. You may not provide quality work at a reasonable price level to more extensive facilities—Excel in what you’re doing and build consistency in the services you provide.

7. Track labor cost – The most significant single expense you have is labor, and you must stay on top of it. If you aren’t watching your labor cost every day, it can get away from you. Compile a daily over and under report, making it easy to spot trends before they become significant issues. If labor is on the increase, figure out where the problem is. Is the customer asking for extra services, not in theirscope of work? Did we underestimate the time it would take to do the job? If you’re under your labor estimates, make sure your employees provide the quality you’ve promised.

8. Invest in customer service – The quality of your cleaning is essential, but it’s not the only thing. Building solid relationships with your clients requires a serious commitment to customer service. Don’t assume that just because the work looks satisfactory to you that it is to your customer— or that there’s nothing else they want or need. Be sure to follow up with them consistently to find out how things are going.

9. Don’t take every job – If you can’t make money on a job, or if the work is undesirable for any reason, turn it down. It is better to focus your time and energy on profitable work you enjoy.

10. Keep your eye on the economy – As long as things get dirty, there’ll be a need for professionals to clean them. But economic changes can mean changes in the market. When business profits shrink, companies look for ways to cut expenses, which means examining their budgets for services they can reduce or eliminate. Also, consider how the world economy can impact your profitability. If oil prices skyrocket, you’ll have to spend more to operate your vehicles, and your general utility costs will probably increase. When the cost of lumber goes up, so does the cost of bathroom tissue, paper towels, and other disposable paper products you provide to your customers. You may be able to pass along some of the prices, but don’t depend on a thriving economy to keep your business profitable. Have plans in place so you can shift your market focus if necessary.