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In this article, you’ll discover how to create additional income streams for your house cleaning business
No matter how you have configured your residential cleaning business, you can always increase sales from your existing clients. This works by offering additional services on a regular basis your clients can use. Many clients won’t ask unless you show them what they need. Also keep in mind, clients will continue to ask you for more work unless you have packaged your services and attached appropriate rates.
If your business is new or you’re not ready to add new clients, you can still increase your revenue using your existing clients. The cost of upselling existing clients is significantly less than the cost of generating new clients because you don’t have to pay for the lead. Perform a little research and print up a rate sheet or flyer and you’re ready to offer new services.
Your research consists of:
- Identifying possible upsells
- Knowing what inconvenience your clients are experiencing.
- Decide how you will identify and discuss the issue with your clients.
- How to close the deal while your client is considering the issue.
Getting Started
Before you get started, you should ensure that the clients you target for an upsell are currently being serviced well and won’t come back to you with complaints. If they do, it’s virtually impossible to expect them to pay for additional service.
Review the checklists from the last three months of service to identify anything that might jump out as a service issue. This is also a good time to send them a customer survey so you know what to expect before approaching them.
3 Customer Survey Forms are included in the Business-in-a-Box cleaning business starter kit and the Premium House Cleaning Success System
Schedule a Review
Once everything is in place, contact your client and schedule an appointment to review their current service. Ideally, you want to do an in-home inspection to review the current work being done.
During the appointment, your job is to identify which of your upsells can be sold to your client. For instance, if the light fixtures are not included with your service and they are not being maintained by the client, you can recommend this service.
Make sure you have several price options for the client to choose from. This may include cleaning all the light fixtures at one time or spreading them out to reduce the cost over several appointments.
By recommending a service, you are providing your client with your technical expertise from a trusted service business.
What to Offer
When spring has arrived, people are looking to lighten their load after the cold, dark winter months. During the summer, people would rather be outdoors than inside doing chores. In the fall, people want to have extras done in preparation for the holidays. Offer your existing clients small organizing jobs where they need it, such as:
- Kitchen pantry
- Children’s closet/toy area
- Linen closet
- Laundry room
- Small patio
- Garage
- Patio
Additional services you can offer:
- Oven
- Large appliances
- Floor and wall behind large appliances
- Baseboards
- Blinds and shutters
- Windows and window tracks
- Power washing
- Front door and stoop
- Patio
- Vents
What else have you noticed in homes that you can add to your rate sheet?
What to do Next
Once you have successfully implemented this, put it on your schedule as a quarterly or semi-annual process. Not everyone will schedule add-on services when you offer them, but they might be ready the next time you you call.
Don’t forget your leads who have not yet scheduled an appointment with you. Contact them again with your initial offer – and – your new rate sheet services. They might not schedule a full cleaning, but you might get some fill-in work!
Your objective should be to be the primary source of in-home services for your clients and one-time customers. You do that by offering services your clients can use and will be grateful for and making upsells an integral part of your marketing and sales system.
