Looking to build a more extensive client base but don’t know how? To grow a cleaning business fast, try cold calling.
Yes, it’s true. Cold calling potential clients works. In fact, some 82% of customers accept a meeting from a cold call. And since business owners and managers get so many emails, a phone call stands out – even if you do have to leave a message. So if you’re trying to figure out how to grow a cleaning business fast, you might want to spend some time marketing your business over the phone.
Of course, if you aren’t a salesperson, cold calling may feel intimidating. It requires some planning and perseverance on your part. But if you take the time to learn how to do it well, you’ll find that you’re scoring a lot more customers than you were before. That’s large in part because people like things that feel personal, and as long as you can be personable, the statistics speak for themselves when it comes to converting calls into clients.
So how do you learn how to grow a cleaning business fast through cold calls? There are a few simple steps that will help you get started. Before you know it, you’ll be calling strangers and winning their business.
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How to grow a cleaning business fast: 6 Cold calling tips for more clients
1. Use a script
Use a script for cold calling, and you can decrease your stage fright. You’ll know what you’re going to say before you say it, you’ll stay on track, you’ll keep it concise, and you won’t forget your most important points.
Worried that someone will catch you reading off a call script? Do your best to memorize the essential parts and fill in the rest as casually as you would on a regular call. It’s true that if you just read off the page, you could come across as robotic and disingenuine, but if you make your tone conversational, you’ll sound like a well-spoken expert in your field, and that’s bound to lead to more business.
2. Mind the day and the time
Some days and times are better for cold calling than others. For example, the best time to call a prospect is between 4:00pm and 5:00pm in the evening, especially if you’re trying to reach a business. The next best time is between 11pm and 12pm in the morning.
As for the best days, Thursday seems to come in as the winner for the best day to prospect. People are winding down their week, sometimes running a bit out of steam, and they’re looking for solutions to their problems, which is what you’re offering with your cleaning service. (The second best day, by the way, is Wednesday.) If you’re thinking about how to grow a cleaning business fast, this is an important tip to keep in mind.
3. Make a lot of calls
No matter the day or time you choose to prospect, the reality is that the more quality calls you make, the more business you’ll find. Note that the key is quality. Target businesses that are newly opened or ones that have recently changed ownership. Those are the businesses most likely to need janitorial services. Don’t ignore referrals, either.
Don’t have a lot of numbers to call? Spend some time making your list by searching the internet. Remember that 92% of customer interactions happen over the phone, so this is a worthwhile thing to put some effort into.
4. Call back often
Here’s another important how to: Grow a cleaning business fast by cold calling and by calling back. A lot. It takes an average of 8 cold calls to reach a prospect, so giving up after one or two or even three tries isn’t enough. People are busy, and especially in an age when they are more accustomed to emails and text messages than phone calls, you’re going to need to be persistent.
Another word of advice: When you call, leave a well-tailored voicemail. (You may want to use a call script for this, too.) This is better than hanging up and trying again tomorrow. In the age of caller ID, if someone sees the same number popping up and no voicemail being left, they’re likely to never pick up from that number. Be transparent, say what you want, and give them a reason to pick up the phone the next time.
5. Offer incentives
Speaking of giving them a reason, your cold calls present you with a great time to offer incentives. After all, everyone likes to think they’re getting a deal on something. Offer a percentage off a carpet cleaning or discount your eco-friendly services. You might even offer the first cleaning for free. Whatever you choose, adding an incentive is sure to make more of your cold calls successful.
6. Connect with people
Use cold calling as an opportunity to connect with people instead of thinking of it as a way to obtain more customers. After all, sales is first and foremost about building relationships. Talk to your prospects and find out what they need that you can offer and the competition can’t. Find common ground to stand on. You might even try to set meetings with new customers over coffee rather than in someone’s office. Doing this allows the prospect to see the humanity in you, which makes them more likely to trust you and subsequently give you their business.
A word of caution, though. Don’t be too informal from the start, or you might make a prospect uncomfortable. Stay professional at all times without being too rigid about it. Not sure you’re up to it? Find a friend or colleague to practice with. You may feel a little silly at first, but eventually, committing your call script to memory and practicing with someone you feel comfortable with will become a crucial step in growing your cleaning business, an you don’t even need to leave your office.
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