Lining up cleaning contracts and finding leads for new business can help grow your cleaning business.
Keeping businesses and buildings clean is a necessary part of running a business. However, not all businesses use internal cleaning staff; opting to outsource cleaning services is common practice for many. Finding cleaning contracts and getting leads regarding upcoming contract opportunities is one of the primary ways to generate business for your cleaning company. In New Jersey, leads for cleaning contracts can be found through a variety of sources. Using a multifaceted approach to locating leads and securing future business is one way to help grow and sustain your business.
Instructions
1. Get your sales and marketing material in order. Make sure to have updated brochures and information regarding the services you do and do not provide. Make sure that you specifically outline in your marketing material the days and times your business services cleaning contracts, whether or not you offer emergency services and what products, supplies and equipment your firm brings along for cleaning jobs. Highlight in your material that your business services the state of New Jersey.
2. Make a map showing the areas you will be able to service. Use GIS (geographic information system) mapping tools, provided by the state of New Jersey, to map your location and the radius in which you will be able to service cleaning contracts. Know that GIS maps are similar to GPS (global positioning systems) in that they show location but have more layers of information on each map. Layers of relative information include population density information, showing you where the most populated areas are, and municipality boundary information, which and help you know your operation radius based off of your current location. Take notes regarding major and minor city and community names contained within your operating area.
3. Drive through the areas close to where you live or where your cleaning business is located in New Jersey. Stick to a 10-mile radius and write down the names and addresses of all businesses and buildings found along the way. Make sure to get as much detail as possible and make notes beside the information. For example, note whether a building is one-story or a high-rise. Note any and all business names displayed on the exterior of each property.
4. Use the list of buildings and businesses and find the name and contact information for the facilities manager at each location. Ask each person directly whether or not they use outside cleaning contractors. Ask for permission to send information about your services for their files and review. Mark in a calendar dates to get back in touch with everyone you send information to, and follow up with all contacts four to six weeks after sending your initial packet of information.
5. Create a listing of real estate agents licensed by the state of New Jersey. Organize your list alphabetically and according to the city the agent is located. Get the exact names and proper spellings of all agents at each office. Make sure you have enough marketing materials, envelopes and stamps available to send out your information to everyone on the list you prepared.
6. Write a letter to every real estate agent that works with both residential and commercial buildings throughout New Jersey. Contact agents from the list you created. Work your way down the list and contact each agent separately, focusing on agents servicing your operation radius. Mention in the letter that you would like to be placed in to their pool of cleaning agencies for both residential and commercial facilities. Include your company brochure, a business card and information on where to fond your web site or social media site for your business. State in the letter that you are interested in cleaning projects and would like to discuss the potential for future business. Request a meeting or additional information via written communication.
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