1. finance
2. bank
3. bank account

Our Exclusive FREE eBOOK
That shows you EXACTLY how to
Score, Service and Profit from Your First Account
Scoring Your First Account – Larry Fazzio | CBC®
The information contained in this guide is for informational purposes only.
I am not a lawyer or an accountant. Any legal or financial advice that I give is my opinion based on my own experience. You
should always seek the advice of a professional before acting on something that I have published or recommended. Any amount
of earnings disclosed in this guide should not be considered average.
Please understand that there are some links contained in this guide that I may benefit from financially.
The material in this guide may include information, products or services by third parties. Third Party Materials comprise of the
products and opinions expressed by their owners. As such, I do not assume responsibility or liability for any Third Party material
or opinions.
The publication of such Third Party Materials does not constitute my guarantee of any information, instruction, opinion, products
or services contained within the Third Party Material. The use of recommended Third Party Material does not guarantee any
success and or earnings related to you or your business. Publication of such Third Party Material is simply a recommendation
and an expression of my own opinion of that material.
No part of this publication shall be reproduced, transmitted, or sold in whole or in part in any form, without the prior written
consent of the author. All trademarks and registered trademarks appearing in this guide are the property of their respective
owners. Users of this guide are advised to do their own due diligence when it comes to making business decisions and all
information, products, services that have been provided should be independently verified by your own qualified professionals. By
reading this guide, you agree that myself and my company is not responsible for the success or failure of your business
decisions relating to any information presented in this guide.
@ 2013 Dark Horse Productions, LLP. All Rights Reserved
www.cleaningbizclassroom.com
The Experts Guide to
SCORING YOUR
FIRST ACCOUNT
Proven systems to help you jump start your own business!
Starting a Cleaning Company saved our Family...
I know that sounds overly dramatic, however, it’s really what happened. When our family was in a time of
desperate need, starting a cleaning business gave me the ability to provide my family with a lifestyle that most
people only dream about. You can read more about this story through our website, I found out that money is not
a scarce commodity; you must simply plug into it to start the flow in your direction. That is what the this eBOOK
is about.
I wrote this eBOOK to help you get on the highway to freedom like I did over twenty-six years ago. It will be a
wonderful journey. !
This eBOOK is a GUIDE TO HELP YOU GET STARTED with your own Cleaning Business TODAY! Within,
this eBOOK is 26 years of experience to help guide you in LANDING, SERVICING and PROFITING from your
FIRST ACCOUNT or EXPANDING YOUR CURRENT BUSINESS. What you won’t find in this book is anything
related to “get rich quick”, but if you’re ready to put on your boots and can follow the basic principles of this
book, well then you’re on your way to a lifestyle you probably never thought possible.
Here’s to you and your success!
zzio
a
F
y
r
r
La
“If at any point while you’re reading this guide you
have questions, please don’t hesitate to contact me.
You can best reach me on our Facebook page at
CleaningBizClassroom” –Larry
Scoring Your First Account – Larry Fazzio | CBC®
Table of Contents
Identifying your Target Market
3
Marketing
5
Prospecting
9
The Walk Through
19
The Service Proposal
21
The Follow Up
24
Servicing your First Account
26
Leverage your First Account to Gain your 2nd
29
How to Market Additional Services
30
Wrapping it up to Action
31
www.cleaningbizclassroom.com
Scoring Your First Account – Larry Fazzio | CBC®
Who did we write
this book for?
This book is for anyone who is
considering starting their business or
is eager to expand their cleaning
business.
We recommend reading through the
book once to familiarize yourself with
systems we use to land new accounts.
Then, once you’ve read it, we
recommend printing out the checklist in
the back of this book. As you review the
checklist, we suggest re-reading the
chapter that corresponds with the item
on the checklist. Approaching the
material this way will allow you to fully
absorb each chapter’s content and
implement it in your own business and
then move on to the next item on the
checklist.
At the end of this book, you will find
several helpful resources that will
assist you in either starting your
business from scratch or expanding
“Success in business
requires training and
discipline and hard
work. But if you’re not
frightened by these
things, the opportunities
are just as great today as
they ever were”
– David Rockefeller
Our book “Cleaning Up On Nine
Million Dollars” will provide much
additional information.
www.cleaningbizclassroom.com
1
Scoring Your First Account – Larry Fazzio | CBC®
A quick overview of our Cleaning
Company, Mr. Perfect Services
 MPS was begun in March of 1988
 We have always operated from our home
QUICK NUMBERS FOR MPS
 Our avg. customer retention is 6.5 years
 Our avg. staff retention is 4.6 years
 MPS has generated well over $9,000,000
 Our 2013 gross receipts was $404,766.00
 Our 2013 net profit was $195,202.00
 We perform none of the work ourselves
 Our profit margin has averaged 47% over the last 26 years
 We have 24 on staff and clean 33 buildings 7 days per week
 We have helped over 230 people start their own cleaning business
www.cleaningbizclassroom.com
2
ScoringScoring
Your First
Your
Account
First Account
– Larry Fazzio
– Larry | CBC®
IDENTIFYING
YOUR
TARGET
MARKET
“If we don’t know where
we’re going, any road will
take us there. Identify”
www.cleaningbizclassroom.com
3
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
Identifying Your
Target Market
Here’s The Launch Pad:
Falling into this category niche would
be the following types of facilities:
1. Office buildings of all types
within our targeted size and
location.
“We will target a Commercial niche that
the big companies largely ignore.”
2. Restaurants.
Here’s An Example:
4. Auto dealerships.
“Our target market niche will be
commercial, medium
sized, local businesses that
need cleaning service five to
seven nights per week. The ideal
customer will have 5,000 to 50,000
square feet of space to service.”
5. Medical facilities. (Within our
niche in this category would
exclude hospitals because of size,
but would include immediate
medical buildings).
3. Banks and other financial centers.
Here’s How To Take Action:
It’s important to take the time in
considering the niche you will focus on
at first, as this will greatly determine
your scalability, ease of entry into the
market, profit margins and level of risk
exposure.
The following, is a quick breakdown of
Advantages & Disadvantages of starting
a Residential Vs Commercial Cleaning
Company.
Residential Cleaning Company
Pros:
• Easier to get into, less startup cost
• Services can be done during the day
• Customers pay regularly and more
often usually
Cons
• Customers can be fickle & demanding
• No home is exactly the same &
sometimes expectations are not in line
• Customers present while you work.
• More travel, thus more fuel cost.
Commercial Cleaning Company
Pros:
• Customers are usually kept longer
• Larger Accounts mean better money
and in general higher profit margins
• You can work more efficiently because
no one is present during cleaning.
• The commercial account provides the
opportunity to perform many special
projects and that is very profitable.
Cons
• Payment is longer & can take 10-20
days to receive
• Services are performed while others
sleep
• More Red Tape: Insurance costs
• higher, bonding is expected.
• Take longer to land: 5 wks–yrs.
www.cleaningbizclassroom.com
4
ScoringScoring
Your First
Your
Account
First Account
– Larry Fazzio
– Larry | CBC®
MARKETING
“Marketing is gaining
visibility and contact
with prospects that will,
in turn, lead to a walk
through and proposal.”
www.cleaningbizclassroom.com
5
Scoring Your First Account – Larry Fazzio | CBC®
MARKETING
Here’s The Launch Pad:
Marketing provides you with visibility
and opportunity.
Here’s An Example:
Your web site gives life & validity to who
you are.
Here’s What It Means:
Your prospective customers will view
you as a viable and competitive service
provider.
Here are some questions you should
ask yourself. We recommend writing
answers to the following questions:
1.Who are you?
“I am Jim Black with Excel
Cleaning Services. We are a
residential cleaning service that
focuses on cleaning high value
homes in the immediate area.”
2. What is your Service area?
You will want to consider how far your
reach will extend. For Mr. Perfect, we
primarily operate in a 20 mile radius so
that we can manage more effectively,
but we extend to 35 miles if the account
merits the added travel.
3. What Services do you offer?
Do you offer general cleaning only?
Do you also offer special services like
carpet cleaning, glass cleaning, floor
scrubbing?
Be prepared to state clearly what you
can do.
4. Your UVP (Unique Value
Proposition,) See next page.
Why YOU are the one they want to hire.
HERE’S HOW TO TAKE ACTION:
Promoting yourself and your business
can range from very simple to quite
complex and the expense involved will
reflect the difference in your choice. We
will not consider the very complex
because our model does not require it.
Our model is to run a small, tight, well
managed, profitable family business.
Bigger is not always better; sometimes it
is far less profitable with far more stress.
We will assume you are starting from
nothing and are eager to keep your
costs low while launching.!
MINIMUM COST PROMOTION
• Buy a cell phone dedicated to your
business. Forget a land line.
• Buy a computer that at, at the least,
can allow you email communication.
• Have business cards printed.
MODERATE COST PROMOTION
These are in addition to the previous ones
• Buy a smart phone dedicated to your
business.
• Internet connection allowing you to
research.
• Buy a printer for your computer.
• Invest in proposal folders
• Have a basic Web Site designed
We’d recommend using a monthly
plan and would highly recommend this
company for easy setup of great
looking sites JUST ADD CONTENT
MEDIUM COST PROMOTION
These are in addition to the previous ones
• Design & Purchase flyers as well as a
mailing list for promotional
flyers.
• Google Adwords
• Increased profile on YELP
SOCIAL MEDIA PROMOTION
Do not discount the power of social
media, as it might take time to set up,
but it can be a great resource for
attracting new clients. We will go into
further details about this later in the
book.
www.cleaningbizclassroom.com
6
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
HOW TO
ESTABLISH
YOUR UVP
No matter what business
you’re in, you need to
define
your UVP
What is a
UVP and why
do you need
one?
You may feel like this is an
unnecessary step, but believe us,
taking the time to establish your UVP
will give you confidence when you
are selling to prospective customers.
Here are some example UVP’s
1. Newness: if...
You have a new technology.
You have a new invention.
Your Service is different, unique.
2. Performance: if...
Your product or service already exists.
You are bigger
You are better
You are faster
You are safer
UVP stands for
Unique Value
Proposition
Simply put: This what makes you
stand out from the crowd, otherwise
known as your competition. You
might also come across it written as
USP, which stands for Unique Selling
Proposition.
7. Reducing Costs: If...
You reduce your customer’s cost.
This may be different from your service
price. You might suggest a paper
supplier that installs free dispensers or
better quality.!
3. Convenience: if...
You make things easier for your
customer, save them time, effort.
4. “Getting the Job Done”: If...
Your product or service enhances a
customer’s productivity.
5. Price: If...
You offer a great service, but at a value
price in comparison to your competition.
Customers are very price-sensitive.
8. Reducing Risk: If...
You can show that your presence will
reduce theft risk. Perhaps you are an
ex-police officer and you are a civil
employee who has passed stringent
background checks.
Here’s The Launch Pad:
Put your UVP in writing.
Here’s An Example:
“Excel Cleaning Service promises to
reduce your cleaning expenses while
taking cleaning quality higher than you
currently have.”
Here’s What It Means:
Your UVP has just touched a very
sensitive concern for your prospect.
That means you will have an open door
to submit a service proposal and move
your prospect to choose you.
Here’s How To Take Action:
Review the seven examples above.
Choose one or two that you can
capitalize on, write your UVP clearly.
www.cleaningbizclassroom.com
7
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
LAUNCH LEGALLY
1. Ensure that local laws allow you to
operate from your home if that is your
plan.
lawsuits resulting in damage, theft, poor
workmanship. The sole proprietorship is
far less professional to your customers.
with no current customers. If you choose
to have employees, you will need to add
Workers Compensation coverage.
2. Check for covenant restrictions in
your neighborhood. Subdivisions
sometimes do not permit certain
businesses, especially if you have a
painted vehicle.
Our business “MPS” was set up as
an L.L.C. as we feel it offers the
simplest, most inexpensive, tax-wise,
and most professional way to run our
business.
Taxes will need to be filed after your first
calendar year of business, but you can
do your own at first with a little study on
your part.
3. Decide on a business entity. Your
choices include:
A. "C" corporation: not a good choice,
more complicated, more taxes
B. "S" corporation: often used by many
small businesses
C. "LLC" a simple, tax-saving entity that
is new
*******With the above entities, you must
contact the Secretary of State and
register your business, then contact the
IRS to obtain an employee identification
number.
D. Sole Proprietor: You can begin using
your own social security number, but
you become personally liable for any
We’ve used LegalZoom to arrange most
of our basic legal needs, such as
incorporating and highly recommend
them for ease and pricing. Here’s the
link to check them out: LegalZoom
4. Obtain your city or county business
license. Cost ranges from $65 to $150.
5. Print your W-9 form. Include it in your
proposals because your customer will
require it when they hire you. It shows
that you are a sub contractor.
6. Obtain business insurance. It is very
inexpensive for a new cleaning business
www.cleaningbizclassroom.com
8
ScoringScoring
Your First
Your
Account
First Account
– Larry Fazzio
– Larry | CBC®
PROSPECTING
“There are no magic
wands, no hidden tricks,
no secret handshakes that
can bring you immediate
success, but with time,
energy and determination
you can get there”
–Darren Rowse
www.cleaningbizclassroom.com
9
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
PROSPECTING
If you can leverage your
ability to get out and
connect directly with
prospective customers,
you will be light years
ahead of most of your
competition
Here is where the rubber meets the
road-------the road to prosperity. Nothing
happens in business without the sale,
and nothing in sales occurs without
looking for prospects to sell to. That is
prospecting! We must learn to love it
because without it, we will not go
anywhere. We will be like a train at the
station, standing still. We can dress up
like an engineer and toot the whistle, but
we will not see a new destination until
our train begins to move. NOW LET’S GET
YOUR TRAIN
READY TO
ROLL!
6 Traditional Methods we use to
prospect that work over & over!
FACE TIME PROSPECTING
This has been our primary method and it
works, so don’t be too quick to write it off
as too low-tech. People still like a
certain personal touch, as long as it is
done without invasion and annoyance.
WORD-OF-MOUTH
We have landed several accounts
because a customer recommended us
to someone else. It is a high compliment
when it happens. Our largest account
gained in this way was the Atlanta
Headquarters for B. F. I., the waste
management company. We gained this
account because CINTAS was pleased
with our work and gave B. F. I a great
recommendation of us.
BULK MAILING
Using this method, you would purchase
a mailing list of your target customers
(or assemble your own,) for example,
restaurants, apartment complexes,
medical facilities.
COLD CALLING
Gather a list of your target customers
and phone them one-by-one seeking to
pique their interest in having you give
them a quote. You can make the calls or
hire someone to do so. This will open
many doors.
E-MARKETING
Electronic Marketing is a must today
and refers to the use of digital
communication via the computer. If you
do not use this method, you most
certainly, will be thought of as old school
and out-of-touch.
SOCIAL MEDIA
Almost everyone uses Social Media
these days, but few really know how to
leverage it to grow their business.
Social Media is particularly useful for
those operating in the Residential
Cleaning Biz Niche. Never
underestimate the power of Social
Proofing.
Now that we’ve touched on the basic
methods we use, we’re going to
breakdown each method in the next
section to show really how leverage it
best. Sometimes marketing can
seem overwhelming. With that we
suggest picking 2 methods initially
that you think your personality lends
it’s self to and go after it!
www.cleaningbizclassroom.com
10
Scoring Your First Account – Larry Fazzio | CBC®
FACE TIME
PROSPECTING
Walking up to a complete stranger at a
place of business generally intimidates
most people. Feelings of anxiety,
impostor syndrome and fear of rejection
are your worst enemies when using this
method.
That said, if you can master the art of
Face Time Prospecting you will be
significantly ahead of your competition.
Things to
remember when
Face Time
Prospecting to
keep yourself cool
& collected
• Write a script for
your pitch and
practice it before heading out.
• Do not consume too much caffeine,
as this will only make you more nervous
• Remember you are offering a service everyone
needs, whether Residential or Commercial.
• See yourself as a solution provider, and your
prospect will do the same.
PROSPECTING IS NOTHING BUT A
NUMBERS GAME-----ASSUMING:
1. You make a good first impression:
how you look, talk, and your attitude.
When we go prospecting, we dress
in casual business attire, not a pull
over, jeans and athletic shoes! When
you speak to whomever, do so with a
genuine smile and respect toward
the person. Your attitude should
reflect enthusiasm that is authentic
and confidence that is humble.
2. Your company has a good reputation
(or you do, if you are just starting.)
3. You talk to the decision maker. It is
not enough to just leave your card
with the receptionist; you must ask
‘who arranges your janitorial
services?” Your goal is to actually
SPEAK TO THE ONE WHO MAKES
THE DECISION.
4. You ask for the business. Many sales
are lost because the salesperson
neglects to ask if they may submit a
proposal. After the proposal, you
again ask for the business over and
over until you either get a no or a
yes.
Do not underestimate the
power of the receptionist at
locations where you
prospect. They can open
doors for you and they can
also close them
permanently. Treat them like they are
important, because they are!
Additionally, you might as well know this
concerning receptionists: They are not
there to direct vendors like you and me
into the off ice of the decision-maker.
They are GATE KEEPERS to TURN US
AWAY! In other words, they are there to
keep you and me from wasting the
General Manager’s time. You can get
them to assist you in your goal, but it
takes mindful finesse.
Check out Vista Print for
your printing needs,
such as biz cards, etc.
We have used them for
our printing needs and
highly recommend them
for quick, cheap and
solid service.
www.cleaningbizclassroom.com
11
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
MAKE A
FRIEND OUT
OF THE
RECEPTIONIST
AND YOU WILL
BENEFIT!
dealerships nearby. Our proposal was
accepted and we began that account
four weeks later and it added $2,880 to
our monthly cash flow.
REMEMBER WHEN YOU PROSPECT,
STAY WITHIN YOUR NICHE.
TECHNIQUES TO REMEMBER
Observe these and they will serve you
well while prospecting:
DO NOT:
A.
WHEN YOU SHOULD
PROSPECT: Prospecting yields the
B.
best results on Tuesday, Wednesday,
and Thursday, and days when it is
raining. Here’s why:
C.
D.
In late 2010, I
approached a
Y
ST OR
receptionist at an auto
OUR
dealership about our
business. I had been
trying to get this
dealership for three years speaking to
the same receptionist each time. I did
not know it, but a new General Manager
had just taken over and he was not
happy with the quality of the cleaning
company he had inherited. I told the
receptionist that, “We are hungry.” She
jumped up and took my card to the new
G. M. who came over, walked me
through the facility and asked for a
quote when he found out we cleaned
1. Tuesday, Wednesday, and
Thursdays are days when the
decision makers are less busy and
have time to talk to you. We avoid
Mondays and Fridays and use those
days for office and managerial tasks.
attitude should reflect enthusiasm
that
2. Rainy days, while they may look
dreary to you, give you an
advantage: The rainy day is also
dreary to the decision maker and
they have less customers to deal
with and more time on their hands to
talk to you!
E.
F.
G.
Be Pushy: that will not help
you in your quest.
Be Wimpy: They will interpret
that as a lack of confidence.
Ask what they are paying now:
That is not apropos for a sub
contractor.
Make promises that you can’t
keep: It will bite you in the butt
later.
Talk too much: Let them talk;
they will tell you things you
need to know.
Go on Mondays: Most businesses
are swamped with work and they are
not going to be in the best mood
because it is a new week.
Go on Fridays: Most businesses
are getting ready for weekend sales
and/or they are wrapping up their
work week and preparing to go
home.
www.cleaningbizclassroom.com
12
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
THE SALES
APPROACH
After parking your car (away from the
front door,) enter and locate the
receptionist. When you are engaged,
hand her or him your card and thank
them for taking time to assist you.
SAMPLE DIALOGUE
Ask, “Who makes your janitorial
arrangements?”
Depending on the reply:
“Do I need an appointment?”
“Is he/she available to speak with me
now?” “May I have their card and call
them?”
If possible, speak to the decision maker
now. If not, follow-up soon with a phone
call:
“Ms. Phillips, this is Bill Nine with
Zen Cleaning Services. I was in your
beautiful facility yesterday and was
told you might be open to taking a
quote on your cleaning needs. May I
submit a service proposal and show
how we can benefit you in several
ways?”
IF “NO”: You say, “May I check back
with you in a few months?”
IF “POSSIBLY”: You say, “We would
only need ten minutes to provide you
with a quick quote, that way, you can
determine if you are interested in our
service proposal. May I schedule
with someone on your staff and
submit a quick quote?”
IF “YES”: You say, “Great. Would you
take me on a brief tour of the areas
you want cleaned? I will prepare a
quote and leave it with you today.”
"
PROSPECTING
Word of Mouth
Word of mouth is one of your best
methods of generating prospects
because a satisfied customer carries
much more influence than your
announcement about how great your
service is. You cannot coerce your
customers to recommend you to others,
but here are some things you can do
easily and effectively:
1. Ask a customer for a referral letter on
their letterhead. Print copies of it and
take it with you when you prospect. The
referral letter has been used with
success by us many times. The problem
with this method is that it is timeconsuming for your customer to have to
put it on letterhead.
We should point out that the referral
letter is quickly becoming old school,
although it can still be used. The current
referral is to have your customers give
your business a customer review on
your web site or ideally on your own
Yelp Page, Google Place Page, Angie’s
List or a similar review site.
People no longer want
printed material to keep up
with; they want to open
their computer and access
everything in front of them,
including your customer
reviews.
www.cleaningbizclassroom.com
13
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
2. Ask a customer if they know of
anyone they can have you contact.
We also Were successful gaining a
large waste management company’s
headquarters because we
approached a customer who told us
we should contact the waste
company.
3. As a new business owner, you can
network among friends and family.
Find out whom they might know that
will allow you opportunity to offer a
quote. For example, you might know
of someone who owns a restaurant. If
you do not personally know of a
restaurant owner, perhaps you know
of someone who does. Ask that
person if they would mind if you
contacted their acquaintance using
their name as a referral.
PROSPECTING
Bulk
Mailing
Some people have
written off the bulk
mailing as too low tech, but you will
notice many companies are still sending
out mailers because they know that it
works. We also have used this system
to promote special offerings and gain
exposure for ourselves. Check on-line
for companies that sell lists of
addresses in certain industries, zip
codes, and geographic areas.
You will want to design a promotional
piece with your particular offering that
targets your customer segment, apply
your address labels that you purchased
from the bulk mailing company, and
send out the quantity you want. If you
desire the bulk mailing company to
prepare the mailing labels and send
them out, they are more than happy to
do so, at an additional cost to you.
PROSPECTING
Cold Calling
Cold Calling simply refers to the use of
the telephone to contact specific
customer prospects, with a goal of
reaching the decision maker. If you
cannot actually talk the decision maker,
you want to get as close as possible
while gathering information as to their
current janitorial arrangements, when
they will renew their service, and how
you can submit a proposal to them. This
system can be utilized in several forms,
all of which are effective.
As you Face Time
Prospect, collect cards
with names and phone
numbers, then have an
office day and go crazy
on the phone reaching as many as
possible. Tell them you were in to see
them, but since they were busy, you are
calling to ask if they are open to taking a
service proposal at this time. We always
use this method and with much success.
Hire someone to
make calls to specific
industries that you
target, noting those
who are sufficiently
interested that will be
worth pursuing. You
will pursue them by either sending them
a company profile or by visiting them
personally.
www.cleaningbizclassroom.com 14
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
We have made a commission
arrangement with one of our personnel.
He works from his kitchen table making
calls and has arranged many walk
through appointments for me. Here is
how it works:
1. He goes through any available
channel in an attempt to reach the
decision maker.
2. Once he speaks to the decision
maker, his focus is to gain permission
for a walk through.
3. After contacting me, I go to the facility,
meet the decision maker and take a
tour (walk through) of the facility
noting areas to be cleaned, special
needs, and making calculations as to
the time required to service the facility
(my service proposal will be based on
the time required for one person to
clean the facility.)
4. If it is a Class C facility or lower, I give
them a quick quote. If it is a Class A
or B facility or a high-profile business
that will be important for us to service,
then I go back to the office and
generate an electronic, well-polished
proposal. While both proposals are
well done, there is a big difference in
the look and feel of the two.
Be aware that you (or
someone you hire) may
need to make twenty calls
before you put your hands
on a hot little prospect.
That is nothing, if it leads to a
new account that adds $2,000 a month
to your company’s income. If you keep
that account for only three years, you
will realize a $72,000 cash flow from
that one account!
PROSPECTING
Email Marketing
1. Create & continuously
add to an E-mail database.
We’d recommend using
one of the free services out
there to create, manage
and connect with your
database. We currently use
MailChimp which is free for up to 10K
emails per month. MailChimp allows us
to create specific databases based on
the clients needs and then we optimize
e-mails to send to that client. These
emails can be reminders of things they
can do to cut down on cleaning
expenses, deal offerings or just plain
connecting with your customers. We
call them touches and it lets your
customer or prospective customer know
you are actively interested in their needs
and can provide them withe service they
might be looking for in the moment.
2. Another simple tool to
increase your database
as well as connecting
with traffic coming to
your website is to have
your developer set up a
simple sign-up form on
the site. We use this tool as well, which
allows us to capture leads coming to the
site instead of people just simply visiting
the site. We typically offer some sort of
incentive such as a discount on their
first plate-glass cleaning to get a
prospective customer to want to sign up.
3. Google Adwords can
be a great tool for
finding prospective
leads. This is basically
online advertising. A
prospective customer
opens their browser and
types in local cleaning services and you
pay to come up in the advertising
section for this particular key word.
www.cleaningbizclassroom.com 15
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
Online advertising and
marketing is really where
things are headed, so
we’d recommend as
money allows, investing &
optimizing a great website
will really help in making it easier to find
and convert prospective leads. That
said if you are starting your business in
a relatively rural area, there is probably
more of an emphasis on personal
relationships and that would be a better
place to start with finding leads.
PROSPECTING
Mixed Marketing
During the Great Recession, we
realized that many of our prospects
were resorting to having their own
staff clean their facilities.
As a result, we lost about 35% of our
customers between 2007 and 2010. As
a counter-measure, we set up a new
company called Periodic Services, L. L.
C. as a division of Mr. Perfect Services.
Our division’s focus is to provide
periodic special services, rather than
nightly cleaning services. We view it as
a way to support their existing needs
rather than compete with it. Here are
some of the diversified services we
market:
1. Floor maintenance: This includes
machine scrubbing, sealing,
scrubbing and waxing, and stripping
and waxing of hard-surface floors
such as ceramic tile, terrazzo, stone,
masonry, and variable composite tile
(V. C. T.)
2. Carpet cleaning: Almost no places of
business own a machine and few
want to have their staff rent, learn,
care for, and return a rented
machine.
3. Plate glass cleaning: Even fewer
understand how to clean large glass
panels and almost nobody has tools
to clean anything more than the front
door glass.
4. Power Washing: Many restaurants
and retail settings have exterior
spaces that will be more appealing to
customers if they are cleaned
periodically.
Your objective is to demonstrate to
the prospect how you can remedy the
neglected tasks without the customer
being committed to
regular service. They can
utilize you on an ‘asneeded’ basis. We have
been successful in
gaining new work with
medical facilities, restaurants, fitness
gyms, and auto dealerships.
Here’s The Launch Pad:
You have the skill and the equipment to
machine scrub, rinse, and apply sealer
to hard surface floors.
Here’s An Example:
A small hotel has worn tile with little
shine in the lobby and lobby rest rooms.
Here’s What It Means:
The hotel manager is failing to make a
great first impression on guests because
the first thing they see is an ugly lobby.
Here’s How To Take Action:
Go in and ask for the manager on duty.
After a brief introduction, let them know
that you are a floor specialist and can
make their lobby and rest room floors
dazzle. Show them pictures of a
previous job. Ask to submit a proposal.
www.cleaningbizclassroom.com
16
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
Prospecting is
like fishing!
When we go deep-sea
fishing, we do not troll
one or two hooks in the
water, we throw out as
many as we can
manage from the boat.
Doing so multiplies the
chances of getting a
bite. That is what you
should do in prospecting: throw out as
much bait as you can manage. You will
see that your harvest will be more
frequent
and diverse.
Ike and I owned a recreational shrimp
boat when we
had a place
near the Gulf.
She was a 25foot, dieselpowered
fishing boat
that we rigged
for shrimping.
We
would let out a 40-foot net off the back
and troll at slow speed. After about
thirty minutes, we would stop and winch
in the net with many pounds of shrimp,
crab, fish, and some debris. We sorted
through the catch and threw overboard
what we did not want, keeping the rest.
Prospecting is like throwing out a net.
Your chances of landing a larger harvest
are much greater than if you only throw
out a hook. Use several types of
prospecting to position yourself to reach
and reap more wonderful customers.
Your prospecting has now added
movement to your train at the station.
Perhaps slow movement, but you are
moving and that is good. Keep
prospecting and you will
land your first account and that account
will thrust your train into higher velocity
giving you momentum.
OUR STORY
When I left my office job to begin MPS, I
had five cleaning accounts: four
residences that I took over from my wife
Jan, and one commercial account, an
auto dealership. I asked the dealership
owner for a referral letter and took it with
me into other dealerships nearby. That
one successful account has opened the
door to over sixty dealerships through
the years. Currently, we clean 16.
DIVERSIFY WITHIN YOUR NICHE
Because our business was concentrated
in the auto dealerships, we suffered
during the Great Recession of 2007 2011 losing almost 50% of our business.
We began building back while focusing
on spreading out our risk——-that is
called DIVERSIFICATION.
While we are still almost 20% below our
pre-recession gross monthly income, we
are a stronger company now.
MPS still focuses on our niche, that is,
medium sized, privately held businesses
needing cleaning service five to seven
nights per week. We have, however,
spread out our service locations to
include medical, financial, and office.
We have also gone back to residential.
DIVERSIFICATION:
1.Gives you VARIED income streams.!
2. Lowers risk: You’re not dependent
on just one industry to be strong.!
3. Makes you a stronger company.!
4. Acts as a shock absorber. When
one type of customer pulls back,
your others continue to prosper.!
www.cleaningbizclassroom.com
17
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
A QUICK RUNDOWN
ON HOW TO
LEVERAGE THE
POWER OF SOCIAL
PROOFING FOR
YOUR BUSINESS
and come personally from your
customer. The incentive is more of a
thank you for them taking the time to
write one for us.
YELP BUSINESS PAGE
What is Social Media Marketing?
This leveraging personal networks and
recommendations to grow your
business.
Next up, we’d recommend
setting up a Yelp Business
Account and establishing
reviews on this account as
well. It is important to
leverage both, as they each
have their own audience you can
capitalize on.
Where to begin?
YELP BUSINESS PAGE
GOOGLE PLACES
Another organization you
might want to consider
leveraging is Angie’s List.
We have not utilized this
one as much, but we have
heard it can be a great tool.
We’d recommend
immediately start with
creating a Google
Place Page for your
business. Once you
have your first account
and your company’s integrity to your
customer do not be afraid to ask for a
review. Sometimes we offer small
incentives to our customers to leverage
a review. This is tricky, though, as you
do not want to be seen as paying for
your reviews. These should be honest
FACEBOOK PAGE
Facebook can be massive in terms of
leveraging the power of Social Media.
This is extremely important for those of
you who are or will be focusing on a
Residential Cleaning Business.
Do not underestimate the power of the
Lady of the House. Women are
wonderful at sharing, whether they are
happy or unhappy. You better believe if
she is happy with your cleaning
services, she will recommend you to her
friends and just like that, boom, your
business has grown by strides!
HOW DO YOU ASK FOR REVIEWS
It’s important when asking for reviews,
you know you are delivering the best
service possible to you customer and
you have confirmed they are happy with
your service you provide. If it is a new
account, we’d recommend waiting until
1 (residential) – 3 (commercial) months
after starting before asking.
You also want to make it as convenient
for them as possible. For instance just
asking them to go to your Google Place
Page and write a review won’t cut it.
What we do is after we have confirmed
they would be willing to write a review in
person, we send out an email with a
thank you note and direct links to where
they can immediately click to write a
review of our business!
www.cleaningbizclassroom.com
18
ScoringScoring
Your First
Your
Account
First Account
– Larry Fazzio
– Larry | CBC®
THE WALK
THROUGH
“I feel that luck is
preparation meeting
opportunity”
– Oprah Winfrey
www.cleaningbizclassroom.com
19
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
THE WALK
THROUGH
When we refer to the walk-through,
we are talking about your inspection
of the prospect’s facility to determine
the following:
9. MOST IMPORTANT: How long will
this facility take to clean and how
much will your help cost. You will
calculate this information without
giving details to your prospect
because it is proprietary to your
business alone.
2. Specific requests by the prospect,
e.g., certain doors to be locked, etc.
After you meet the decision maker
and BRIEFLY introduce yourself and
your company, you will ask if they
would be open to taking a quick
quote for their cleaning needs.
3. Ensuring that you will have a supply
closet.
AN EXAMPLE DIALOGUE
(Used by you)
4. Ensuring that you will have a water
supply.
1. “Mr. Ross, if you are open to taking a
quote for cleaning, I would be
happy to give you a quick quote in
just a few minutes.”
1. What areas they want serviced.
5. Noting any areas that are excluded
from service and/or non-admittance
areas.
6. Noting how many days the prospect
wants service.
7. Confirming earliest time cleaning can
begin.
8. Gathering any other pertinent
information such as alarm
procedures.
2. “May I have a quick walk through of
the areas you want cleaned?”
3. “How many days per week would
you want cleaning service?”
5. “Here is your quote, Mr. Ross. May I
call you in a few days to answer
any questions you might have?
You will seek permission for a walkthrough as you prospect every
customer, and you
will also deliver a Quick Quote
Proposal to most of them, but the
biggest and best
potential customers require more
than a quick quote.
First, let’s talk about the majority to
whom you will give a
quick quote. They are
potential customers for
sure, but fall under one
or more of the following
categories:
1. You have reason to believe that they
might not be serious about hiring you.
2. The business is small, the service
frequency is minimal, or the specific
projects they want done are either
one-time or periodic tasks.
3. They are in a hurry for a quote.
4. “May I sit down here for ten minutes
and prepare your quick quote?”
www.cleaningbizclassroom.com
20
ScoringScoring
Your First
Your
Account
First Account
– Larry Fazzio
– Larry | CBC®
THE SERVICE
PROPOSAL
“Your Service
Proposal”
“Live daringly, boldly,
fearlessly. Taste the relish
to be found in competition
– in having put forth the
best within you”
– Henry J. Kaiser
www.cleaningbizclassroom.com
21
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
HERE’S HOW
TO PUT A
QUICK QUOTE
TOGETHER
Your goal is to meet the decision
maker, have the walk through AND
prepare your Quick Quote Proposal
giving it TO THEM BEFORE YOU
LEAVE.
Here’s the Checklist of
what you’ll need for the
the Quick Quote
Proposal: and BRIEFLY
introduce yourself and
your company, you will ask if they
would be open to taking a quick
quote for their
cleaning needs.
1. A basic two-pocket
folder, one pocket on
each side.
2. An introduction to your
company. We call this the
company profile.
3. A roster of people
(with contact numbers)
who recommend you
professionally.
4. A copy of your insurance coverage
5. A two-page proposal
(goes in the right side
pocket) identifying
services they
requested and our
quote.
All items above are on plain copy
paper. The two-pocket folder is an
inexpensive quality item.
This approach maximizes the number of
proposals you submit, limits the time
you spend in preparation, and keeps
your cost low for those customers
whose business may not add
substantially to your cash flow.
Why take the time to go back to the
office, write out a formal proposal and
take
it back to them? Just be done with it
right then and there. That is a smarter
use
of your time AND you will turn in many
more proposals to potential customers.
Now let’s describe the customers to
whom you will give a more finished,
well-written service agreement proposal
on quality paper placed in an impressive
two-pocket folder. This is what we call
the Premium Proposal.
These customers will add substantially
to your bottom line:
1. They are larger with heavy demands
for daily cleaning.
2. They need service five to seven
nights per week.
3. The service is residual, i.e., you will
get paid every month for service.
4. They are seriously taking bids
because they are either without service
or they are unhappy with whom they
have.
www.cleaningbizclassroom.com
22
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
Here are the
components of
the Premium
Proposal given
to these
prospects
1. The two-pocket folder is a fine linen
quality with a cut out for your card in
the front cover. It should be a color
that compliments your company
colors.
2. All pages included are on fine linen.
3. A cover letter to your contact person
thanking them for the opportunity to
submit your proposal. It should be on
company letterhead.
4. An introduction to your company
describing who you are, what your
specialty is, and any benefits that are
appealing. This is your company
profile.
5. A roster of your current accounts with
contact names and phone numbers. If
you are new in business and do not
have customers, substitute a list of
referrals with contact numbers for the
customer roster.
too much, you definitely will not get
the job. If you charge too little, you
will not be taken seriously and/or you
will not make enough money to make
it worth your time, effort, and trouble.
Here is how we do it:
6. A copy of your insurance coverage
and your bond.
7. A two to three page service
agreement proposal outlining the
services you will be providing, under
what conditions, and your monthly
quote.
All notations are typed
in, not hand-written.
Once completed, the
folder is placed in a large
envelope with your
contact person’s name
on it. It is then personally delivered to
your contact person at which time
you will thank them and ask if you
may check back with them in a week.
How to Bid a job
How do you know how much to
charge? That is the MILLION
DOLLAR QUESTION! If you charge
We think in terms of one person doing
the work and ask ourselves, “How long
would it take one person to do this?”
Once we have a time required for basic
cleaning, we multiply it times $30 per
hour. We know that our basic labor cost
will be $15 per hour, that leaves us with
50% profit minus any detail or
management labor costs. Even if you
use a sub contractor for basic cleaning,
you can provide the detail and/or
management labor yourself allowing you
to save those expenses. Once you are
large enough, you will pay for detail and
management, thereby reducing your
profit by a small amount.
YOUR QUOTE AMOUNT IS OF
UTMOST IMPORTANCE TO YOU AND
YOUR PROSPECTIVE CUSTOMER.
WITH PRACTICE, YOU WILL BE
ABLE TO LOOK AT A FACILITY AND
QUICKLY KNOW THAT AMOUNT.
www.cleaningbizclassroom.com
23
ScoringScoring
Your First
Your
Account
First Account
– Larry Fazzio
– Larry | CBC®
THE FOLLOW UP
“Whatever the mind of man can
conceive and believe, it can
achieve. Thoughts are things!
And powerful things at that,
when mixed with definiteness of
purpose, and burning desire,
can be translated into riches”
– Napoleon Hill
“Call Mr.
Ross at the
Links Golf
Club”
www.cleaningbizclassroom.com
24
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
Follow up is
ESSENTIAl!
2.
We write a thank you email to our
contact.!
We have gained accounts within one
week of submitting our service proposal.
3.
We follow up IN PERSON to get
more face-time. This is
maximizing familiarity!
It is more common that we have visited,
emailed, and called our contact person
over from three months to six years in
order to land accounts.
4.
If no decision, we wait 7-10 days
and follow up with a phone call.
Most of your competition will submit a
service proposal and hope to get a call.
YOU WILL GO ABOVE &
BEYOND THIS!
Persistence is one of the most
powerful principles in
accomplishing any
endeavor.
Failures give up at
the first sign of defeat. Winners
know that it is just a matter of
time before they get what they
want.
Our Practice:
1.
When the proposal is submitted,
we ASK if we can follow up in a
week.
5.
If no decision, we ask, “What can
we do to go to work for you?”
6.
If no decision, we persist with an
occasional email or personal visit.
Our Story:
Follow up is based
on persistence,
which is based on
desire, which is
based on a decision
to succeed.
We had a woman contact at an auto
dealership who hired MPS after fives
months of observing our persistence.
She said, “If you are half as good at
cleaning as you are at persistence,
you’ll be good.”
You want to always take the initiative to
leave the door open for your follow-up.
This is done by asking, “Would it be ok if
I check with you...?
www.cleaningbizclassroom.com
25
ScoringScoring
Your First
Your
Account
First Account
– Larry Fazzio
– Larry | CBC®
SERVICING YOUR
FIRST ACCOUNT
“It is a
jubilant day
when you land
your first
account!”
www.cleaningbizclassroom.com
26
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
Servicing Your
First Account
The first thing you should do is to go
out and celebrate because you were
chosen over many other people vying
for the business. My wife and I
celebrate every possible cause and
landing a new account is cause for
celebration, so we go out to dinner
and celebrate a toast to our success.
Now, when it is time to get down to
business on that new account, here is a
chronological list of unfolding tasks that
we do prior to starting:
1. We get our proposal acceptance
signed by the person representing the
customer. Make a copy for the
customer and you keep the original.
Include in it the start date.
REMEMBER, clarify whether your
start date is the night of the date
given or is it the next morning’s
business date. It would not be cool to
get that simple element wrong and
not show up on your first night to
clean. It is YOUR job, not the
customer’s job to think about these
little things.
2. We get any pertinent information as to
alarm code, security personnel, time
when work can begin, and emergency
numbers in case something gets
crazy at 1 A. M. in the morning. Not to
scare you, but you or your help may
find a water line spewing onto their
carpet and you will need to know
whom to call.
3. We also check out the supply closet
to ensure that all supplies needed are
there. We want to know that hot water
is available. It is also important that
the closet be large enough for any
additional supplies we furnish.
4. We purchase any supplies that are
not furnished by the customer. This
usually includes a dust mop, mop
bucket and wringer, wet mop,
cleaning caddy with supplies, and a
large waste container on wheels for
the collection of waste throughout the
facility. Those supplies are then too
much, you definitely will not get the
job. If you charge too little, you will not
be taken seriously and/or you will not
make enough money to make it worth
your time, effort, and trouble.
5. We pick up three sets of keys: one for
our primary sub, one for the
secondary sub, and one for our
company. I will explain each need:
Primary Sub: The person who cleans
the most days per week. Secondary
Sub: The person who cleans fewer
days per week. These two subs back
each other up when one needs to be
off or has an emergency. They DO
NOT call our office first! They line up
their back up, and then inform us of
the change so that we are aware. Our
Company: We need a key so that we
can check behind our subs any time
we choose. Also, when a special
project like carpet cleaning is
scheduled, we want to give the key to
our carpet cleaner so they are not
dependent on coordinating with the
sub cleaning the facility.
****Yes, we use subs and we do it in
compliance with IRS rules. This
important subject is addressed later.
6. Get the name of the person to whom
you will send your invoice and how
they prefer to be billed. All of our
customers receive their invoices via
email to the named person in their
accounting department.
7. If this is your first account, you will
want to start the facility by yourself,
most likely. You will make this choice
for any or all of the following reasons:
You will want to maximize your
cash flow by not paying for help.
www.cleaningbizclassroom.com
27
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
You will get the facility in tip-top
condition.
A FREE TASK ONCE IN A WHILE, BUT
MODERATION IS IN ORDER.
two days per week. I would check on the
cleaning early on my way to work.
You will want to establish your
reputation and no one will do that
better than yourself.
About the 20th of the month, you can
pre-bill the customer using the last day
of the month as your billing date. By prebilling, you get your invoice in the
system early so that you can get paid
early in the following month.
After my help proved competence, I
gave them three more days. Now I only
had to clean two days a week and I was
making 50% of the income on the other
five days. Next, after acquiring a written
customer referral, I left my office job and
began to prospect for additional
customers.
You will also want to gauge the time it
takes to complete the cleaning so
that, when you do hire someone, you
will know how long it takes. This will
enable you to pay accordingly. If you
over-pay, you will set a precedent and
your sub will expect the same in all
work. If you under-pay, your sub will be
frustrated and will give you underperformance.
Clean the facility for a week and then
go in during the day, speak with your
contact person and do a quality
control check. Ensure that you are
not neglecting something that they
expected to be done.
QUICK TIP: DO NOT
SPOIL THE
CUSTOMER BY DOING
TASKS THAT YOU ARE
NOT PAID TO DO.
THEY WILL EXPECT THE FREE
SERVICE AND RESENT THE
ABSENCE OF IT. IT IS OK TO OFFER
We use Quick Books program for our
computer-generated invoices.
If you are starting out with very little
technology, it is acceptable to print an
invoice for your first customer rather
than using a program, but do so neatly
on a professional-looking invoice form
and under no circumstance should you
hand-write the invoice.
As you are servicing your first account,
you will begin to look for your second,
third….
Our Practice:
Once I landed a new account (based on
the success of my first account,) I would
repeat the process————clean myself
for the first two weeks, then hire
someone as I did for the first account.
If you’re using sub-contractors,
be sure to put your best
contractors in your new
account to give the new
account an extra shine and to
assure all runs smoothly!
When I started my first commercial
account, I cleaned it myself while still
working my office job. Once I had
established favor and trust with the
customer, I hired my first helper to clean
www.cleaningbizclassroom.com
28
ScoringScoring
Your First
Your
Account
First Account
– Larry Fazzio
– Larry | CBC®
HOW TO LEVERAGE YOUR
FIRST TO A SECOND
I CALL IT PING PONGING:
Your goal, after establishing your first account,
is to pingpong to your second.
Look for the nearest prospect to your existing
account that is similar in nature, visit them
telling them of your existing account.
Tell them you would like to submit a quote for !
their business. Present a customer review of
your existing account to gain credibility.
www.cleaningbizclassroom.com
29
ScoringScoring
Your First
Your
Account
First Account
– Larry Fazzio
– Larry | CBC®
HOW TO MARKET
ADDITIONAL SERVICES
Basic nightly cleaning involves waste removal, dust
mopping, wet mopping, cleaning rest rooms, vacuuming,
spot cleaning glass, and replacing paper and soap products.
Our profit margin on Basic Cleaning is about 45%
ADDITIONAL SPECIAL PROJECTS is where the real big
money is made! It includes carpet cleaning, glass cleaning,
power washing, and floor work such as stripping, waxing,
sealing, polishing, and scrub and rinse jobs.
Our profit margin on Special Projects is about 70%
The additional cash flow from special projects allows us
to pay for management help, day detail help, and early
morning building checks. LEARN HOW TO PERFORM
THESE PROJECTS—- GO TO THE BANK!!!
www.cleaningbizclassroom.com
www.cleaningbizclassroom.com
30
1
ScoringScoring
Your First
Your
Account
First Account
– Larry Fazzio
– Larry | CBC®
Consider the following data
and MOVE INTO ACTION!
WHO GETS INTO THE CLEANING BUSINESS?
Recently, I was interviewing a well known C. P. A. firm in downtown Atlanta. After explaining that I
was looking to hire a competent firm for Mr. Perfect, the man told me this story: “Two of our C. P. A.s
bought a cleaning business a year ago. They just bought their second cleaning business and both
have left our firm to run their new venture.”
IS THERE REAL INCOME POTENTIAL IN THE CLEANING BUSINESS?
Three out of the top five fastest growing franchises in the U. S. in 2013 were cleaning businesses.
The average profit margin of small businesses is 8% - 18%. Our profit margin for 2013 was 47% with
the owners doing almost none of the manual work!
DO YOU WANT TO LAUNCH YOUR OWN BUSINESS WITH HIGH CASH FLOW?
Cleaning Biz Classroom is your source for a proven model, examples, and personal help.
www.cleaningbizclassroom.com
31
ScoringScoring
Your First
Your
Account
First Account
– Larry Fazzio
– Larry | CBC®
20 “DROP DEAD, AMAZING ADVANTAGES”
OF OWNING A CLEANING BUSINESS:
1. Start it practically anywhere.
2. Build for yourself, not others.
3. Get started for about $400.00
4. Do initial work yourself, then hire out what you want.
5. Keep your day job while you start.
6. Avoid rush hour traffic, lower fuel costs, travel time, stress.
7. Build as large as you can manage.
8. Enjoy a profit margin of 45%-100%
9. Incur 0 risk of capital investment.
10. No inventory to sell, spoil, or become obsolete
www.cleaningbizclassroom.com
32
ScoringScoring
Your First
Your
Account
First Account
– Larry Fazzio
– Larry | CBC®
11. No need of leased space.
12. Enjoy flexibility. Work when you want, leverage help when you don’t.
13. Take advantage of many tax deductions
14. Residual (monthly) income beats re-selling hands down.
15. No waiting and wishing for customers to come to you.
16. Diversification of income streams.
17. Project dependable income every month, unlike sales.
18. No employee headaches.
19. There are few barriers to entry
20. Risk is very low.
Starting a cleaning business has been, for us, the perfect business because it requires the
LOWEST POSSIBLE INVESTMENT WITH THE HIGHEST POSSIBLE RETURN.
THE CLEANING BUSINESS OFFERS AMAZING FREEDOM OF TIME, A HUGE AND
EXPANDING MARKET POTENTIAL, AND PRODUCES A LARGE NET CASH FLOW.
www.cleaningbizclassroom.com
33
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
PERSISTENCE
will push you on toward success like
no other trait you possess. Persistence
is a powerful tool that opens doors
when nothing else will. In the cleaning
business, persistence delivers new
customers to your roster because:
Circumstances change: The company
that does a great job today might be
slacking in their performance later.
Your next contact might be timely and
productive.
Managers come and go in prospective
businesses: Recall my true story about
the auto dealership that had a new
General Manager. Although I was
unaware of the change, my visit was
just what he needed to move him to
action and move us into a higher cash
flow!
Persistence demonstrates your
character: All successful people
practice persistence themselves and
they recognize it and respect it when
they see it in others.
I once landed a large account after
trying to get it for several years. The
woman who hired us said, “If you are
as good at cleaning as you are at
persistence, you will be fine.” We
serviced that account for four years,
lost the account, and then got it back
again when a new general manager
took over five years later. We lost that
account again after two years and I am
currently being persistent to get it back
for the third time. Won’t that be fun!
Starting a cleaning business is the
PERFECT BUSINESS because it
requires a small financial investment,
has low risk, offers awesome freedom
of time, has huge market opportunity,
and best of all, PRODUCES A LARGE
NET CASH FLOW.
For more resources on the ins and
outs of STARTING a cleaning business
we highly recommend checking out our
GET STARTED page on our website.
If you’ve already been in the game for
a while and looking to learn how to
take your business to the next level,
then check out our BEST OF CBC
page for tips on growing and managing
your business.
VISIT US TODAY at WWW.CLEANING
BIZ CLASSROOM.COM
"
Wishing you great success whether you
launch a Residential or Commercial
venture,
Larry and Ike Fazzio,
Owners of Mr. Perfect Services.
www.cleaningbizclassroom.com
34
HERE’S THE LAUNCH PAD:
1. GAIN THE KNOWLEDGE YOU WILL NEED BY LEARNING THE BASICS FROM THIS EBOOK.
2. CONTINUE LEARNING AND EVALUATING WHEN, WHERE, AND HOW YOU WILL BEGIN YOUR OWN BUSINESS.
3. BECOME PART OF THE CBC COMMUNITY VIA FACEBOOK, BLOG AND ON LINKEDIN.
HERE’S AN EXAMPLE:
ONE OF OUR SUB CONTRACTORS, ANTHONY F, BEGAN WORKING FOR M. P. S. IN 1992. HE CONTINUED WORKING WHILE
LEARNING ALL ASPECTS OF THE BUSINESS. IN 1996, HE LANDED HIS FIRST ACCOUNT ON HIS OWN AND SUBSEQUENTLY
HAD ENOUGH PERSONAL ACCOUNTS THAT HE LEFT M. P. S. AND BEGAN SERVICING HIS ACCOUNTS FULL-TIME.
HE IS STILL IN THE BUSINESS FIFTEEN YEARS LATER AND EARNS SEVERAL TIMES THE AMOUNT OF MONEY HE WAS
MAKING WORKING AT A LARGE HOME IMPROVEMENT STORE WHEN HE CAME TO WORK FOR US.
Cleaning Biz Classroom did not exist for Anthony. He learned like 240 others who started their own businesses and have worked for
Mr. Perfect Services———-on the job training.
Fortunately, now you can tap on to 26 years of experience and knowledge to save you time, mistakes, indecision. With our Fast Track
Launch, we will show you how to get started within one month and be on your way to building your own business.
HERE’S WHAT IT MEANS:
1. When we take definite action on a venture, we destroy the fear that paralyzes us and keeps us from success.
2. Starting your own cleaning business will give you a sense of fulfillment that comes with being the “engineer of your own train.”
3. Having C. B. C. to turn to means you have the resources you’ll need to get help and avoid mistakes.
HERE’S HOW TO TAKE ACTION:
1. Check out the MInd Map on the following page that outlines clearly the process to get started today.
2. Go over the checklist and reread the corresponding chapter to the items on the checklist and then take a definitive action towards
that single item.
3. Go over to our Getting Started page to learn about more actions you will need to make in starting or growing your Cleaning
Business!
www.cleaningbizclassroom.com
33
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
MIND MAP for SCORING YOUR FIRST ACCOUNT
Establish your Target Market
Commercial Cleaning
Residential Cleaning
Marketing
Establish Your UVP
Decide on initial Marketing Investment
Decide 2 ways to start actively Prospecting for Customers
The Walk Through
The Service Proposal
The Follow Up
Servicing Your First Account
Taking Care of Your Customer
Marketing Additional Services
Leverage Your First Account to get a 2nd
Now You’re ready to think about hiring Sub-contractors
www.cleaningbizclassroom.com
35
ScoringLanding
Your First
Your
Account
First Account
– Larry Fazzio
– Larry| CBC®
Action Plan Check List
Date to be
completed
Action to take
Establish Your Target Market
Pg.7
Pg.11
Establish Your UVP
Get Legal
Pg.12
Initial Marketing Investment
Pg.3
2 Ways you will start Actively Prospecting for Customers
Pg.3
www.cleaningbizclassroom.com
36