"If at first you don't succeed, then skydiving definitely isn't for you."
Thank goodness starting an office cleaning business isn't anything like skydiving! Ifyou fall flat on your face, there's no chance that it's going to hurt that bad. Learningto handle the inevitable occurrence of rejection to the best of your ability will helpyou refine your office cleaning business and your business techniques.
Rejection is simply par for the course when you first start an office cleaningbusiness -- it will happen occasionally. So instead of hoping that it never will, it'sgood for your business health to come up with some strategies to handle it, learnfrom it and even grow your office cleaning business with that knowledge. As youstart an office cleaning business, aim to minimize your experiences of rejection,while at the same time, be prepared for it.
Reasons for Rejection.
Not "clicking" with your client when you first start an office cleaning business can because for rejection somewhere down the line. An initial awkwardness between youmay just never go away, and could result in the end of that job. Or you may take ona new client but you feel some anxiety on their part about your fees. They may hireyou for one or two sessions, and then tell you they aren't interested in having youback.
When we first started an office cleaning business we had a continual schedulingproblem with one office manager, who changed her cleaning date many timesduring the holiday season. We were as flexible as we could be with her, changingour other clients' scheduled dates around in order to accomodate her several times.But when it came to settling on a regular cleaning date, this person could not beflexible with us. Funny thing was, Ev and I just knew something wasn't right withthis particular job from the start. We hadn't ever really "clicked" with her, so theschedule problem became bigger than it should have been.
Be aware that scheduling is one of the most important elements of starting an officecleaning business. Get it right with your clients, and you've got a good opportunityto keep your clients happy. Get it wrong with them, and you may find yourselfmoving on.
Superficial concerns like personal style, or appearance, can be a cause for rejection.People's perceptions are very important. We're not saying those perceptions areright or wrong, only that they're important. When Evan started to get serious aboutmaking good money with his office cleaning business, he cut his shoulder-lengthhair short. His business picked up.
People do make snap judgments on appearances. It's just a game. If we want thebusiness, we have to play by the rules of the game. We're aware that there are a lotof flaky office cleaners out there who disappoint their clients regularly. You'llsucceed by playing against the stereotypes. Dress well (as well as you canconsidering the nature of this job--you do get dirty on occasion), always be ontime, and communicate well with your clients.
What to Say If and When it Happens.
Let's say your new client, Mrs. C, calls you on the day after your birthday. Feelingfine as you pick up the receiver, you assume for a moment that she's calling aboutyour schedule. But her voice is quavering, and she proceeds to tell you that shethinks you are charging too much. Her company no longer wants to do businesswith you. She's nervous, which makes you suddenly nervous. The conversation isawkward for you both.
You don't know what to say except, "thank you for your call, I appreciate yourhonesty. It's been a pleasure to work for you. Have a nice day." (Please note: I haveactually told people to have a nice day, but seeing it in print makes me cringe. Trustme, you'll think of something better to say.)
While you'll never like losing a client, be honest with yourself. Would you want toclean Mrs. C's office for less? Would it be worth your time and effort?
So, when Mrs. C calls, you decide. If you want the job enough to lower yourfee, ask if she would be interested in re-negotiating. But if you realize that yousimply can't do that job at a lowered fee, then say a little mental thank you to her.She's opened up your schedule for another, better client to come along. And youcan see how important it is to try and set the fees right at the time of the estimate.
Keep up your marketing campaign.
Do not agonize over it, just do it. And be on the alert while talking to the people inyour daily life. Let them know what you do. Ask them for referrals. Many peopledon't realize how extraordinarily helpful your average person can be. So just ask.Sometimes that's all it takes. Don't allow yourself to skate along smugly on the thinice of your regular schedule. Something out-of-the-blue could always happen.
Marketing consistently is especially important during the first three or four monthswhen you start an office cleaning business. It doesn't take much time to continuallysow the fields of your daily bread this way. Then when a client drops into the abyssyou can call the people who are patiently waiting for your schedule to loosen up soyou can fit them in, and reap the harvest.
Workplace Trends.
This is a good time to mention that in accordance with the latest workplace trends,even employees with seemingly secure jobs are being advised never to get toocomfy. "Always be prepared to move on to your next job," is the advice of careercounselors, who also recommend that employees be discreet about looking foranother job while at work. Companies have no loyalty to their employees, and in thecurrent economy you never know when companies may be forced to downsize.
How does this translate into language for self-employed people like you and me?"Always be prepared to move on to your next job." It's exactly the same advice.Except, unlike employees with other companies, you and I do not have to be covertabout it. It's both smart and natural for self-employed people to always keep a keenlookout for new clients. It's all considered intelligent networking.
Shift happens.
As you start an office cleaning business you'll learn that it isn't simply that peopleare fickle and unpredictable, although they can be both those things. Your clientsare working under the same strenuous system as you, and they are as susceptible tojob loss, solar flares, family crises, illness and temporary insanity as you are. So bekind to your clients. Even when they can you for no good reason that you can see.Forgive them, forget them, then go on and market some more.
This article was adapted from the newly revised and improved edition of SuzanneArthur's ebook, Start Your Own Office Cleaning Business. Two of Suzanne's otherbusiness ebooks, featuring the Suze & Ev Method, are Start Your Own WindowCleaning Business, and Start Your Own House Cleaning Business. These ebooks, aswell as a handy, dandy cleaning tips ebooklet, can be found at http://www.start-cleaning- business.com
Suze & Ev's further adventures in cleaning and beyond areposted on their blog, http://start-a-cleaning-business.blogspot.com |
