danpauselius
Member
- Joined
- Oct 8, 2006
- Messages
- 1,325
Farmers have to plant seeds and cultivate the land they work on. Eventually it produces a good harvest. Farming for business is similar. This method takes time, but it will produce results.
Get or make a map of all the homes in an area where you want to grow your business. This may be a sun-division, or larger section of town. Don’t make it too large. Somewhere between 200 and 1,000 homes works well. When you have farmed one area, you can move on to another location.
Since you are picking the homes where you want to grow your business, select ones that will be a good fit. If your market is upper income families, then make sure that is the type of home you are working in. A neighborhood with many two income families, families with children, and families with pets can all be good clients.
Use whatever time is left at the end of each working day to call on a few of the homes in this neighborhood. Put on a clean uniform shirt. Make sure the van is washed.
Don't go door to door but stop at one house on the first street and another house on the next street until you have done four or five homes. Knock on the door and introduce your self as their neighbor.
Use the map to keep track of where you have stopped so you don't call on someone twice.
Offer them something free with your name on it. We used 8 1/2" x 11" erasable boards with magnetic back. This would stick on the frig so the family could leave messages, shopping list or whatever. Maybe you’ll want to use a printed mug with some sweets inside or some other type of gift. Invest $2 or $3. If you decided to target homes with pets, maybe include a treat for the dog and mention your expertise in dealing with pet stains or odors.
After leaving whatever free gift you choose, ask them to keep you in mind when they need carpet or upholstery cleaned.
Do not ask them to book work. You don’t want them to feel like it is a sales call, but rather a friendly visit from a neighbor. You won't feel discouraged by being turned down. No one turns down a free gift. You have put them under no obligation. Still a few will mention they need cleaning and you can do an estimate or schedule to do one later.
Folks will get used to seeing your van in the neighborhood. They may assume you are cleaning for dozens of people in their area.
Many will keep the gift and remember you when they do need cleaning.
At four homes per working day, you will cover 200 homes in just over a month or 1,000 houses in about a year.
The percentage of people you will find at home will be greater in the later part of the afternoon after you have finished your other jobs for the day. But it will still be good to have a letter on letter head, maybe include your photo or even a family photo including your van, home and even pets. That drives home the point that you are a neighbor. This can be left with the gift in a discreet place if no one is at home.
If you want many more ideas on marketing your business, let me suggest “Marketing for the Owner / Operator” modules from Bridgepoint (part # FT029). This includes over 60 specific examples of ways to market your business plus 40 samples of customizable marketing materials. The retail price is $195.
If you want to go after commercial accounts to help level out the roller coaster ride caused by seasonal changes in residential cleaning market, I suggest the “OPTIONS: Commercial Carpet Cleaning Sales, Bidding and Estimating Program” also from Bridgepoint (Part # LB59). Retail cost on this program is $188.
We here at Bridgepoint want you to succeed in your business. If you succeed, we succeed. I am always glad to help you anyway I can.
Scott Warrington
Technical Support
Interlink Supply / Bridgepoint Systems
Get or make a map of all the homes in an area where you want to grow your business. This may be a sun-division, or larger section of town. Don’t make it too large. Somewhere between 200 and 1,000 homes works well. When you have farmed one area, you can move on to another location.
Since you are picking the homes where you want to grow your business, select ones that will be a good fit. If your market is upper income families, then make sure that is the type of home you are working in. A neighborhood with many two income families, families with children, and families with pets can all be good clients.
Use whatever time is left at the end of each working day to call on a few of the homes in this neighborhood. Put on a clean uniform shirt. Make sure the van is washed.
Don't go door to door but stop at one house on the first street and another house on the next street until you have done four or five homes. Knock on the door and introduce your self as their neighbor.
Use the map to keep track of where you have stopped so you don't call on someone twice.
Offer them something free with your name on it. We used 8 1/2" x 11" erasable boards with magnetic back. This would stick on the frig so the family could leave messages, shopping list or whatever. Maybe you’ll want to use a printed mug with some sweets inside or some other type of gift. Invest $2 or $3. If you decided to target homes with pets, maybe include a treat for the dog and mention your expertise in dealing with pet stains or odors.
After leaving whatever free gift you choose, ask them to keep you in mind when they need carpet or upholstery cleaned.
Do not ask them to book work. You don’t want them to feel like it is a sales call, but rather a friendly visit from a neighbor. You won't feel discouraged by being turned down. No one turns down a free gift. You have put them under no obligation. Still a few will mention they need cleaning and you can do an estimate or schedule to do one later.
Folks will get used to seeing your van in the neighborhood. They may assume you are cleaning for dozens of people in their area.
Many will keep the gift and remember you when they do need cleaning.
At four homes per working day, you will cover 200 homes in just over a month or 1,000 houses in about a year.
The percentage of people you will find at home will be greater in the later part of the afternoon after you have finished your other jobs for the day. But it will still be good to have a letter on letter head, maybe include your photo or even a family photo including your van, home and even pets. That drives home the point that you are a neighbor. This can be left with the gift in a discreet place if no one is at home.
If you want many more ideas on marketing your business, let me suggest “Marketing for the Owner / Operator” modules from Bridgepoint (part # FT029). This includes over 60 specific examples of ways to market your business plus 40 samples of customizable marketing materials. The retail price is $195.
If you want to go after commercial accounts to help level out the roller coaster ride caused by seasonal changes in residential cleaning market, I suggest the “OPTIONS: Commercial Carpet Cleaning Sales, Bidding and Estimating Program” also from Bridgepoint (Part # LB59). Retail cost on this program is $188.
We here at Bridgepoint want you to succeed in your business. If you succeed, we succeed. I am always glad to help you anyway I can.
Scott Warrington
Technical Support
Interlink Supply / Bridgepoint Systems
