How do you know when it is time to quit?

I have for the past few months: sent cards & letters, handed out my card to people, placed it on the note board at my crappy real job and talked about what and how I clean carpets and nothing, not one lick of work.

I am to the point that I am tired of trying and I really don't know what to do to get work.

The area I am in is driven by price not quality and I refuse to do two rooms for 49.99

I have spent much money on machines, supplies, postage and gas these past few months.

I am beat.

I am tired and I am giving up.

I plan to put up my stuff on ebay in the next few weeks.

Thanks all.

Sorry to hear that Joe. Question : HOw long have you been at it?? If not long, Then give it some time. The first year can be REALLY rough. BUt if you keep at it, Im sure it'll work out for you.

You're right about the Low Ballers that seem to be running rampant these days. In my area,(Orange County, Ca.) There's even advertisement for $10 bucks a room!!! CRAZY!!!

Actually.... 2 rooms for $49.99 is not that bad.... :/




Thang

what equipment do you have Joe?

if a Cimex, have you made up (either printed out yourself or had it professionally done) your own marketing pieces, then hit the pavement and handed out info in the commerical sector? offering a free demo????? that is key!!!


keep good records/notes of names of business' and whom you spoke with, and who you should ask for when you call back to setup the free demo.

residentially speaking, i believe different things work for different areas depending...

hopefully you didn't invest in a TM, noone new to the biz should IMO. a Challenger will do as good a job for a LOT less moolah.

let us know, and i am sure more helpful advice is on the way --- Derek.

I advertise that I've been in business since 1998, which is true. However I've only been doing carpet since 2000; of that time, I spent 1.5 years building a flooring installation team that I have since disbanded and gotten out of. My point? I have been concentrating only on carpet/upholstery cleaning and restoration work for the past 2 years. Now I am getting good carpet work (still not as much as I want), but over the past 2 months I have not been able to keep my limited amount of dehus and air movers in! I'm also getting requests I am having a hard time filling since there are only 24 hours in a day and, unfortunately, we have to sleep a little! .
Hang in there. It takes time, but if you do good work and give people quality for a fair price, it will get there!
Good luck.

Things that I have learned over the years and experienced while mentoring 8 ( 7 guys and one girl) into this business. This business is not for everyone. Not everyone can run a business (no matter how hard you try to get them to) Out of the eight I have trained, 5 went on to success. Some people are just happier working for a corporation and drawing a weekly paycheck and having benifits and hopefully long term employement. The ones that I had that failed did not follow instructions about clean vehicles, sharp monogramed clothing, professional handouts and business cards, having a warm voice answer the phone, not just answer, but be able to intelligently discuss the problems the customer is having with their carpet, odors, WD, (even if it is a cell phone) being prompt, doing demo's, etc. Above all, learn, read all you can about carpet, ask lots of questions, visit a mill where it is manufactured, visit carpet retailers, find out what is selling the most and why. BTW $25.00 a room for residential sounds like a good price to me when you are just starting out.

I just started a few months ago and most of my jobs have come from flyers. The best time to put them out is right after the kids go to school on a weekday morning. Or early on the weekend. I have found that men seem to get upset over a flyer while a woman will call (that's why I prefer weekday). The cold calls and demos work well but you will run into problems at the bigger places because they have either national or local contracts in place and it can be a longer sales cycle or deadend.

It's funny Joe. I was just talking about this last night with a friend of mine while trick or treating with my kids. My work still comes in droves. One week 10 jobs the next 3 It gets very frustrating. I see alot of people in my town and everyone knows what I do. It's apparent to me the cleaning is not a priority to most people. So my new venture is to make it one. The holidays are coming and this is the busiest time for carpet cleaners. I would give it until at least the begining of the year. Remember Rome wasn't built in a year and neither is a good carpet cleaning business.



Hang in there

Ralph

Hey Joe,

I can feel your frustration. It can be discouraging to approach a new venture and not see the results we'd like as quickly as we were hoping.

It sounds like marketing is the area that needs help. In fact marketing is what distinguishes what level of success we can expect to achieve.

There are plenty of carpet cleaners in every town. So what is it that will compel a prospective customer to call you? Marketing.

I see that you mentioned postage, so you've obviously done some mailings. My impression of direct mail is that it's essentially worthless. I don't know about you, but I sort my mail over the garbage can. People are inundated with direct mail, so this is an over used method for attracting a prospects attention.

You mentioned putting a notice on the bulletin board at work. There agian, this may not be the most effective method either.

Handing out business cards can be mildly successful. But there are many variables though. What does your card look like? Is it multi-colored? Is it glossy? Does your company name draw in the client? Does your slogan/tag-line identify you and create interest? Do you include a flier with the the business card?

Here are some things that have worked for me. Keep in mind that my marketing has been directed entirely toward commercial clients, not residential. Perhaps some of these ideas will work for you as well...

Start by purchasing Microsoft Publisher. You'll need to be able to generate good looking marketing material, and Publisher can accomplish this very easilly for you.

1) I'd recommend starting off by choosing a company name that tells the customer what you do, who you are. For example our cleaning company name is Kleenstep. It's simple, and it tells exactly what we do. Our company name was originally Pioneer Maintenance for the first 18 years. Then I read the book "The 22 Immutable Laws of Branding" and recognized that my name was not compelling. It wasn't going to get the reaction that I needed. So we changed the name to Kleenstep. I was AMAZED at how much easier it was to get folks to take me seriously and BUY. I'd highly recommend this book to you... http://www.amazon.com/exec/obidos/tg/detail/-/0887306667/qid=1130849439/sr=2-1/ref=pd_bbs_b_2_1/002-3536746-8460829?v=glance&s=books

2) You'll also need to create a tight looking logo for your company. You can use Publisher for this. Or you can hire an artist to do it for you. There are like a million such services on the internet. Many of these services are reasonably priced. Use Google to find one that you like. A clean and professional logo is an enormous aid to getting the results you want. People are BRAND oriented.

3) Choose an appropriate slogan that identifies your USP. Do you have a USP? That's your Unique Selling Position. Ours is "Nobody Cleans Commercial Carpet Better"

4) Use Publisher to make up a sharp looking flier. Add appropriate artwork. Keep it clean, minimalistic is better than cluttered. You can always use the marketing flier that we've provided... http://www.excellent-supply.com/Commercial_Carpet_Care_System.pdf However I would suggest also supplementing our flier with an additional flier talking about your company.

5) Use Publisher to make a sharp looking colorful business card that corresponds with your fliers.

6) E-Mail or a burn a disk of your Publisher files and and send them to a color copy center. Have them print your cards and the fliers in full color glossy. This is VERY pricey, so order only as much as you need.

7) Use Publisher to prepare a table top presentation. This is simpler than it sounds. Just sit down and think about the story you want to tell about your company. Then prepare about a dozen pages in Publisher. Each page will cover topics that tell the prospect about your company - your services, your USP, how carpet care saves the carpet, how your service will save them money as compared to neglect, how clean carpet is good for business, how clean carpet is good for health, how you'll fix the recurring spill problem, your guarantee, etc. Print the pages on glossy 8 1/2" x 11" photo paper. Then place the pages into a binder such as this... http://www.staples.com/webapp/wcs/stores/servlet/StaplesProductDisplay?prodCatType=0&storeId=10001&catalogId=10051&langId=-1&productId=92449

8) Build a basic website. Even a simple website is better than not having one. In today's commerce you MUST have a website that corresponds with your other marketing pieces. This is NOT hard to do. You can go to GoDaddy and build a simple 5 page website right online and host it for under $4 a month... https://www.godaddy.com/gdshop/hosting/hosting_build_website.asp?se=%2B&ci=265

NOW YOU HAVE THE BASIC MARKETING PIECES THAT YOU NEED.

Next you need motivation...

9) Purchase and read the book called "The Little Red Book of Selling : 12.5 Principles of Sales Greatness". It's short, reads fast and easy, and it will get your juices flowing... http://www.amazon.com/exec/obidos/tg/detail/-/1885167601/qid=1130849139/sr=2-1/ref=pd_bbs_b_2_1/002-3536746-8460829?v=glance&s=books

Now you need to get in front of prospective clients

10) Get out there! Put your face in front of the people that you want to have for your customers. Hand them your sharp looking new card with an appropriate business name, logo and slogan. Hand them your corresponding flier that tells them a little bit about your company.

11) Dress appropriately. I wear Dockers, and a white oxford dress shirt with my logo embroidered above the pocket. I may also wear a tie, depending on the type of customer I'm pursuing. Ask to speak with the person that's responsible for the carpet cleaning. This may require making a few return visits. BE PERSISTENT, the effort pays off.

12) Once you get in front of the decision maker, take about 10 minutes to show them your Presentation Binder and get them excited about your service. The sharp looking presentation sets you apart from all the other carpet cleaners in your town. In fact this places you light years ahead of the competition.

13) Measure the account and work up your pricing. Do a carpet inspection. Help them see areas where their carpet maintenance can be improved. Become their commercial carpet ally.

14) Do a demo. If possible, during your demo clean half of a spill stain using the Releasit Spill Stain Treatment technique... http://www.cmmonline.com/article.asp?IndexID=6635489 By cleaning half of a stain, they'll be able to see that the side you treated didn't come back. Guarantee they'll call you back.

15) Mail, E-Mail or Fax them a Proposal and a Contract. Follow up with a phone call.

And then follow up afterward. They may not be ready to make a carpet cleaning move at this particular point in time. So you may need to revisit them a few times. Hang in there though, because your future prosperity hangs on getting the account. Successful marketing REQUIRES a measure of commitment. Be willing to devote a designated portion of your weekly schedule to doing marketing work.

I hope these few suggestions will help you. These techniques have worked for me. If you'll put these pieces in place, you will be successful. How do I know that? Because this approach to marketing WORKS flawlessly for me, and I'm not any more special than anybody else. It will work for you too.

P.S. Everyone please don't ask to use my marketing stuff. Marketing is personal. I created elements that fit my company. And if you will do this too, you'll find that marketing can be a very rewarding and enjoyable part of your business.

Go for it!!!





Rick Gelinas
encapman

RICK THATS GREAT INFO ON MARKETING. I JUST HAPPEN TO STUMBLE ACROSS THIS. FOR SOME ONE WHO IS JUST GETTING STARTED, THIS IS THE KIND OF DIRECTION I'VE BEEN CRYING FOR ON THE FORUM. RATHER THAN HAVING TO SPEND A WHOLE LOT OF TIME TRYING TO FIGURE OUT WHAT HE MEANS BY THIS OR WHERE CAN I FIND WHAT HE SPOKE OF ABOUT THAT, WE BEGINNERS NEED THE HIGH POINTS ONLY SO THAT WE CAN START APPLYING IMMEDIATELY AS TO GET SOME INCOME ROLLING IN AND EXPEL THAT ANXIENTY SO THAT NOW WE CAN THINK. SO BY YOU PROVIDING THESE HOW-TO'S ON MARKETING, I CAN GET BUSY MAKING MY BLOWS COUNT.TIME LEFT IS REDUCED AND THERES NO TIME FOR TRIAL AND ERROR. WELL, MAYBE A FEW. THANKS FOR THE HOW-TO'S RICK! A SIGN OF TRUE TEACHING SKILLS!

Your Servant

Sounds like some kind of introductory offer or free demo is in order. You need to get people to see the quality of your work. If you do above and beyond what they expect the referrals will start coming in.

While we all strive for the higher prices there is nothing wrong with $ 25.00 a rm. Can you do 2 rms an hr? or more? Do you make more then $ 50.00 hr at your regular job?

match the $ 49.00 for 2 rm guys as an intro offer to get your work out there, but establish your regular rates with the customer after they have seen your work. Then stay in touch with them. Your business will grow.

Best of Luck

Twards the end of the 2nd year, my business finally started to pick up by refurrals instead of cold calls. The one thing I always think helped was my freindly, sexy sounding secritery making our first phone contact. We mailed fliers to our target(easy to get target addys off of your local internet yellow pages, pick any group you want and copy/paste). Then about a week later I had her call to tryand get an appointment. I also captured any bodys email I could get off of business cards, fliers, their own mailings, etc. and sent a monthly mass email with "this months special".

Then when it started to get fun, I got cancer, and sold it. Now in remission, and working on the next venture, and cleaning as a sideline.

Brian

Dropped my business income source after over 15 years, tile floor maintenance, servicing local grocery chain. MMM took over and couldn't work at their 3 to 1 rate, do 3 accounts to make what I was getting for 1. Just like starting over, having to sell carpet cleaning, tile and grout, and smaller VCT jobs. Like Brian said, takes about 2 years, in some areas to get the phone ringing. It's tough dealing with those that will work for little more than labor.

Find my Cimex useful for VCT as well as carpet.

George Barnett
Owner: G & G Services
HydroTech Representative
www.webnow.com/HydroTech

Some excellent advice above, from guys who have been in your shoes, and have managed to do it successfully.

Some points to add from my perspective-

Starting out, you pretty much have to take whatever you can get- nobody starts at the top. But if you want to reach the top, you must target the market you want to go after.

E-mail me for my "Free Advertising and Marketing"- no charge.

This tells how I built my business from nothing to the top market in my city with no advertising budget to speak of.

In every city, there is working class folks and well to do folks, and my idea and business plan was to go after the well to do folks, who have the most expensive goods, and are willing to pay top dollar to have them maintained.

From day one, I used a business name that reflects the market I wanted- Heacocks Custom Cleaning Service", which reflects a different market than "Heacocks Discount Carpet Cleaning"- see what I mean?

I spent a lot of money on a sharp logo, business cards, and brochures, which in my opinion is a lot better than a flyer.

A flyer will work, but I say a brochure is a lot better. E-mail me if you want a copy of my brochure.

We all want you to succeeed, which is why we- the above posters- are trying to help, including Rambo, who says- and I also agree with him- not everybody is cut out to be an entreprenuer.

AAANNNDDD... there is the point that I had 3 businesses fail before I went on to start again, and this 4th business was a success.

So, if it turns out you cannot make it, THIS TIME. keep plugging away at it, and maybe next time out it will be successful, partly because of the lessons learned in the failure.

Gary

I take a different perspective.

I love to see people LOVE their work.. and make it a passion.
SO I ask you.. Is this a love. Do you like it. Do you want to do it and see yourself doing this.

Its a service industry.. and the service industry in this country SUCKs.. and thats putting it bluntly.

So search your soul. If you feel you need and want to be in this industry.. don't give up. The day after you give up could be the day your phone starts ringing.

Like Gary says.. most people try to start at the top. Like all professions,, this one has a ladder.
A ladder in quality put out.
A ladder in marketing.
A ladder in dealing with customers
It doesnt have a ladder in pay.. everyone wants top pay for bottom level work.

And by ladder, I mean steps in achieving and growing and attaining goals.

And to grow, you need to service difference sectors,, my opinion.. and offer different methods. And unfortunately, like all other jobs worth having,, it takes an investment.. but fortunately, the investment sector comes in the form of a ladder too. You can start slow and work your way up.

So I suggest you go shave and think about it.
This market is wide open. Most cleaners are about a 5 on a scale of 1-10. I love em' all. but as the indians say "I speak true tongue''

"Quality is always in demand''.

So get after it if you indeed feel that it's worth getting after.
Make a time to sit down and make some goals.
And get going. What are you waiting for?

lol

Best of luck.
Great advice above by many posters.. but the determining difference is your attitude, drive and committment to excellence you have inside ya. ONly you know that.
So once you have that figured out.. you will be one step closer to getting going.

Take care partner.

Rock on with yo' bad self.



Steve Dobson
ProFloor
Custom Cleaning Services

Boy, there has been some real good advice in these post. I am a realist, if you don't think you can (you can't) It all begins in the mind. I would love to see you succeed. But first, Do you really want to? I am the kind of person who if you tell me I can't do it, I will find a way to succeed just to prove you wrong. Get some fire in your gut, and go out and do it. I know you can. This has been a Great business for us, and I still love it. I am sure I could not live as well as I do today if it had not been for carpet cleaning and the other businesses it has spawned like Moody's Blind Shoppe (over 1 million in sales last year) It is not instant, but the potential is there.

Joe,email me when you get a chance.
Patrick

Steve hit it as usuall. You got to want to succeed. I'm on my 5th CAREER, NOT JOB, now. Some I quit because I had to, others because I wanted to. But always, I knew the next was gonna be better than the last, even when I didn't know what the next one was gonna be. I've never been told no when I've not proved them otherwise. I know that even if this one ended tomarrow, by next week I'd have an even better one, and be able to say , HA, TOLD YA. Know your the best, and prove it daily.

Brian

Here is what I did. I approached other janitorial services and offered to subcontract their floor & carpet cleaning. Many do not do this work or don't want to be bothered with it so they turn it away. I offer to do the work, schedule it and offer to be their floor or carpet tech. I bill them and they bill the customer. I tell them what I want allowing them room to add to the bill, hence, they make money for a phone call. Many of these companies don't have the equipment or manpower to handle large jobs, so I get the work.

This kept me busy enough to allow me time to do what little marketing I do. Just this past week I'm netting close to $5700.00 from 3 jobs for 3 different companies. This does not include MMM's. While it is not usually this much ($4000.00 is for water damage due to hurricane Wilma) it does illustrate how much can be made.