Carpet Cleaning Business Management / Web Exclusive Features

Just Ask Jess: How Can I Make More Money During the Upcoming Slow Season?

Up-selling deodorizer is one of the easiest, low cost/high profit up-sales we cleaners have

November 27, 2013


Can you give me some advice on how to make more money through the upcoming slow season?

-Barry, Napa Valley, CA


Hi Barry...How can you make more money on the job? That’s easy! Start practicing the art of up-sales! Up-selling deodorizer is one of the easiest, low cost/high profit up-sales we cleaners have. By simply offering (or soft-selling!) a last-step deodorizer, you can increase your monthly profit margin by almost $400! The home will smell fresh and clean for 3-7 days with a post-cleaning mist, and you can smile all the way to the bank!

I offer a variety of scents to the homeowner – a floral, an apple, a citrus and a “tropical breeze” scent. I find that Mrs. Jones is more apt to purchase this up-sale if I offer her more than one scent choice. I prefer to post-mist my deodorizer. I mix it in a 1 gallon pump-up sprayer and apply it to the carpet after I have performed my cleaning services. I like to spray areas that will get air current to lift the scent into the air when a person walks into the room – behind doors, the edges of hallways, etc.

Now, let’s do the math: My favorite brand costs $18.25 per gallon of concentrated deodorizer. Dilution ratio is 1/2 oz. per gallon. On average, you will use about 1 gallon of diluted deodorizer post-misting a 1,000 square-foot home or apartment. Chemical cost: $0.07 per diluted gallon. Up-sell the service for $9.99 and your profit is $9.92! Up-sell two jobs a day for four weeks and your profit is a whopping $396.80 per month!

 Being the Education Manager for Prochem, I often get questions from cleaners regarding a variety of subjects. This often keeps me on my toes doing research, conferring with the chemists in the Prochem labs or the engineers in product development, and up to date with the occurrences in the carpet cleaning industry. If you have a question, please feel free to e-mail me at

Did you enjoy this article? Click here to subscribe to i Cleaning Specialist Magazine.

Recent Articles by Jessika James

You must login or register in order to post a comment.



Image Galleries

The 2014 Experience Conference and Exhibition

A look in photos at the 2014 Experience Conference and Exhibition, which was held from April 24-26 at the Embassy Suites Convention Center and Spa in Frisco, Texas.


Have a limited marketing budget but realize the importance of neighborhood marketing? Try doorknob hangers, a low-cost, yet highly effective way to drum up more business. In this episode, John Braun discusses the value of this tactic as well as what you should include on the materials you're hanging.
More Podcasts

ICS Cleaning Specialist Magazine


2014 September

The September issue of ICS features stories on moisture detection, disinfectant services, neighborhood marketing, then we discuss the last level of being phenomenal, and cool products.

Table Of Contents Subscribe

Social Media

Social media is a good way to regularly keep in touch and interact with current clients and reach potential ones. What social mediums do you use in your cleaning/restoration business?
View Results Poll Archive


Get Paid! book cover
Get Paid! (ebook)
Over 30 authors – over 40 articles…from attorneys, contractors, consultants, instructors and others, both inside and outside the restoration industry. R & R, C & R and Cleanfax, opened their archives and gave us the best they had, other chapters were created just for the “Get Paid!” book and its readers. And every one of them has ideas for how to get paid what you are owed.

More Products


Director_Buyer.jpgThe premier resource and reference guide for the cleaning and restoration industries.

Click here to view


Truckmount.jpgEquipment listings and specifications from the leading industry manufacturers.

Click here to view


facebook_40.png twitter_40px.png youtube_40px.pngcrc logo