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

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