For someone starting off in commercial carpet cleaning,
where do you look for potential clients and business? Here are three target
groups that would be responsive to outsourced commercial carpet and textile
Property Management Firms
Often they handle not only residential properties but small
commercial units also. This is a localized group of potential clients. The
property management firms often build in the lease agreements funds for carpet cleaning/janitorial
services. This can be a bit tricky, but understanding that these funds can be
backed out of the janitorial contract or that you can assume the contract
entirely is the first step.
Making the property management firms aware that this is a
possibility is the second step. In your presentation to them, show how quality
carpet and textile maintenance will extend the life of their investment and
provide a space that is more attractive to potential end-users. Several strip office buildings, managed by
one or two property firms will give you the contracts needed to realize the
income you are looking for.
Take the time and make the financial investment in facility
management networking groups. The International Facility Management Association
(www. IFMA.org) and the Building Owners Managers Association (www. BOMA.org)
are two very good networking groups with locations in every state. On their
websites are the locations of each chapter and how to become involved.
The old fashioned method. Only this is not the
telemarketing, mail-blitz method we were taught. Call with a purpose! Call the
facility manager directly and ask questions. Most people love to help, and love
to hear their name being used in a conversation. Have a conversation with the
facility manager. Ask him or her how they are currently maintaining their
facility? Are they happy, if so what do they like about the service? These
could be tips for you, here you will find out who your competition is and what
they are doing right or wrong.
Offer to come and meet with them to talk about your company!
Remember there is still no obligation on the part of the client, this will be
important to them, as their time is valuable also. Offer to spot clean an area, provide a test
cleaning or take a look at their upholstery for them. Above all, be consistent!
Make follow-up calls on a once a month basis with the client. Be polite and
Commercial carpet and textile maintenance is about building
relationships. Be prepared to invest time and effort. Some research and consistent contact will
help open doors for your commercial business to grow!