contractor success Increase Sales By Offering Bundled Services When you choose to offer your customers services that your competition does not, it automatically puts you a cut above the rest. By: Gary Joyner There are over 35,000 janitorial service com-panies listed in the Yellow Pages in the U.S. I have spent numerous hours review-ing various websites and Yellow Page ads looking at the information building service contractors (BSCs) want to share with their customers. Unfortunately my research reveals that virtually all of the ads say basically the same thing. Everyone highlights the services they offer including office cleaning, complete floorcare service, carpet cleaning, window cleaning, green cleaning and frequently list intensive training for employees, licensed, bonded, insured, etc. The list goes on and on, but they are all saying basically the same message. Over the last 35 years I have been in the cleaning industry, the number of cleaning company owners and managers who have said to me, “Why do so many of the custom-ers in my market judge cleaning companies on price as their prime consideration?” The primary reason in most cases is that everyone looks the same to the customer. T There is a way for you to make your com-pany stand heads above all of the other cleaning companies in your hometown market. A Leg Up On Your Competition When you choose to offer your custom-ers various services that your competition does not, it automatically puts your com-pany in a different perspective in your cus-tomer’s mind. I offer the following as a prime example of what you can do to make your customers Refreshment services, including coffee, water and vending options, can be a powerful tool for business service contractors when it comes to increasing revenue. 36 CM/Cleaning & Maintenance Management ® • June 2013 Image courtesy of Eagle USA Inc.
CMM – Archives June 2013: 36
