HOW TO INCREASE YOUR SALES WITH CLEANING PACKAGES

In this report, you’ll find a very easy way of quoting jobs that can:

Significantly raise your average order value
Help you convert more quotes into work
Help you to up-sell automatically
Help you to pitch each job within the customers acceptable price range

Here’s how it works

Do you offer your clients different cleaning ‘packages’ to choose from?

Think about it. When you get your car washed, you're given a variety of different options to choose from – basic wash, shampoo, wheels, wax etc. Why do they do this?

Because different things appeal to different people.

When I started offering cleaning packages, I started converting more enquiries into jobs. More clients started to opt for my more expensive stain protection service. My average order value immediately went up significantly. . .and with very little extra work!

THE PACKAGES

Below are examples of different cleaning packages. You will of course need to come up with packages that suit the system/chemicals you use.

Standard Hot Water Extraction Cleaning

Standard cleaning method used by many carpet cleaning companies
A powerful detergent cleans away the dirt quickly and thoroughly.
Good cosmetic cleaning results
Includes pre-spotting, deodoriser, soil-extraction and final groom

We only use the more expensive ‘crystallising’ detergents (more detergent residues can be removed by vacuum cleaning after drying)

Few customers go for your 'budget' package – and you don’t want them to!

Because this is your cheapest package, few customers will opt for it – those that do are often landlords or those in rented accommodation.

The main purpose of this package is to show customers that some methods of carpet cleaning use strong detergents – and that these can leave residues in the carpet. Many customers will decide they don’t want this, and will therefore opt for a different (more expensive) package.

Fibresafe Natural

Six part cleaning system for the most thorough cleaning possible
Natural rinse system removes cleaning residues - your furnishings stay cleaner for longer
Leaves fibres naturally soft and healthy
100% safe for your home, children and pets
Includes pre-conditioner, pre-spotting, deodoriser, brush agitation, high-flow organic rinse and final groom

After reading about the first package, the customer can quickly see that this is a better cleaning process, and also better value for money.

Healthy Home

As above plus:

Anti-bacterial treatment helps removes germs and odours at source
Leaves your home beautifully clean, healthy and fresh smelling*
Leaves your home hygienically clean and healthy

*subject to survey*

This package is useful where there are pets, a general odour problem, or for clients who are concerned about the health of the carpet (often clients with small children).

This may be a service that appeals to the customer that your competitor doesn't offer.

Home Protection Gold

As above with application of stain protection
Helps protect against both water and oil based stains
Makes it easier to remove spots and spills
Makes vacuuming easier and more effective
Helps prevent spills/soils being absorbed and becoming stains/ground-in
Helps keep your furnishings in good condition for longer

My second most popular package

I’d also attach an info sheet that explained the benefits of stain protection in more detail.

Home Protection Platinum

As above, plus:

Included free highlight clean in 6 months time – we call and clean traffic areas and spots 6 months after your cleaning date
Keeps your home looking great all through the year
Removes spots before they become ground-in
Free bottle of professional spot remover included

Few people go for this – so why offer it?

The reason I offered this package is this: Fewer clients will opt for the cheapest, or most expensive packages. If you want your clients to go for your Gold package, it’s a good idea to include a package that’s more expensive – so that the Gold isn’t the most expensive on the list.

If the client goes for the Platinum package – that’s great! But the main reason I offered this was to guide clients towards the Gold Package.

WHY CLEANING PACKAGES WORK:

1. Your prices appeal to more people

You have 3 basic types of buyer (and this still applies whether you serve high-income clients or council house tenants):

1. Price shoppers – where price is the main concern
2. Value shoppers – where value for money is the main concern
3. Premium shoppers – where quality is the main concern

When you offer different packages, you have a service to suit a wider range of these buyers. This means you get fewer price objections, and you convert more surveys into jobs.

Depending on how you package your services, it can also mean that it's more difficult for prospects to compare your prices to other quotes they may have received.

2. It has a positive psychological impact

If you give your customer one price for cleaning, they only have one decision to make:

Do they hire you, or don’t they hire you?

When you price your service using packages, the customer is no longer thinking if they should hire you or not. Instead they’re thinking about which package to choose. Once the customer chooses a package, they don’t realise it – but they are already half way to hiring you!

3. It’s a really easy way to quote and up-sell

Once you have a quote sheet that explains the different services you offer, this does much of the selling for you. It does this automatically on every single quote you do. It doesn’t have off days. It doesn't have days when it wants to get the quote done as fast as possible and go home. It delivers the same consistent message every time.

And it continues to deliver that message after you have left – when the customer may have to decide between hiring you and another company.

When I changed to offering prospects different packages, many more started opting for stain protection. I was often surprised when particular customers opted for more expensive packages – customers who I might not even of considered trying to sell stain protection to before.

4. You’re always in the ball park

Many clients have an upper limit to the amount of money they are prepared to spend. Quote much higher and you don’t get the job. Quote much lower, and they may choose another higher quoting company! With this method, you cover most of the bases.

5. It’s easy!

It’s just a simple matter of going through the quote sheet with the client - they ask questions, often ask which package you recommend, then make their choice.

6. It's a great way to put up your prices

If you'd like to put up your prices, but are worried about losing customers
- this is a great way to do it without the risk. But don't be surprised if many of your existing clients start choosing the more expensive packages!

When I first decided to offer cleaning packages, it took me a couple of hours to put together my packages on a simple A4 sheet of paper. But from that day on, I got paid more for doing the same work every single week for years to come.

So if you don't offer your clients cleaning 'packages', put a couple of hours aside and give it a go. And if you do offer cleaning packages - what tweaks could you make to raise your average order value further?

Try it, it works.

Return to Cleansmart News