Bigger doesn’t always mean better!
Contrary to popular belief, the largest “player” doesn’t always win. Small cleaning companies have some distinct “unfair advantages”, here’s how to showcase yours.
Having been a “sole trader” but hugely successful independent cleaning business owner, I remember only too well the feeling of “going up against” a much larger player when competing for commercial cleaning. Instead of assuming we wouldn’t stand a chance at closing the deal, I relished the prospect of competing against a larger group. And if you’re a SME that feels “out of your depth” trying to measure up, pause and take a moment to think about all your advantages.
Small Cleaning companies have the edge when it comes to “bespoke” services. Presenting professional but “tailor made – bespoke” solutions for clients will give you a distinct advantage – one size does not fit all!
Persistence pays off! Very often it’s the tenacity of the small business owner that secures the contract. The commitment to building a relationship with the prospective client goes a long way to gaining their trust and business. Something often missed by the “giants” of the industry.
Telling your story. Every client of mine has a story. Where, how and when they started! From cleaning nights whilst keeping a day job, from being a teacher to having a lightbulb moment of starting a cleaning business, whilst sitting on a minibus with a group of teenagers! Clients love them. Your story makes you real, embrace your story and tell it, it says EVERYTHING about you!
The playing field has levelled up. Tech, software, apps, that were once only available to the big businesses are now aplenty! You’ve got access to the same technology that once was exclusive to the giants. Empower your business with it so you can compete more effectively.
Gone are the days of presenting your cleaning proposal to a boardroom full of decision makers! No more feeling overwhelmed. The need for a physical presence by you has shifted. Whilst I am an advocate for in person meetings, doing things online more, means the doors are open for small businesses to engage with prospective clients without feeling overshadowed.
If you still feel like the underdog, remember that its proven, small companies are better at building relationships with clients, use this to showcase your hands-on approach, your local knowledge, your connections, your commitment and your desire to build a lifetime client relationship.
It makes your small cleaning business a compelling alternative to the national companies.
Don’t worry if you haven’t got everything in place now – it can be something you put in place if you win the contract.
My advice? Go for those contracts! Don’t stress over systems, training, processes you have or haven’t got yet. The reality is, when a client says YES that dopamine hit will instantly focus your mind and will give you the energy and enthusiasm you need to put in place EVERYTHING you need to make it a success!
