Several approaches work well here.For commercial buildings, offer one month’s free cleaning with one stipulation: If you do a more satisfactory job than the people they’re currently using, they agree to give you a one-year contract at the same price or slightly less than they’re currently giving someone else.
For residential customers, give one cleaning free in return for a one year contract at $50 a quarter, for four cleanings billed automatically to the customer’s credit card. This locks up $200 per year per customer, forever.
One company I consulted with tried this and immediately boosted their sales by 12%, improving the company’s closing ratio to three out of five. That’s a 60% closing ratio! And they hadn’t even begun to finish working their entire list!
Don’t forget to approach carpet companies and offer to joint venture with them. The carpet company can make your offer to their customers as an inducement to buy their carpet!
Hint- For other industries, try using the same approach with your services. Think of how you can bundle your service or offer a year’s worth of services that you can lock a client into for a guaranteed discount price.