Episode 167 Benji Kohn Citi Clean Cleaning company marketing can be the foundation for a million dollar cleaning company- or a huge money suck! In today’s blog, you will discover cleaning company marketing strategies that will make you money!! Mike coaches Benji Kohn owner of Citi Clean on how to properly market his cleaning companies list of past clients. Benji has a list of 700 previous clients given to him by a mentor that is retiring. Benji wants to know how to get the most out of that list. Mike starts by shamelessly plugging his book I’m a Freaking Genius WHY is this Business so HARD? and then gets to the nitty gritty! Since Benji just has name and phone number (no physical or email address), step one is to hit the phones. Here are some tools for cleaning company marketing by phone: Get their pain!! Here are some great questions to get that conversation started: What are you looking for in a cleaner? What would I have to do for you to say “never call me again!!”? What would I have to do to get you to beg me to come out and help you today? What would I have to do to double my prices and still have you LOVE doing business with me? KEY POINT: When customers haven’t thought through their pain, you will hear a lot of “lowest price/ most service”, but this is not their real pain! Not all of them drive Hyundai’s, some drive Mercedes- it’s not all about price. For the very few who truly do just want the cheapest price– no matter the quality/ experience- that’s not really who you want to focus your cleaning company marketing efforts on. Once you have their pain, explain that you are going to be calling many customers and prospects similar to themselves so you can better understand their pain, their needs and their industry. Ask them if they would be interested in the results of your efforts. Nearly everyone is curious what their “competition” is doing and will want that info. This is where you offer to email it to them for free and collect their best email address. You have now increased the scope of your cleaning company marketing efforts from just the phone, to phone and email! KEY POINT: If you call and get pain from a couple dozen people in any industry, you will be better educated on that market than 99.9% of the universe! Next step- drip marketing! Start emailing content that you know will be of interest to that group. How do you know it will be of interest? You just spent time on the phone asking them their pain! Any information on how to solve that pain will do the trick! How often should I email you ask… As often as you like- as long it is interesting to THEM. HINT: They are NOT interested in you, your company, going green, blah, blah, blah- speak only to their pain! Now that you know their pain and have started the conversation via phone AND email, your cleaning company marketing has options!! Ask for referrals Give them a special offer (discounted price or free upgrade in service) Invite them to a FREE Facebook Group tailored to people in their industry RESOURCE ALERT: If you would like to join the FREE Grow My Cleaning Company Facebook Group– CLICK HERE Right when you think this is the best podcast/ blog you have heard/ read in your whole life, Mike gives Benji a chance to bring even more value in the… Lightening Round What’s the best piece of advice you’ve ever received? You will be the same person you are now in 5 years except for the people you meet and the books you read. What’s the biggest mistake you’ve made in growing a cleaning business? Thinking I was alone. Can you share one idea people can use to improve their lives or businesses TODAY? CTI Pros Choice