Thriving in Uncertain Times
April 24, 2020
April 24, 2020
With everything going on in the world, a major issue for cleaning companies has been uncertainty about how to navigate an industry that has undergone a lot of changes.
This will have a major and lasting impact on janitorial companies around the world.
Everything may be changing at lightspeed, but one thing is certain, the economy will start up again, and employees will return to work. There will be increased demand for the services cleaning companies offer.
But what can be done now, to adapt, and thrive when only yesterday the biggest concern was just to survive? Well we reached out to industry expert, and growth-guru Mike Campion, owner of Grow My Cleaning Company, in order to hear his thoughts on how cleaning companies can get through these changes in the most efficient way possible.
Q. What if we lose all of our customers?
A. What if I get hit by a meteor tomorrow? What if this is the best year in sales? It’s important to take control of your questions, keep an optimistic mindset. Take control of this pause, it’s an opportunity. Clients need professionals right now. Go to your clients with a proactive plan.
Q. Residential clients are saying we don’t want cleaners. What are your thoughts on this?
A. They do want cleaners, they just don’t want you to make them sick. Call them with a plan of action– we will disinfect your homes and keep you safe –people will go for it.
Q. What are your thoughts on side services to subsidize revenue, ie/ carpet cleaning, window cleaning, things you’ve never done before?
A. Normally I say stick with your niche, but right now there’s an opportunity to expand to meet people’s needs.
Go where the pain is– What is essential? What do people need?
But don’t do it yourself if you don’t know how it’s done, just find someone who can.
“People are looking to be led.” – Mike Campion
Q. Is there affordable training for disinfecting cleaning on a professional level? Something with certification?
A. Yes, get certified but there’s no way to guarantee full disinfection. Show your clients that you have systems and processes in place, show your certifications. ISSA.com is good for certifications and how-to. Stopcovid.co is a free learning app that is good for your team. It sends tests and questions, gives facts and tells you if you are correct.
Q. Do you think there will be less competition in the future, less cleaning companies dominating the market?
A. Right now the market is dominated by about 95% by small companies. Maybe 3 months from now 10-20-30% of cleaning companies won’t be there anymore, at least on the commercial side.
How do you avoid being one of the closures? It’s all about mindset – be positive. Double down on your ad spend and hiring if you can, be smart. So, when the market comes back and people call looking for cleaners, you can say ‘yes, I have 30 people and I can start tomorrow.’ I think the rich are gonna get richer and the poor are gonna get poorer.
Want to see what other wonderful tidbits of advice came from this discussion? Well, you can watch the webinar right here!
You can also go and check out Mike Campions site, Grow My Cleaning Company. or if you are a fan of reading, check out his book: I’m A Freaking GENIUS. Why is Business So Hard? Here.
Q. How can I be in the profit group if I’m cash strapped?
A. Double-down on advertising, paid or not. If you don’t have money, spend time. Don’t get scared. Talk about the uncertainty, everyone is interested. Ads are cheaper right now even though there are more eyes on it. It’s a very unique time – like the Superbowl, everyone’s watching so the ads should cost more, but they don’t. It’s a very unique global situation. It’s cheaper to keep the clients you already have, so engage your existing clients, but it’s also sexy and exciting to attract new clients. Get new leads, get hiring, stockpile capable people.
“Struggle to grow” – Mike Campion
Q. It’s tempting to go to the paycheque protection plan or unemployment — is that ok?
A. I have zero moral qualms with using government money. We pay taxes. It’s only immoral if you are lying or trying to get money that you do not deserve. But if you meet the guidelines and tell the truth, there’s nothing wrong with doing EI.
“But please do not seed your company to the government, don’t put it in the hands of the government. If you want to do that in exchange for a steady paycheque, owning a business is not for you” – Campion
There is money available for specific things (ie. hiring students) but don’t do what you don’t need. If you don’t need a student, don’t hire one. Do it only if it makes sense for you and your company.
The above is just the tip of the iceberg
There’s more…so much more. We discussed this and a lot more in our webinar, so if you want to get in-depth, then feel free to watch the replay, and be sure to take notes.
We’ve always known cleaners were undervalued heros, and finally, the rest of the world is seeing how important the work they do truly is. We want to continue to enable you and your teams to stay safe and keep our communities safe.
It is a time where it may be difficult to separate fact from fiction, but we all need to be dedicated, diligent, and believe that things will be changing in a positive direction soon.
In reaction to the global issue, the expected levels of sanitation have been raised across the board, and we’re guessing that these levels will stay elevated for years to come. The best move is to adjust to the changes now and to put long-term plans into place to make these practices your “new normal”. Again, we’ll be here throughout this journey to support you. We’ll also be making important changes in order to stay current, adapt easily, and be in a position to help. We have your back!
Swept is dedicated to highlighting stories that keep everyone in the janitorial industry as up to date on world events and in-the-know as possible. Having started as a commercial cleaning company ourselves, our hearts go well beyond the janitorial software we offer. Learn more about Swept’s cleaning company software here. And to keep up on all the trends in the janitorial services industry, subscribe to our blog!
Curious what actions your janitorial company can make toward adapting to this fast-changing market? How to improve your communication and message in times of hardship like this, and finding the right service to provide to meet the pain-points currently in high demand? We’ve got the right place to start your search right here!