Overcoming the Objection "I Can Clean It Myself" from Home Owners
Some home cleaning prospects would really love to hire a cleaning service, but end up backing out at the last minute. They end up talking themselves out of it; thinking “I can clean it myself.” But they may just end up miserable with their decision because they really don't WANT to do it themselves!
So how can you leverage this thought process to convert the “do-it-yourselfer” to a cleaning client?
To you, hiring a professional home cleaning service is a no brainer. By keeping their home clean and tidy, the “clean it myself” home owner will have more time for entertaining, extracurricular activities, church and community events, family, and friends. After all, who doesn't want to come home to a clean house, have less stress and more free time? You may be surprised by the number of reasons home owners can come up with to talk themselves out of hiring outside help.
Overcoming the objections to the “I can clean it myself” home owners can convert them into long time cleaning clients.
Overcoming objections or nipping them in the bud before they are presented doesn't have to be difficult. You want to be able to respond quickly and convincingly if and when the prospect throws objections your way. Even better, be proactive and bring up common objections with the answer before they've had a chance to object! The key is to create strong arguments against the impulse to do-it-yourself.
It starts by having a clear understanding of your prospects wants and needs and how your cleaning company can fulfill them. Ask yourself, “What is important to the home owner?” Your job is to convince them that you not only provide a cleaning service, but other benefits such as a healthier and safer home, exceptional cleaning results, budget, peace of mind, scheduling flexibility, and stress to name a few.
Here is a list of topics to include when building that relationship with your prospect:
Health and Safety
Many home owners have toxic cleaning chemicals in their homes. Are they even aware of the potential health hazards they're exposing their families and pets to when using these toxic chemicals?
What about the safety hazards to the home owner when using the incorrect cleaning methods and tools to get the job done? For example, leaning over the stair railing to dust a light fixture can have a devastating result should there be a fall. Your cleaning technicians, for example, utilize extension dusters or ladders for those hard to reach furnishings.
You can also offer a customized eco-friendly cleaning regiment for the environmental conscience prospect. Using microfiber products, HEPA filter systems, and green cleaning chemicals, the home will be a healthier place to live.
Storing Cleaning Chemicals
You will be providing the cleaning chemicals so there is no need for the home owner to purchase and store large quantities of cleaning products. This is a money and time saver for the home owner.
Common household cleaners can contain a cocktail of chemicals that can be potentially hazardous for kids and pets. By significantly reducing the number of cleaners the home owner has to purchase and store, you are significantly reducing the chances of their children tampering or becoming exposed.
Inefficient and Mediocre Cleaning Results
Most people just don't know how to clean, don't like to clean, nor do they have systems and methods in place for cleaning their home in an efficient manner so it may take the “do-it-yourselfer” twice as long to clean as it would a professional home cleaning service. Explain that they are hiring a professional and can expect professional results.
Money
You should have a cleaning program to fit any type of budget. If they can't afford weekly cleanings, perhaps a bi-weekly or monthly cleaning will suffice.
Property damage
If they don't know how to care for high end surfaces such as marble, granite, wood, or porcelain, they risk damaging their precious flooring, counters, personal possessions or irreplaceable heirlooms.
Peace of mind
No one is perfect and unfortunately, accidents do happen. That is why professional home cleaning services carry insurance and have policies in place that cover the cost of damaged, broken, or missing items from the home.
Home and Personal Belongings
You will run into prospects that are hesitant about someone having access to their most personal space, their home. Performing background checks on all your cleaning technicians will help to alleviate this objection. Also, let the prospect know the same person(s) will be cleaning the home so they won't be unpleasantly surprised by unfamiliar faces.
Scheduling Nightmare
Customers either don't want to change their busy schedule to be home when the cleaners are there, or they prefer to be present. You can set up cleaning schedules to fit each home owner's personal preference. If they want to be in the home while the cleaner(s) are present, set up the cleaning schedule accordingly. If they prefer not be home, get the access codes or keys to gain access. It's up to them what they want to do.
Stress
Are they willing to continue living with the stress of knowing they have to go home to a dirty house; or that come Saturday, they need to spend their day cleaning?
Putting It Off
Most people have the best of intentions and make promises to themselves to get things done around the house. But best intentions usually mean they never get around to it.
Poor Results
Get testimonials from current clients that used to “do-it-themselves”, and didn't get the best results. But when they hired your company, their stress was gone, they had more time for the family, and they trusted your company to do an effective job.
Conclusion
Sometimes people just need a little nudge to make the decision to move forward with hiring your home cleaning company. No one likes to go home to a dirty house or spend their weekends cleaning up after the kids and pets. These gentle nudges may be just what you need to win them over and turn them into your next long term cleaning client!
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