10 Common Selling Mistakes Home Cleaning Companies Make & How to Fix Them

Selling doesn't come naturally to everyone, but it's a critical part of running a successful business. Homeowners can select among many cleaning companies, so it's important to stand out from the competition on sales calls.

If you struggle to turn prospects into paying customers, it could be that you're guilty of one or more of these 10 common blunders. Making these mistakes during sales conversations can cost you customers.

Selling mistakes you might be making & how to fix them

Sales Mistakes You Might be Making and How to Fix Them

1. Selling to the wrong people

Even though a lot of sales are done over the phone these days, visiting the homeowner is making a comeback. But it's easy to fall into the “yes” trap, agreeing to meet with every homeowner who asks for a quote. Very quickly, however, you may find yourself overbooked with sales calls that never lead to an actual sale (or that land clients who quickly become problems).

A vetting process can help you determine whether a lead is a good fit for your company. As early in the process as possible (in your online information request form or during the initial phone call), ask prospects qualifying questions like, “what's your budget” and “have you ever used a cleaning service before?” In addition, ask lots of questions about the home itself to ensure it is the size and type of home you want to clean.

2. Not listening

A sales call isn't an invitation to grandstand. Don't spend the entirety of your phone call or in-home visit doing all the talking. In fact, Sales Hacker analyzed 25,537 sales calls and found top salespeople listened for nearly 60% of a sales call.

Instead of filling the quiet by making small talk or boasting about your company, ask questions that help you understand what the customer wants and needs. At the end of your conversation, recap her concerns so she knows you've been paying attention. Addressing the prospect's specific problems is key to closing the sale.

3. Not asking questions

How do you uncover a homeowner's specific problems? By asking good questions. Gathering specific information helps you create an accurate quote, but it also allows you to address their pain points and stand out from the competition.

As an example, asking “why are you switching cleaning service providers” may reveal the customer is most concerned about safety or privacy issues, not price. Knowing this, you can highlight your company's hiring and screening process and ease their concerns.

4. Responding too quickly

Failing to immediately answer a homeowner's question is rude, right? Not at all. In fact, the pressure of a sales call could lead you to say what you think the prospect wants to hear and not what you really mean.

It's okay to take a minute (or longer) to respond. Take a breath or ask for a moment to consider your answer. It's also perfectly fine to say, “I don't know the answer to that, but I will find out and get back to you soon.” Employing these tactics will communicate that you're thoughtful and honest, which appeals to many homeowners.

5. Selling price, not value

Most homeowners don't select a cleaning company based only on price (and those that do often make difficult clients). They choose the company they believe can best solve their problem. Your sales pitch shouldn't focus on your company or price, but on the solution and value you deliver.

Ask yourself, “What is important to the homeowner?” Use this information to create a unique sales proposition (USP) and practice it until you have a quick and compelling response to the question, “why should I choose you and not the competition?”

6. Selling at all costs

Don't let greed keep you from doing what's right. No job or payday is worth risking your integrity.

If your vetting process reveals that a prospect isn't a good fit for your service, kindly send them to another provider. Also, never promise beyond what you can actually deliver. Doing so only sets you up to fail—and worse, to be on the receiving end of potentially business-killing negative reviews.

7. Prematurely pitching

People purchase from people they know, like, and trust, and that requires taking the time to ask questions, listen, and educate. It may be tempting to rush this process to nab the quick sale, but that will likely backfire.

Skipping ahead to the pitch too early in the relationship-building process may turn off prospects and cause them to write you off as just another “sleazy salesperson.”

8. Pricing too low

You are going into business to make money. Don't underbid just to get the job—that mentality will come back to haunt you in the long run. Remember, you are in business to provide a service and make a profit. If you don't build in enough profit on your prices, you will soon be out of business.

When dealing with a difficult or demanding prospect, you may feel tempted to back down on your pricing. Resist this urge as it only undercuts your value. In fact, Sales Hacker found the word “discount” can decrease your chance of a sale by 17%.

9. Not closing the sale

It may seem obvious, but you have to actually ask for a homeowner's business. If you've avoided the other mistakes on this list, you don't need to be pushy about closing. Simply ask, “do you have enough information to make a decision” or “what would you like to do next?”

Let the prospect tell you what they need to close the sale, and then do it. When you get a verbal agreement, get to the next step in the process as quickly as possible. For some of you that might mean scheduling their first cleaning and getting their first payment. For others, it might mean getting them to sign off on an agreement that outlines what they can expect when working with your company.  Failing to close with urgency is a surefire way to let a potential deal fizzle out.

10. Failing to follow up

When a prospect doesn't buy after initial contact, don't let feelings of rejection stop you from trying again. For many homeowners, they need time and/or several interactions to make a purchasing decision.

Make follow up part of your lead-nurturing process. Keep a record of all contact with a lead and what was discussed in each call. Be persistent and kind in following up, continuing to question, listen, and educate. Watch for signals of interest and don't be afraid to ask for the sale.

If you receive a clear “no,” move the prospect off the hot or warm leads list and instead follow up in a year to see if their needs have changed.

Selling may never be your favorite activity, but you don't have to be the best at it to find success. By avoiding these 10 mistakes, you can close more sales and create sustainable growth for your cleaning company's long-term success.

FREE VIDEO - Top 10 Lead Sources for Cleaning Business