5 BEST Ways I Get Leads To Grow My Cleaning Business (2024)
Summary
TLDRJohnny Robinson shares his expertise in growing cleaning businesses, highlighting five key customer acquisition channels: paid ads through Google and Yelp for high-intent leads; organic leads via local Facebook and community groups; referrals leveraging existing customers; partnerships with complementary home service businesses; and outbound strategies targeting real estate agents and contractors. He emphasizes the importance of relationship building and offers resources for starting and scaling cleaning businesses.
Takeaways
- 💼 **Paid Ads**: Utilize Google Local Service Ads, Thumbtack, or Yelp to capture high-intent leads already searching for cleaning services.
- 📈 **Conversion Rates**: Expect to close 50-60% of leads from paid ads due to high customer intent and less competition in responsiveness.
- 📱 **Customer Engagement**: Always answer the phone to provide quotes promptly, as many competitors do not.
- 💰 **Return on Ad Spend**: Aim for a minimum of 3:1 return on ad spend, meaning for every dollar spent, get $3 back.
- 🌱 **Organic Leads**: Build a presence in local Facebook and Nextdoor groups to generate leads organically and build community trust.
- 📸 **Testimonials**: Use testimonials from satisfied customers in community groups to attract more business.
- 🔄 **Referrals**: Systematize a referral process by offering discounts in exchange for introductions to potential new clients.
- 🤝 **Partnerships**: Partner with other home service businesses to cross-promote services and share commissions on referred jobs.
- 🏢 **Outbound Strategy**: Cold call or email real estate agents, builders, and property managers to build relationships and secure recurring jobs.
- 📊 **Focus and Scale**: Initially focus on paid and organic lead generation, then scale to include referrals, partnerships, and outbound strategies as the business grows.
Q & A
What is the first method Johnny Robinson suggests for acquiring leads in a cleaning business?
-The first method Johnny Robinson suggests is using paid ads like Google local service ads, Thumbtack, or Yelp to acquire high-intent leads who are actively searching for cleaning services.
What is the estimated close rate for leads acquired through paid ads according to Johnny?
-Johnny estimates that the close rate for leads acquired through paid ads can be between 50 to 60%.
What is the strategy Johnny suggests for handling leads that don't convert immediately?
-Johnny suggests collecting names, phone numbers, and emails from every lead and following up with them in the future via direct messaging or phone calls.
What is the minimum return on investment Johnny recommends for paid ads?
-Johnny recommends a minimum return on investment of three to one, meaning for every dollar spent, you should get $3 back.
How does Johnny suggest utilizing local Facebook and Nextdoor groups for lead generation?
-Johnny suggests engaging with the community in local Facebook and Nextdoor groups to build a reputation and gain organic leads by mentioning the cleaning business in posts and asking for testimonials from satisfied customers.
What is the benefit of getting testimonials in local community groups according to Johnny?
-Getting testimonials in local community groups helps build trust and recognition, leading to more leads and potential customers remembering the business for future needs.
How does Johnny recommend systematizing referrals in a cleaning business?
-Johnny recommends offering discounts in exchange for introductions to potential customers and continuously asking for referrals after job completions.
What is the fourth method Johnny discusses for acquiring customers in a cleaning business?
-The fourth method Johnny discusses is building partnerships with other home service businesses that cater to the same customers but do not offer cleaning services, offering them a commission for referrals.
How can a cleaning business leverage its customer list according to Johnny?
-Johnny suggests writing up emails to partner companies' customer lists offering special deals to acquire new customers without additional costs.
What is the fifth and final method Johnny outlines for customer acquisition in the cleaning business?
-The fifth method is outbound, which involves cold calling, emailing, or direct messaging potential clients like real estate agents, builders, and property managers.
What is Johnny's advice for starting out with customer acquisition strategies in a cleaning business?
-Johnny advises focusing on paid ads and organic leads initially and then gradually building out other strategies like referrals, partnerships, and outbound as the business grows.
Outlines
🧼 Cleaning Business Lead Acquisition Strategies
Johnny Robinson, with 7 years of experience building cleaning companies, shares five primary channels for acquiring customers in the cleaning business. He discusses the importance of targeting high-quality leads who are willing to pay top dollar for services. The first channel is utilizing paid leads from Google Local Service Ads, Thumbtack, or Yelp, which can convert at a rate of 50-60% due to the high intent of the leads. He emphasizes the need to collect contact information from leads and follow up with them even if they don't close initially. The second channel is generating organic leads through local Facebook and Nextdoor groups by engaging with the community and leveraging testimonials from satisfied customers. The third channel is referrals, which can be systematized by offering discounts in exchange for introductions to potential customers. The fourth channel involves partnerships with other home service businesses that can refer clients to each other, benefiting from each other's customer base.
📈 Advanced Lead Generation Techniques
The fifth channel for lead generation in the cleaning business is outbound marketing, which involves cold calling, emailing, or reaching out via social media to real estate agents, builders, contractors, and rental owners who consistently require cleaning services. Johnny suggests leveraging these relationships to secure a steady stream of jobs without incurring customer acquisition costs. He advises starting with paid and organic strategies and then gradually building the other channels as the business grows. Johnny also offers a link in the description for those interested in starting or growing a cleaning business, providing a hands-on approach to business setup and growth. The video concludes with an invitation to book a free consultation for a more detailed discussion on starting and scaling a cleaning business.
Mindmap
Keywords
💡Leads
💡Google Local Service Ads
💡High Intent Leads
💡Conversion Rate
💡Paid Leads
💡Organic Leads
💡Referrals
💡Partnerships
💡Outbound
💡ROI (Return on Investment)
💡Customer Acquisition Cost
Highlights
Johnny Robinson has built multiple successful cleaning businesses, generating over $20 million in 2023 alone.
The five primary acquisition channels for cleaning business leads are discussed.
Low hanging fruit for leads includes paid ads like Google Local Service Ads, Thumbtack, and Yelp.
High intent leads from paid ads can be closed at a rate of 50 to 60%.
The importance of capturing information from leads that don't close for future follow-ups.
Organic leads can be built through local Facebook and Nextdoor groups by engaging with the community.
Referrals can be systematized by asking for introductions in return for discounts.
Partnerships with other home service businesses can lead to mutual benefits through referrals.
Outbound strategies involve cold calling or emailing real estate agents and other related professionals.
Referrals and introductions are key to growing a cleaning business without additional costs.
Building relationships through local networking groups like BNI or Latip can lead to partnerships.
Outbound strategies require effort but can lead to significant job opportunities.
A blend of paid and organic leads can lower the overall customer acquisition cost.
Starting with paid and organic strategies is recommended for new cleaning businesses.
Johnny offers resources and consultations for starting and growing cleaning businesses.
Free resources are provided even after consultations for those interested in growing their cleaning business.
Transcripts
are you struggling to find leads in your
cleaning business don't worry I've been
there I've spent the last 7 years
building cleaning companies I built a
window cleaning business to $65,000 a
month I built a house cleaning business
that my mom runs that's at $30,000 a
month and I also built over 1,500
cleaning businesses across the US and
Canada collectively generating over $20
million in just 2023 alone so I know a
thing or two about getting leads my name
is Johnny Robinson and today I'm going
to go over the five primary different
acquisition channels you can use to
actually acquire customers in your
cleaning business so let's jump right
into it and I'm talking about high
quality leads that are going to pay you
top dollar for your service not the
Price Shoppers so let's get into it
number one is going to be low hanging
fruit we got paid leads your bread and
butter here is going to be Google local
service ads or Thumbtack or if you're in
California Yelp this is going to send
you traffic for people that are already
searching for cleaning services this is
really nice because you should be able
to close these leads between 50 to 60%
of the time at really high prices
because you've got to think if you one
pick up your phone your competition is
not doing that call 10 of your local
cleaning competitors and eight of them
will not answer their phone two they're
already searching for cleaning services
which means they have high intent
they're already looking for it so if you
can just answer the phone and provide a
price and a quote well your likelihood
of closing them goes way higher than any
of the other channels I'm going to list
down below it's important when you're
paying for leads though that even with
the leads you don't close you're still
getting information from them though so
you can follow with them in the future
I'm looking to get name phone numbers
and emails off of every single lead that
ever calls me and when leads aren't
calling me I'm going to spend my time
following up with those leads that
didn't close or didn't book or just
maybe submitted info on my website but
didn't actually have a conversation with
me whether that be via direct messaging
or phone calls you should be targeting a
minimum of three to one row as meaning
every dollar you spend you're getting $3
back you should also put all this ad
spend on a credit card so you have so
you have 30 days to collect cash from
your
customers and then pay off that credit
card after 30 days after you've already
collected all the cash so you'll never
have to come out of pocket for any
customer acquisition number one paid ads
number two is organic leads now this
takes some time to build it can be quick
but usually from what I've seen it takes
time what you're going to do is you're
going to go into local Facebook and next
door groups and start to build a name
for yourself and your company by
engaging with the community and
mentioning throughout the different
posts that you post inside these
communities that you own a cleaning
service where the snowball really starts
to get going here is when you get a your
first customer out of one of these
groups because when you get the first
customer what you're going to do is go
and ask for a testimonial inside that
same group and have them post pictures
of like a before and after and how good
your service was everybody in the
community is then going to see this and
since you've already been engaging
they're already going to know you so if
they need house cleaning services one
they're going to call you two if they
don't need house cleaning services but
in the future they do they're going to
think about you because you're going to
get leads off of that first testimonial
post and when you do get those leads
you're going to provide a great service
for them and then you're going to do the
same thing and have people continuously
post testimonials inside these groups
until eventually everybody in that group
that needs cleaning services is is going
to go to your business and the best part
is you don't pay anything to acquire
these customers it just requires some
upfront leg work which most your
competition is not willing to do so if
you can just do this on top of the paid
ads you're going to have a really big
residential cleaning company number
three is going to be referrals referrals
are great because you can systematize
this in a way where if somebody ever ask
for a discount that calls you you can
say yes I give you a discount but in
return I need three introductions to
people who might need cleaning services
and make sure they make group chats with
you so you can try to sell those people
on cleaning services not only that but
if you do a good job at hiring your
cleaners well your cleaners are your
product they're the face of your company
so when they go out and they do a good
job naturally the homeowners or the
people buying your services are going to
want to refer you to their friends uh
when they need cleaning services when
you follow up with your customers after
the job is done too you can continuously
ask for referrals you can send emails
asking for referrals you can incentivize
them by saying hey I'll give you you
know $50 off your next clean if you
introduce me to three people there's
lots of things you can do for referrals
and once you start getting up there and
you get 100 200 customers you're going
to be able to generate a lot of
referrals if you just do some type of
referral campaign or you continu
continuously ask them for referrals and
not even referrals but the key word here
is introductions right I want
introductions to people who might need
Services number four is Partnerships now
if you're in the cleaning business you
don't provide a lot of the services that
your customers also need these Services
being carpet cleaning window cleaning
mobile detailing General Contractors you
name it any home service company that
provides a service in a home is getting
in front of your customers and what you
can do is let them know hey Mr carpet
cleaner I know you don't do house
cleaning and I know you service 1,000
homes a month well if you end up
mentioning my service and somebody and
you refer me to somebody I can give you
5 10
15% of any job that you refer me to this
is something we did in the window
cleaning business early on to get us
started where we partner with the two
biggest local cleaning companies and
they started sending us so many jobs we
couldn't handle them all and they were
making a good commission off of all the
jobs they were sending us because we
would just zel them their commissions
every week to take this one even a step
further what you can do is you can say
hey why don't I write up a couple emails
to your email list and say hey we've
partnered with this cleaning company and
we want to provide special offer for you
$50 off your first deep clean and then
send the emails which is going to be
free for you and get a bunch of
customers leveraging another company's
customer list because they don't provide
your service so if they don't provide
your service they shouldn't have a
problem as long as they're going to get
some type of Kickback or commission so
they can take advantage of an asset that
they already have in their business
which is their customer list that
normally wouldn't be generating them
income other than their primary service
and it becomes a win-win for the both of
you guys the way to be able to build
these connections is either through cold
calling or my personal favorite is local
networking groups like BNI or latip I
was in a latip group and there was one
of every niche in there and I was able
to sit down with these people get to
build relationships with them once a
week and every time that uh they came
across a customer that needed window
cleaning services well they would refer
them right to me number five is outbound
what do I mean by outbound I mean
actually picking up the phone and cold
calling or cold emailing or doing
Outreach via Facebook or Instagram DMS
now your targets here are going to be
real estate agents and real estate
brokerages custom home builders General
Contractors apartment complexes and
short-term rental owners now these
people consistently need cleanings done
whether it's a general contractor who
just finished a home they're going to
need construction cleanups Apartments
have turnovers every month they need
move in move out cleans short-term
rental owners need their properties
cleaned every time that their properties
change hands and there's new tenants
being booked real estate agents show
homes all the time so if you can build
relationship with these people it takes
time um via cold email cold call and
cold Outreach via DMS you can start to
funnel yourself 5 10 100 jobs a month
without you paying a dime just based on
the relationships you build and so this
one takes a lot of grunt work but if you
can pull this one off it's really really
great because this is when you start to
build relationships with those people
like the property management companies
that are going to send you loads and
loads and loads of work and it's hard so
when something's hard you can expect
that your competition is not doing and
this is how you find the really really
good jobs that are not on the market so
to recap we've got number one paid ads
uh utilizing Google local service ads
Yelp and thumbtack to send you high
intent leads that are ready to purchase
that are already searching for your
services number two is organic using
Facebook and nextto groups to be able to
get leads for free uh and building a
brand in your local community so that
you don't ever have to pay for leads and
you're basically getting a ton of
referrals
so that people are going to end up
paying more for your services anyways
three is referrals leveraging your
already established customer base to ask
for introductions to new potential
people that might need your service
again you pay nothing for this number
four is building Partnerships with other
types of Home Service businesses who are
in front of your customers every day and
giving them a small Kickback on any
referrals they send you and also
networking in local groups like a BNI or
La tip so you can continue to build
those relationships and I highly
recommend when you're just starting out
and you don't have any of these built
out focus on one to two the primary ones
being paid in organic and then starting
to build out the others as you grow and
as you scale because each one's going to
require a lot of work so the easiest
ones are paid in organic to begin with
and that will take your Blended customer
acquisition cost and make it a lot lower
because you have organic which you don't
pay anything for and paid what you are
paying for and if you are looking to
start a cleaning business or you already
have a cleaning business then check out
the link in the description below where
we help people start uh remote cleaning
companies and also grow their
established cleaning companies we've
done this over 15 00 times and if you're
looking for a more Hands-On handheld
approach more of like a business in a
box then you can book a free call with
one of our Consultants to talk about
what it looks like to actually start and
grow one of these companies the time
commitments The Upfront cost all that
kind of stuff and everything in between
and if it sounds cool then I'll see you
inside and I'll be happy to work with
you and help you grow cleaning business
and if not no worries we'll still send
you some free resources after the call
nonetheless it's free so check out that
link in the description below and I'll
see you in the next one peace
[Music]
nah
[Music]
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