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"I can well imagine how tired you are when you get home from
work. If you're at all like me there are times when, faced with
all this housework, you want to run away someplace and hide. Now,
we'll take care of everything for you - keep the house spic and
span, ready for company, allow you to forget about house-cleaning
chores, and for a lot less than it's costing you now in time,
work, and worry. And we guarantee that our work will more than
satisfy you. So, would you like to try our cleaning service one
time for $75 or do you want to save $15 a call and let us take
over all these chores for you on a regular basis?"
Here you begin finding a place in your appointment book, and
tell her: "Actually, I have an opening at 8:30 on Tuesday
morning. We could come in every other Tuesday at 8:30, clean the
whole house and have it done before you get home from work."
The customer agrees that 8:30 on Tuesdays will be fine. Then
you ask her if she prefers to be billed with the completion of
each house cleaning session or on a regular monthly basis. Point
out to her that by engaging you on a monthly basis , she picks up
a free house cleaning every three months.
Now that you have your first customer, you want to fill in
every day of the week, each week of every month with regular jobs.
Once you have one week of each month filled with regular jobs, it
will be time for you to expand.
Expansion means growth, involving people working for you, more
jobs to sell, and greater profits. Don't let it frighten you, for
you have gained experience by starting gradually. After all
- your aim in starting a business of your own was to make money,
wasn't it? And expanding means more helpers so you don't have to
work your self to death!
You can operate this business quite successfully from the
comfort of your home, permanently, if you choose to. All you'll
ever need is a telephone, a desk, and a file cabinet.
So, just as soon as you possibly can, recruit and hire other
people to do the work for you. The first people you hire should
be people to handle the cleaning work. The best plan is to hire
people to work in teams of two or three - two for jobs not
including dishwashing and laundry - three for those that do.
You can start these people at minimum wage or a bit above, and
train them to complete every job assignment in two hours or less.
Just as soon as you've hired and trained a couple of people as a
cleaning team, you should outfit them in a kind of uniform with
your company name on the back of their blouses or shirts. A good
idea also would be to have magnetic signs made for your company
and services. Place these signs on the sides of the cars your
people use for transportation to each job, and later on, the sides
of your company van or pick-up trucks.
Each team should have an appointed team leader responsible for
the quality and over all completeness of each job assigned to that
team. The team might operate thus: One person cleans the
bathroom, makes the beds, and carries out the laundry, while the
other person dusts and polishes the furniture and does the
vacuuming. On jobs where you do the laundry and the dishes, the
third person can pick up the laundry and get that started, and
then do the dishes and clean the kitchen. By operating in this
manner, your work will be more efficient and the complete job will
take a lot less time. However, it is important that each person
you hire understand that the success of the business depends on
the "crew" doing as many complete jobs as they can handle each day
- not on how much they get paid per hour working for you.
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