Transform Your Carpet Cleaning Business with Grassroots Marketing Tips and Strategies

Understanding your real role as a marketer, investing in relationships, effective use of social media, omnipresent marketing, and focusing on client retention.

John Clendenning [00:00:00]:
Welcome, welcome, welcome to this, master class. We’ve got a great topic. I say that every time because I think all the topics are great if you’re trying to double your carpet cleaning business, home cleaning service business, whatever it is you got. There’s a proven way to grow these things. There’s things you need to know about. You are the entrepreneur. You are the business owner. We’re gonna talk about that.

John Clendenning [00:00:22]:
You you you know, if you’ve been on, you know, more of these podcasts, more of these calls, you know what I’m adamant about. I’ve helped companies for years, my own for thirty years, others grow through half a million, a million, 2 million in very small markets. So, yeah. So I just wanted to, you know, make sure that everybody who’s jumped on here is got their thinking caps on, you’re ready to grow because I really, really, really wanna unpack this one.

John Clendenning [00:01:24]:
So we spent the last two months talking about planning your year. So the first one was sort of like mindset, plan your year, get your entire year of marketing in place, really think through it, what are you gonna do. We talk a lot about poles in the water being about how you create a lifestyle business where you have employees, you have growth. Are you in a small market, thirty, forty thousand population, and just wanna build a million dollar business? If that’s your goal, that you can sell for a million dollars maybe, how’s I’ll be that. That is wide because small town, you do more. You’re in a big town, you go deep. Right? So you you before you go wide, you just you dominate. Right? So, that’s we’ll talk a little bit about that.

John Clendenning [00:02:07]:
We talked about that on a lot of our training sessions and and stuff like that. So, last month, we talked a lot about now unpacking the numbers, unpacking the the plans, the blueprint as we called it. This month’s topic, which is really about from slow to go and, you know, the grassroots marketing strategies that you should never stop. So they help you bootstrap from 0 to 10,000, 15 thousand, 20 thousand a month in consistent revenue. Then once the business is rolling, once you’re at $20.30, 40,000 a month, hopefully, you’re there already. If you’re not if that sounds like a stretch, it shouldn’t be. And we’ll we’ll unpack why that should not be a stretch for anybody on this call. If you put your thinking caps on and really plan, if you lean into what we’re talking about, it’s been taught hundreds and hundreds of times.

John Clendenning [00:02:54]:
It’s it’s not hard. It’s just you have to aim at it. So if you’ve got that mindset and you understand who you are and what you’re what you’re actually what business you’re actually in, talk about that today as well, then, yeah, doubling your business this year should be easy. Maybe if you’re 5,000,000 a year going to 10,000,000, that might be a bit of a stretch. There’s ways you can do it actually by acquisitions and and other growth mechanisms. But the law of big numbers, the bigger the numbers get, the harder it is to double them. But if you’re doing a hundred or 200,000 or 300,000 right now a year, to double that in one year, it’s just a bit of dedicated effort. I’ll show you exactly how to do it.

John Clendenning [00:03:34]:
So last two calls were great as the setup. This call now, this master class is all about ways to boost your cleaning business. We’re in winter. We’re moving into March. So, you know, it’s been a bit of a brutal winter in certain areas north you know, the Northern Half of The United States into Canada, stuff like that. It’s been a brutal winter. The colder it is, the more snow it is, the quieter the phones are. So that just means the more marketing you need to do.

John Clendenning [00:03:58]:
Today, we’re gonna be talking about from slow to go, grassroots strategies to boost your your cleaning business. In the off season, it says there, but let’s not just rely on the off season. How do we do this all the time? How do we just boost our business and double it? Does that sound fair? Let’s do that. So normal housekeeping, turn off your cell phones. Unless you’re watching this on your cell phone, then don’t turn me off. Turn off Facebook. We have not figured out how to stream that into Facebook yet. Cyrica has got us, a task to learn how to get us streamed into the Facebook private group.

John Clendenning [00:04:30]:
So if you’re not part of carpet cleaner marketing secrets, please join carpet cleaner marketing street secrets. There’s a big announcement coming very soon about, some transitioning on that as well to really, really, really lean into AI, and all the stuff that, that we’re doing internally that we’re gonna be handing out as well, a bunch of really cool stuff. So, anyways, turn off Facebook for now unless we’re until next time when we’re streaming in Facebook. Cleaning a home service business and you’re serious about getting results, the next sixty minutes, I’ll try and keep it to sixty minutes, is, is gonna be the most important that you’ve done this month. And I mean that seriously, sincerely. And that’s my goal and my commitment. So if I don’t meet meet that mark, tell me. Send me an email.

John Clendenning [00:05:12]:
Send us a text message. Whatever. Tell us that we didn’t meet that mark. Because what we’re gonna be talking about is mastering the hustle. We are all hustlers. We all need to hustle to run a business. Unless you’re sitting with gobs and gobs and gobs of cash, like, you’re sitting on a hundred thousand dollar marketing budget and five years to to build a million, multimillion dollar business, and you’re gonna reinvest a % of the profits back into marketing, I guarantee you, you will learn enough lessons that in five years, you will be running a million dollar cleaning empire of some sort. $12,000,000.

John Clendenning [00:05:46]:
Right? For the rest of it, that wasn’t me. I wasn’t sitting on hundreds of thousands of dollars and could invest a % of of of profits back into marketing not needing to take a wage. That’s not most of us. That’s some people that maybe come with investment capital and and and those kinds of things. But if that’s not the case, let’s talk about bootstrapping. Let’s talk about the the way we do it. If we’re year one, year two, year 10, year 20, and we haven’t gotten out of the truck yet or we’ve gotten out of the truck, but we wanna double. There’s a whole bunch of things like that.

John Clendenning [00:06:13]:
So we wanna discover the power of grassroots marketing, smart, low cost, free growth strategies. Sound cool? We wanna wanna boost on a budget, learn how to maximize our marketing impact with strategic cost effective tactics, gorilla growth tactics, explore unconventional budget friendly strategies to drive your business forward, and then the slow season marketing opportunities. What are we gonna do? What did we do through January and February? Should’ve been the busiest marketing season you’ve had if you’re in the North because you market your butt off to keep the keep the lights on. And then now we’re going into March. March might be a bit messy because it’s a bad like, it’s a nasty snowy year. So we’re not I don’t think we’re gonna have, like, you know, a mid market, or mid March shorts and T shirt weather, anything Northern Half United States into Canada. Like, it’s just not happening. Right? So, this year is gonna be a miss mix of wet, mucky, cold.

John Clendenning [00:07:07]:
March, April, sometime, might even be into May. We’ve had years where it snowed in May. And we know that when it gets gray, it’s getting gloomy, it gets cold, it gets wet. Call volume slows down. So we’re gonna talk about unlocking those creative ways to attract customers and keep the revenue flowing in the off season, in the slow season. If you’re in a place where the economy is stretched right now, we’ve got massive amounts of FUD, right, in the market. It’s been there for the last year or two, and we don’t know which way it’s gonna go. Like, we got markets talking about crashing while other markets are talking about growing.

John Clendenning [00:07:41]:
We’ve got unemployment rates going up while interest rates are coming down again finally. And, like, and but possibly going back up again, and it’s like, we’re we’re ready to clean carpets. What’s this all about? Well, it does mean that the ideal client that we’re targeting has changed and probably changed permanently for the rest of our lives. This isn’t gonna be fixed in three months or six months. Permanently for the rest of our lives, the market has changed. Also, permanently for the rest of humanity, unless there’s an electric grid failure and a asteroid or you name it, whatever, a solar flare, AI and automations and all of that massive speed that just keeps getting faster and faster and faster is not going to slow down. So all of that in mind, we are solving for all of this today. So it’s a big lift.

John Clendenning [00:08:35]:
Stay to the end. We got a resource kit to give out including what this whole call is about, the grassroots marketing guide. It actually is a complimentary guide. You can come back and listen to this replay in, this call and replay and go through the guide, fill it out, make your decisions. We’ll talk a little bit about that because, and there’s an actual training in there as well about how to implement stuff. The biggest issue that we run into as human beings is we get lots of great ideas. Hopefully, we do. Hopefully, you’re driving around in your car and you’re listening to business podcasts and business books on audio and training courses and all that.

John Clendenning [00:09:10]:
If you’re not doing that, you’re not a student of your craft. Your craft is the owner, entrepreneur, and I’ll teach you a little bit in a second, of your business. And if you’re not the student of that constantly in your twenties, thirties, forties, fifties, sixties, if you’re not constantly upping your game, learning what’s going on, staying on top of it, getting ideas from inside and outside the industry, you are there’s there’s competitors beating you to the game who are doing that. Right? And you would go, John, I know everybody in my marketplace. You know? Fred that runs Fred’s Carpet Cleaning, bit of a bit of an idiot. He’s he’s not a bright guy at all. Tom over there is distracted. Blah blah blah.

John Clendenning [00:09:53]:
He’s going through a divorce. Blah blah. I’m not really worried about it. Be worried. There’s a 25 year old kid who’s figured this all out, who’s just ready to start a business in your marketplace, who could just knock you and all the other guys out of business. We’re getting it right. Do it right. Do it right.

John Clendenning [00:10:08]:
So low cost grassroots is is a way to at least get from 0 to 10 k a month. That should be easy. Why do I think that should be easy? Part about who I am. I started my business, my my carpet cleaning career in 1995. I actually started, my business career in 1990. In high school, started a window cleaning company on a bit of a lark, and then started jumping over the side of 40 story buildings in little swing bosun chairs, they’re called, climbing down. No sphere of heights whatsoever. Love heights, actually.

John Clendenning [00:10:41]:
So I would climb down over the side. You’d spit first. If the if the spit went out into the middle of the road, you wouldn’t go down. If the spit smacked against the side of the building somewhere halfway down, You you you it was okay to go because the wind was pushing you into the building. And just did that for a number of years before I went, wait a minute. I’d rather be on the ground. Started a carpet cleaning company, janitorial business, then a carpet cleaning company, and just expanded from there. So I’ve done this.

John Clendenning [00:11:05]:
I know what works. I also had no clue how to run a carpet cleaning company and did learnt realized I didn’t know what I didn’t know. So by the end of nineteen ninety five, ’30 years ago this year, started in May of nineteen ninety five, I in a town I just moved to because I was a shy kid, did not wanna walk in the door of any business or any home and find out I knew the guy behind the counter or the gal behind the counter from high school or the owner of the business or anything like that. I moved an hour away, an hour and fifteen minutes away, to where my sister lived, rented a broom closet from my brother in law’s computer store, and started my business and had zero calls other than her friends. And then had to figure this out. By the end of one full year in a town of 30,000 people that I knew nobody was doing and there’s no Internet yet, 1995, and the yellow pages came out in March, so I missed it. And the yellow pages is at least a starting point for where you got, you know, new jobs and stuff like that. That finally came out the next year, but by that point, I was already doing $10,000 a month in revenue in 1995, ’30 years ago money.

John Clendenning [00:12:15]:
Right? So with major competitors already in town and stuff like that. Within two years, I bought out a a business town over. Within the next year, I bought out another business and all with good banks and good business plans and stuff like that. Had to learn all that stuff. So that’s what I’ve done, and I’ve helped other people do the same thing. So I stayed in the industry for thirty years, bought Molly Maid franchises and janitorial and and helped, franchise network grow from zero to a hundred and 60,000,000 a year and sell off to Belfour and stuff like that. There’s a bunch of stuff I’ve done. I’ve been a keynote speaker, wrote the book on the on the whole subject, and all of that kind of stuff.

John Clendenning [00:12:50]:
So I have a history of this, but I I’ve also taught it to other people. So if that’s important to you, there’s something there. Also, the host of the Carpet Cleaner Success podcast, industry leader of the year, last year 2023, so I guess two years ago now, in CleanFacts magazine. And there’s a bunch of cool CleanFacts announcements I’m gonna I’m gonna share with you soon. That’s something you should be putting on your calendar as well. So I’m gonna show you that before the end of the call. So stick around. There is an amazing event coming up, March, that I’m sponsoring, I put on with CleanFAX, and it’s really cool, and I wanna show you that as well.

John Clendenning [00:13:27]:
So, stay tuned for that on this call. Okay. So what do we do? Right. I I sold my carpet cleaning business, the final brick and mortar, like, I guess I said nine four years ago. Five years, almost six years ago now. Holy crap. I started Carp Clean and Marketing Masters. I’ve been doing some digital marketing just for the Chamber of Commerce and stuff like that.

John Clendenning [00:13:51]:
I was speaking about all this stuff and people go, John, can you do that for me? And next thing you know, I I also own this digital marketing company. Very small. Couple peep you know, couple, remote team members overseas and stuff like that. I’m still running my carpet cleaning. I’m still running my all my other businesses and started this. So eventually, we formalized it into carpet cleaner marketing masters in, 2019, ’20 ’20. So four, five and a half years ago now. And but we’ve worked with people, like, with carpet cleaners for years and years and years, and talked to hundreds of carpet cleaners a month on what’s working right now for you guys.

John Clendenning [00:14:28]:
The business I sold, I’m still involved in. They rent my shop. There’s all that kind of stuff as well. So I’m still knee deep in the business, just so you know. So what what I try and do is help our clients become the top cleaning brand in their local marketplace so they attract the best clients, are able to charge the top rates, and they’re booked out weeks in advance. That just sounds boilerplate. And I don’t mean you wanna only be targeting the best clients in your marketplace. And clients is a very important word.

John Clendenning [00:14:57]:
You don’t want customers. I talk to way too many carpet cleaners that believe that it’s paid ads they need more of, more leads to grow a business. And I’ve also talked to many, many, many hundreds of carpet cleaners who have gone bankrupt chasing more leads. They’ve gone on TikTok. They or sorry. Thumbtacks. Or they’ve gone on HomeAdvisor. They’ve gone they tried Groupon way back in the day.

John Clendenning [00:15:21]:
They think that Google Ads, local service ads, Facebook ads, all of these things are the way you run a carpet cleaning company. Three rooms in a hall, $99. Like, no. No. None of it. If you charge chart target the best clients with the right approach and the right business model in any marketplace, your average job is $5.06, $700 residentially. If that shocks you right now, reach out to us. If that’s going, yeah, John.

John Clendenning [00:15:48]:
I know that. Cool. Let’s lean in. Right? But you know who you are. You know which there’s only about 2% of carpet cleaners that that charge top rates, are booked out and have people coming back for more because they get what we’re gonna be talking about today. And this is just gonna again, the smartest people sharpen the saw at all times. So they’re on these calls learning. They’re on the podcast learning because it’s like, yep.

John Clendenning [00:16:14]:
Know that. Know that. Oh, there’s a good tweak on that one. Thank you. And that one little thing could add an extra hundred, 203 hundred thousand dollars to their revenue in a year just by picking those little things. For the people that are under $2,030,000 a month in revenue, you got work to do, but it’s part of what we’re gonna talk about today. You gotta hustle, and then once you hustle, you you put in the funds who now grow. And you continue to hustle, but now you also also create the flywheel that gets you to grow.

John Clendenning [00:16:46]:
So what is that flywheel? The three principles of omnipresent marketing. Why omnipresent first? What does that even mean? If you are seen as the best known in your marketplace, best known cleaner, best known plumber, best known roofer, you get most of the work. Everybody else picks up the scraps, and you don’t have price problems. The discount guys are need to do discount to try and get, oh, pick me, pick me, I’m cheap. The best known is, hey, we’re good. If you want us, we’re here. Right? So that’s a very, very important distinction, and you wanna make sure that you are the best known and you’re best known when you’re omnipresent. Everywhere they go, your ideal client who would be interested, again, client, multiple visits, five, seven, 10 repeat visits because of your marketing is a client.

John Clendenning [00:17:43]:
One time transactional customer will never build a business. Just so you know, it costs too much money to buy customers. You gotta keep them. So omnipresence, you wanna maximize your opportunity to generate a qualified lead. Qualified lead, are they willing to pay $3.04, $500 for their average residential carpet cleaning job, upholstery cleaning job, tile cleaning job, and do it a couple times a year? If they are, they qualify. There’s lots and lots and lots of ways to get them, but you wanna put them through your funnel. And you wanna have a funnel. You won’t even know what a funnel is.

John Clendenning [00:18:14]:
You wanna maximize your brand impressions. Why? Everywhere people go, they that are your ideal target market. They should see you. They should know of you. They should feel good about you. You should be able to tell them why you’re different, why you started the business, why you guarantee absolutely everything so much that they just need to try you out because if they’re not happy, you’re gonna re clean it. If they’re still not happy, you’re gonna give their money back. You’re gonna help them find somebody else who can get a cleaner.

John Clendenning [00:18:46]:
Whatever it is, you are just the best in the marketplace and you stand behind that. You don’t go, oh, people are gonna screw me, John. Yep. One out of a thousand, one out of 500 will screw you. The other 499 will buy from you, and you wouldn’t have gotten them without guarantees like that. Right? And then you wanna make sure you have your impactful brand messaging, and we’re gonna unpack all of that. And then we wanna make sure that you’re maximized for conversions. Talk about this a lot, but most businesses don’t even know what that means.

John Clendenning [00:19:15]:
Do you have scripts to answer phones so that you convert more people? Do you even track the phone calls, the form fills, the emails, the text messages, the messenger? Do they all come into one tool? Do you know how many inbound inquiries you’re getting from each source and your ability to turn them into a customer and the average first time visit versus the average second time visit dollar amount. Most people dip their toe in the water the first time. So if your average, if your minimum charge is only $200 and I, I believe it should be at least that if not more, if your minimum charge is less than $200 you haven’t figured out the business you’re in yet, just so you know. If it’s $200, 2 50, somewhere in that range, yay. You’ve you’ve figured out the business you’re in. Some people are way more than that. In carp cleaning, residential, in small rural markets where their competitors are $60.70, $80.90 dollars minimum. You cannot go out the door for that and make money and run a thriving business.

John Clendenning [00:20:08]:
It does not work. So you wanna maximize your conversions? That just means you’re following up with people until they buy or die. And you’re doing it in the right way. You have the right scripts. You have the right mechanisms. You’re you’re you’re doing all of that. Right? So that is the premise. That is what we talk about.

John Clendenning [00:20:25]:
That’s that is how every everything dovetails into those three principles of omnipresent marketing. So what is the biggest challenge I see faced by most new or low revenue cleaning businesses? I’m gonna couch low revenue as being anything under 15,000 a month. That’s pretty low. You should be able to close your eyes and and and and make $15,000 a month within about three to six months of a brand new business if you’re doing it right. And I’m gonna show you exactly how if that’s helpful. Right? What is that biggest the the biggest challenge? The answer is not being laser focused on marketing. I’m gonna prove that to you. Right? You are not a cleaner.

John Clendenning [00:21:13]:
You are a marketer. That’s if you own the business, if you went into business, that is your your most important game, and I’m gonna prove that to you. Because most people wonder, hey. Where are my customers? Right? That’s that’s the question. Where are all my customers? How come the phone’s not ringing? I need more leads. I need more leads. And if you’ve even said that out loud or called a marketing company or question, and that’s been your message, you’re aiming at the wrong thing. You will always have a problem, and I will prove that to you.

John Clendenning [00:21:45]:
It might sound contrarian right now if that’s not where your mindset is. I talk to probably 80% of the people find that contrarian. 20 go, yeah, John. I know that. That’s why I’m successful. Let’s let’s get you into the success crowd. Let’s do that eighty twenty. Let’s get you to the 20% that get this part right.

John Clendenning [00:22:03]:
Where are my customers is not a question you should be asking. Because if you own a business, you are in the marketing business. Dan Kennedy, who I learned from, Dan Kennedy, who Joe Polish learned from, Dan Kennedy, who a lot of people in a lot of industries learned from. All these books, I have every single one of them on my bookshelf. I’ve read every single one of them over the years, and I’ve listened to all of them on audio. Every single one of these books. Why? Because they’re gold. The knowledge you pick up from somebody as bright as as Dane Kennedy who as an example, and there’s there’s others.

John Clendenning [00:22:45]:
There’s like Jay Abraham and there’s, that we all Howard Partridge, great to learn from, obviously. And, yeah, pick your points. Like, Alex Harmosi is sort of the new he learned from Dan Kennedy. Russell Brunson learned from Dan Kennedy. So his whole, experts series, traffic experts and, .com secrets experts. What anyways, the the the the the series, and then the final one is the linchpin, the fourth book he just released last year. Russell Brunson, amazing. He is a Dan Kennedy alum.

John Clendenning [00:23:17]:
He’s he’s from he actually bought magnetic marketing. I used to be a magnetic marketing coach back in my early like, I met Dan. I paid him money and learned how to coach because I’ve learned so much from him, things like that as well. So, you know, all businesses succeed or die on effective marketing systems. That word systems is really, really, really, really important. In fact, I gotta get my highlighter. Oh, John’s got his highlighter out. I know.

John Clendenning [00:23:42]:
I get it. Systems, really important. Marketing done well, does the majority of the selling for you. Right? So you wanna make sure that you’re doing your marketing well. Right? Because it is what does the majority of the of of the selling as we as we said there. So, actually, I’m gonna try and get let me do highlighter. I want the highlighter instead. Okay.

John Clendenning [00:24:07]:
The greatest day in a in a business owner’s life is when he or she stops being the doer of the thing and becomes the marketer of the thing. Right? Absolutely true. So let’s figure that out. So not enough marketing budget, not a problem. It’s absolutely not a problem. You go, well, John, once I make enough money with leads, I will then start to market my business. My answer is you will never make enough money with leads and paying for leads to to market your business. I’ve seen guys make as much as $20,000 a month running just Facebook ads and go broke.

John Clendenning [00:24:52]:
It’s all discount. No revenue left over. 20,000 is not that much if you’re only clearing, you know, after ad costs and after gas and solution and all that. $4.03, $45,000 to take home. That’s what actually happens if you got one lead source and you’re hanging your entire hat on new leads, new customers every day. You will never turn the corner and grow. Maybe never. I’ll give it a 99.8% chance you won’t.

John Clendenning [00:25:23]:
There might be a point two where it worked out for somebody, but I’d have to peel back the onion to see if that’s even true. I’ve never seen it, and I’ve talked to thousands of carpet cleaners, consulted hundreds, and on all different levels. And the ones that don’t believe me tend to come back afterwards and go, okay. Now I believe you. And that might have been five years later and lost a marriage, lost a house, and now they’re ready to try again. Right? So the open secret is that to grow a successful cleaning business, a portion of every dollar earned, I say 20%. Howard, if you’re listening to this, I understand you have a lower number. I have not found it works less than 20% if you add in what marketing is.

John Clendenning [00:26:01]:
All the costs, 15 at a low end, but I wouldn’t even I would when I went to sell my businesses, I’d ramp that up to 25%, run it for two or three or four years, over market, grow the business, and sell it at top dollar on a on an upward trend. Even if the business had plateaued because decades and decades. Right? Invest more into marketing and sell it for hundreds of thousands of dollars more. Did that for every one of the businesses. Right? So because you must, must, must put that money back into effective marketing. Less marketing means less leads. Again, the word I hate. It means less jobs.

John Clendenning [00:26:35]:
It means less clients. That’s the word. A client comes back again and again and again and tells their friends about you because you market to them to do that, And it means significantly less money now and to the future of your business. So the lifetime value of a client isn’t just a, I’ll get to that someday. The lifetime value of a client is the most important thing to be concerned about. Can you get back into that house again and again and again? Put an iron fence around your customers, turn them into clients, lock them in place. Can you do that? Hopefully. We’re gonna talk about that.

John Clendenning [00:27:15]:
Right? Why businesses fail to grow? Are you gonna be able to handle the truth? I hear what the business owners tell me all the time. I’m on calls every single week with our own clients, but also with, people interested in consulting and learning and stuff about what’s wrong with their business and how do I correct this, how do I double my business this year, John. I started out on a shoestring budget. After acquiring equipment and legal setups and all that, I had little left to put into marketing expense, and I hear this word a lot. Is marketing ever an expense? Couldn’t be. It is always an investment. My sales are too low to invest in marketing. If I could only get more sales and money coming in, then I will start marketing.

John Clendenning [00:28:04]:
Wanna know the truth? Many new and broke business owners lack a marketing mindset. They go into business as a technician. Oh, I know how to do the job. They’re the doer. And with very little thought or understanding that they’re actually the entrepreneur, the marketer of the services. If you’re not marketing every single day in many, many ways, multiple poles in the water, twenty, thirty, 40 poles in the water generating one, two, three new clients a month, four new clients a month, there’s your 50, two hundred new new jobs or at least inquiries that you now have to convert with conversion principles that we talk about on other master classes. Now you are, you’re building the the the the the growth engine, and then the lifetime value means that every say you landed five new customers this week, and your average job on the we talked about this over the last two months, but your average job is, say, $300. 5 new customers this week, $300, that’s $1,500 is all you’ve added to your business.

John Clendenning [00:29:19]:
If you understand what a client is, each one of those customers, at least half of them, at least half of them should be worth 5 to $10,000 over their lifetime if you market to them well in repeat business and referrals. The other people that they refer to you, one out of five should refer you minimum. You should know your numbers. Is that actually happening? If not, do you have a referral program? Like, we’ll we’ll talk about all of this kind of stuff, to as much detail as we can on this call. But so now, say if we did, again, five a week, three of them turned into lifetime clients, and they averaged $10. That’s $30,000 you just added to the lifetime of your business this week because you know you have a back end that will get them coming back again and again and again. Without that, you made $1,500 to your company once. With it, you made $30,000 from the exact same people, which sounds like a better number.

John Clendenning [00:30:12]:
Right? The marketer understands this. The marketer has the marketing mindset and fully gets this. So we want you to have a marketing mindset. That what’s the solution? To just understand that you are the marketer of your services first and foremost. Everything else is secondary. Everything else. What truck mount you have, what method you use, all the stuff that sounds important. Isn’t, this is.

John Clendenning [00:30:43]:
I know guys running million dollar businesses doing NCAP residentially. Good, bad, or ugly, we can add no shade, whatever, because they have marketed their way into a clientele that that makes sense for. As an example, we know people that are doing, they market so well that, again, their average competitor is $99 for three rooms in a hall, and they’re $700 for an average job, residentially, in the exact same marketplace, and can market the difference and sell the difference to the customer. They get all of it, and they’ve just they’ve learned it. They’ve put it in place. Right? So consistently implementing time tested low cost out outreach marketing strategies every day, every cleaning and home service business that wants to grow and thrive, a thriving profitable and sellable sellable business, key, should be doing these regardless of the the size or years in service. It never stops. I sold my business four years ago, May 21, up until a week before I was still doing everything I’m gonna talk to you about today.

John Clendenning [00:31:49]:
You wanna reinvest 20% of your projected revenue? I prefer projected. I’m like, hey. Over the next three months, I wanna grow from an average of 15,000 a month, which is what I did this time last year, to an average of 20,000 a month. What am I gonna do to do that? That becomes projected. Now I can invest 20% of that, $4 a month. Now I know my marketing budget to get there. You wanna at least do 20% of current revenue, but I actually prefer to push the needle. I actually prefer to, you know, put the foot on the gas and grow faster.

John Clendenning [00:32:23]:
Right? And that’s you use projected and then get there, and projected and then get there. Right? And continue to use low cost grassroots strategies to complement and supplement growth for as long as you run the business. You’re just stacking. You start with the things you can afford, time when you don’t have money. And then as you stack, you you hire people to do some of the stuff that you were doing once you get to that point. But at the very least, you get out of the truck. Right? At at the beginning, you’re working in the business, in the truck, on the business, business owner. Eventually, less in, more on, less in, more on.

John Clendenning [00:32:58]:
If you’re never working on the business, like, ten, fifteen hours a week working on your business, and we’ll share a list of things that mean on your business. If you’re not working on it, if you’re out doing the stuff that you can hire a $25.30 dollar an hour cleaning technician to do, if that’s what you’re doing, you bought yourself a job. If what you’re doing is the 500 to a thousand dollar an hour work, you meet a real estate agent, have lunch with them, it take you an hour, and they hand you three clients over the next year, and each one of them is worth $500 the first time. And high end real estate agent, their high end homes, you lock them in, you deliver a great service experience. You do a whole bunch of really cool marketing things. Marketing’s not advertising. Marketing’s everything you do to to show up in front of a customer, impress them, and have them coming back for more. Have them understand who you are, get awareness, and come back for more.

John Clendenning [00:33:50]:
You now have taken that hour of time with that real estate agent plus a little bit of follow-up to keep them nurtured well, to keep referring you, and you’ve turned that into, you know, maybe three initial jobs, $1,500. That was a $1,500 hour that you spent with them. It’s not that you’re not gonna get that from a technician. They’re not gonna have a $1,500 hour. But the lifetime value of those clients, that could turn into being, again, those 30,000 over the life. That was actually a $30,000 lunch if you took them up for lunch and talk for an hour. So how many of those can you do in a week? Why would you wait a year? Two? Why would you do you know? Hey, do you have, do you have, you know, referral partners coming in? Well, I got this guy refers me. Cool.

John Clendenning [00:34:36]:
That’s awesome. Do you have a plan in place to get more and more and more and more of them? So if I asked you in three months from now, how many do you have now? And I asked you in three months from now, how many do you have now? And how are you nurturing and grooming them and keeping them referring you and stuff like that? Now you’re thinking as a business owner. Now growth is inevitable. Now you can buy out other businesses that are struggling and just pick up where they are and advance them and stuff like that. You’ve got a plan in place. Right? So let’s take a look at some of those plans. Right? So what we talk about with our clients, we have a blueprint for success coaching. So winter slow month.

John Clendenning [00:35:12]:
On one of their most recent calls, we actually I started drafting this out just to show it in a different form. And I’m gonna actually bounce to it right now. Let me see if I’ve got There you go. Let’s confirm. Yep. So you can see my oops. Sorry. You can see my screen.

John Clendenning [00:35:27]:
So if you’re slow, if you’re in the winter, what do you do? Right? If it’s your first year in business, you don’t have a database. Fucks to be you. So you do all this stuff. If you’re more than one year in business, you have a database. By year two, this is gravy. You have a winter volunteer. So anybody from about six months ago, we used to run this through mid January because the first couple weeks of January is always pretty good. After Christmas, clean up, all that kind of stuff.

John Clendenning [00:35:56]:
You know, our we have promotions going off in November and early December about, you know, clean now or at the very least, wait until right after and we’ll clean up the mess so that you can make it through the the the mucky season, you know, without, you know, leaving all the all the holiday fuss and muss all over the carpets and stuff like that, and then we chase that one down. Right? Then we turn to our winter volunteer. Winter volunteers is to the database. It’s a multistep. So two to, three step two to three touches each step. So you don’t just go, oh, I sent an email. I sent a text message. It didn’t really work.

John Clendenning [00:36:32]:
People don’t want my offer. I gave them a a bigger discount. This isn’t about discounts. This is about more services for the same price. If it’s the off season, you can you stack? Can you bundle? Can you expand? Right? So winter cleaning volunteer. The people that booked in the last six months, I typically didn’t worry about them. I went back from six months ago to and then back eighteen months. So basically, two years up until six months ago, that was this crowd.

John Clendenning [00:36:59]:
Pulled the database through ServiceMonster. Use a tool. If you don’t have a database and a database tool, you don’t even understand what I’m talking about. You’re not in business yet. If you do not run a database of your customers, you’re you’re you’re missing step one. You’ve decided to to jump over step one. You’re in business to build a database and then your business to be the market of your services and then everything else. Right? So you wanna run that and you wanna three step it, include some phone calls and touch bases and and mailing physical mailing to their mailbox.

John Clendenning [00:37:31]:
Why? Because they’ll see that. Do people open and read emails? Not at all. Do you should you have email in the mix? Yep. It’s just it’s it’s a multimodality marketing system. You wanna hit them on the modes that they might be interested in. So text messages, phone calls, mailings, emails. Right? Every one of your touches has a combination of those built in, and then you also have scarcity. You also have ending soon.

John Clendenning [00:37:57]:
You have deadlines. You use psychological positioning and stuff like that. We teach our clients all about all of this kind of stuff. We got some training calls on this as well. You wanna wanna miss you. Anybody you haven’t seen in twenty four to thirty six months? Either I didn’t impress you or I didn’t impress upon you how often you should clean. So I’m willing to put my money where my mouth is. Right? Commercial muck, drop ins and mailings.

John Clendenning [00:38:21]:
So you can mail your database of commercial clients. Hey. The winter is mucky. Let’s get that cleaned and protected, and I’ll give you a half off touch up cleaning in six months or in three months in, you know, before the May, the June, whatever works for you. Right? So you can have that where they book now, you’re slow, and you come back in for a touch up cleaning in of just the traffic lanes in a few months. So they get clean, maybe they get you offer the protection for free right now. So you’re not giving them a discount. You’re not giving them a deal.

John Clendenning [00:38:51]:
You’re giving them a value, an extra $2.03, $400 of value for free. Right? Costs you a percentage of that, a a very small fraction of that. Right? And then routine anniversary reminders. You wanna make sure that you’ve got all of your reminders in place. So if it’s been eleven months, ten months, eleven months since their last cleaning, you’re now marketing the crap out of them. Right? So you wanna be able to do all of this kind of stuff to your database. You’re gonna stop in. You’re gonna chat with.

John Clendenning [00:39:18]:
You’re gonna bring a coffee, call on the way over, or call, hey, Tom at the retirement home. Love to pop around, just have a chat about the, you know, the maintenance services and stuff like that. Just see where you guys are at, see what we can help with, stuff like that. I wanna bring you a coffee. I’m gonna be hitting Starbucks. What do you take? Right? You sit down with Tom and you have that conversation. Grassroots marketing. Right? So you wanna do the five around.

John Clendenning [00:39:42]:
So if you stop at this commercial place, you wanna stop in at all of them. Just say hi. Just pop pop in your head in the door. Gonna take some free spots out. Check-in on them. See how their carpets are maintaining in the winter. Did you get my mailing? Here’s a copy of it. Blah.

John Clendenning [00:39:54]:
There’s a whole bunch of ways that you can do this. It’s not hard. You’re gonna hit the five businesses around it. Hey. I was just over at one of my clients across the street. Oh, social proof. Wow. That’s amazing.

John Clendenning [00:40:03]:
Right? And then you talk to them about the the the winter mock offer. Leave some information behind. Grab a business card. Start a follow-up nurturing routine. Condos. You wanna drop into into condominiums, offer to clean the hallways, offer to do a demo. Yeah. There’s a whole bunch of really cool condo strategies.

John Clendenning [00:40:22]:
Targeted niche outreach. So now you can like, this is where you target just chiropractors. You target just accountants. You target just any of those. Have if you have some of those clients, grab get an endorsement letter from them. It’s not that hard. If you don’t have them as clients, get the first one in the door, grab an endorsement letter, and then use that for everybody else. Right? There’s ways and then you get a second endorsement and third.

John Clendenning [00:40:46]:
Next thing you know, you’re walking into dentist going, hey. Here’s the 10 other dentists in town that we clean for. Here is their testimonial that they’re happy they made the decision to switch to us, blah blah blah, and now you’ve you’ve got social proof stacking more and more. You become best known. It’s not about price. And then strategic partners. We talked about that, like real estate agents, interior designers, maid services, flooring stores, lots and lots and lots of them. We’ll talk about a few more as well.

John Clendenning [00:41:12]:
And you wanna do new partner intros. You wanna go in take the ones that you already have as partners out for lunch, out for coffee, anything like that. You want to get them to refer other people in their industry in the local marketplace that you could go and meet. So get get a a two way introduction there so that you could take them out and talk about the new, you know, and, retail referral outreaches as well. If you stop in with food, have a candy bowl that you top up at all of the places that are that could refer you, that their clients are your clients, and you stop into those and have a retail referral reward program, there’s a whole another avenue to get customers as well. So, so just wanted to kinda share that because ultimately what we’re talking about when we’ve shared this on other ones, you need to have a whole bunch of poles in the water, and we’re talk we just talked about a couple of these up here. We’re talking and we’re gonna talk about a couple more of these going forward because you need to have a all in perspective. There is no paid ad.

John Clendenning [00:42:18]:
I got people, oh, I run Facebook ads. Oh, I do Google ads. Okay. What about all the rest? Takes a lot more than one ad platform to run a business, to grow a business. So take a look at that. And let me get back to my if I can find the PowerPoint. Give me a quick second. There it is.

John Clendenning [00:42:43]:
Found it. Okay. So let’s go down then. Let’s go down the list. First thing is gonna be scripts. You need to have everything scripted. You need to have the experience that you deliver to the client scripted. When you walk in the door, how you call ahead of time, how your technicians should call ahead of time.

John Clendenning [00:43:03]:
You’re gonna listen. You’re gonna practice. You’re gonna, like, role play. It sucks. We hated it in school. We hate it. But you’re gonna do it because that’s how you sell better. That’s how you grow.

John Clendenning [00:43:13]:
That’s how you get, instead of a hundred and $50 an average job, $400 an average job. It’s not, well, their customers are better than my customers. Nope. They’re just better at it. So you just have to up your game. It’s all learnable skills. Right? So if that right? You wanna be make sure that you’re preparing and practicing persuasive sales scripts so that you get the confidence to sell your services. Do you have multiple packages? Like, do your customers have a choice between you, you, and you? Your base level package is this is, you know, at a price maybe slightly higher than your competitors, and then you have two higher priced packages that you know how to explain.

John Clendenning [00:43:49]:
And if home comes to me, well, that sounds really interesting. I’ll take that one. It happens in every other business. A really well run business will some people might take the mid efficiency furnace. Other people will buy the super high efficiency furnace at three times or twice the price. It didn’t cost them twice as much to install it. It cost them no extra install it. It didn’t cost them twice as much to buy it at wholesale.

John Clendenning [00:44:17]:
It cost them maybe 10% more, and they doubled the price. Their profit is way bigger. That’s how businesses run. You need to have the confidence to sell that, and your technicians need the confidence to sell that, and that is done with persuasive scripts. You wanna keep the conversation on track. You wanna allow, allow you to get your key differentiating points across to each customer. So on the phone, by chat, everywhere. Right? You need to be able to clearly answer questions to why should they choose you over everybody else.

John Clendenning [00:44:47]:
And the hint is it should never be about price. If you’re marketing price, if you’re telling people your prices, if your website shows your prices, if your ads show your prices, you are telling the customer that price is the most important thing to them before they even call. And then you’re gonna tell me, well, everybody who calls John is only interested in price. Gee. I wonder where they got that from. I looked at all your marketing. I can tell. If your marketing is not about price, next thing you know, your phone calls aren’t as well.

John Clendenning [00:45:19]:
It’s about quality because you’re telling them to think about something different. When you know, you should be using them for inbound leads, direct phone calls, chat to text leads, social media. This is why I say right now, AI is just not your best answer as a as the front end. You have a call center answering your phones live who could be real. You have a call center or or yourself, somebody like, you just should never be doing this in the truck. If you’re out in the truck and you’re answering your own phones, you’ve lost half your your sales already, and I can prove it to you. So, no, you have somebody else answering your phones who only gets paid when they book a job in. Right? Call us if you need a a referral.

John Clendenning [00:45:57]:
Rachel, at the call studio, lovely, lovely people. They’ve answered my phones for my carpet cleaning company for twenty years before I sold it. So when anytime anybody went on maternity leave and eventually during COVID and nobody’s in the office, they just answer the phones, and now they’ve just continued. Right? So when I sold the business, Carl, who bought it, uses them, and so do many of our other clients. You just add their price into yours. Like, they charge, like, $20 US to book a, book a customer, and they don’t charge you for anything else. So add $20 to your bill. They’re free.

John Clendenning [00:46:32]:
You don’t have to answer the phone. They are persuasive. They understand scripts. They understand all of that. You wanna make sure that your DMs and your your all of that is in there. You wanna make sure that on cold outreach, when you stop by a commercial place, what do you say? Write it out. Rehearse it. Practice it.

John Clendenning [00:46:50]:
Jump into chat t p t. Ask a bunch of questions. Come out with something. Learn it. It’ll be a mess the first ten times. So just do it. I know people. Again, I was able to, as a shy kid, without any of this stuff, read a whole bunch of books, figure it out, show up, be embarrassed, go red faced, and eventually, a month or two later, I didn’t care anymore.

John Clendenning [00:47:14]:
I just showed up, walked in, chatted, and off I went. Right? So still a little bit of a butterflies as I’m on approaching and opening the door, and then off it goes again. Right? So, so you wanna make sure you have those cold outreach script. What do you say when you walk into a hotel? What do you say when you walk into a chiropractor’s office? What do you say when you walk into a, accountant or anything like that? Right? What do you say when you sit down and talk to a referral partner? You just need to have the basics. Right? So so you wanna have inbound scripts that on the phone, you’re deflecting from price until you can explain why you’re different. And you do that in a way that doesn’t have them going, I just want the price. If you do it well, it’s a two way conversation, and they feel like they’re leading it, and you’re actually leading them towards making a better decision if they qualify as the person that cares to make a better decision. Database follow ups and check ins.

John Clendenning [00:48:05]:
You wanna do a quarterly check-in call on all your commercial and I would say even residential clients every quarter. Hey, missus Jones. Just following up on the cleaning. I know it’s been a couple months. Just wanna make sure the spots and stains that Tommy said he the red wine stain in the dining room and, like, just from the invoices. Just call up on that. Awesome. Awesome.

John Clendenning [00:48:23]:
Wanna tell you a little bit about what’s coming up next with us. If there’s any anything you need from us, here’s a couple things that our VIP clients like you have advantage access to and advantage of, whatever. But, ultimately, just making sure everything is looking good. And if there’s anything you need, remember, we do carpets, upholstery, tile, docks, whatever your services are. And we we’ve got a whole Rolodex of of the best pressure washers, window cleaners, and everybody else in the in the local marketplace if you’re looking for a referral as well. So just thought I’d leave that out with you. And, yeah, I’ll check-in with you later in the year. Thanks.

John Clendenning [00:48:56]:
Three months, six months, maybe at nine months, you can give them a call. But what we did is +1, 0111213 was our reminder sequence. If they didn’t book by ten, they got the eleven. If they didn’t book by month 11, they got the twelve. So but that’s that’s the kind of follow-up. Annual reminder, promotional offers, and promote that’s what I just thought. Annual reminders and promotional offers, Mother’s Day, back to school, holiday season, so Thanksgiving and Christmas and winter muck. Those were kind of the big ones that we did sort of that January to February, that Mother’s Day, May.

John Clendenning [00:49:29]:
Then, we did something around usually, like, the, you know, July 4 where, you know, that kind of stuff. I was in Canada, so we did the July 1, but whatever. And then back to school for August, September. But we also knew which one of our clients had kids and which ones didn’t. So we targeted the back to school to the clients that had kids as well. But lead list check ins, so anybody who was a lead who didn’t book do you have a database of leads? We talk about that on our our conversion and, master classes and stuff like that. And then your in home quotes and cleaning visit. How do you upsell? How do you get people to pay twice as much to go into your highest price package? Because you have three separate packages, and that includes protection and sanitizing and a one year warranty and a touch up cleaning in six months or whatever you’re gonna build into that.

John Clendenning [00:50:17]:
Right? How do you get them into that without knowing what to say? So you create scripts, you practice, you try them out. You you don’t say, well, that one person said no. No. What is this statistically significant amount of data to determine if your script is working? Right? You is that 20 customers? You should know within two weeks. If you’re doing two or three jobs a day, you should know within two weeks if your script is upselling what percentage. We found that done well, about 30% of our clients would take the highest price package, which Carl is now selling. When I sold the business, it was 97¢ a square foot when it cost 75¢ a square foot to replace carpet. Now he’s got it up to a dollar 27 a square foot, and 30% of the clients take that package.

John Clendenning [00:51:01]:
Why? Because it’s really well positioned. So so what does the script look like? Here’s an example of a persuasive script that we teach our clients on. Right? So, you know, I’m calling to get a price on cleaning my carpets. We don’t give them a price. We smile on the phone. Right? I can certainly help you with that, and then off you go. And some of the things are, you know, you know, what inform hey. It’s a great day here at Acclaim Carpet Cleaning.

John Clendenning [00:51:28]:
What information, you know, I’d love to make your day great too. What information can I get for you? Changes the entry of the call. All of a sudden, you don’t get them calling for a price. Like, they oh, wow. You threw them off guard a little bit. Awesome. I can definitely help you with that, ma’am. What, what research have you done on us so far? What do you know about us? And you say it that way even though as if you’ve just said it the first time, but you’re saying it in that way because you wanna find out how they heard about you, and it changes the entire rest of the conversation.

John Clendenning [00:51:55]:
But you wanna make sure you have the deflection off the price, the framing. You wanna make sure you have the linchpin that allows them that allows you to explain. If you don’t have the linchpin in the middle of your script, they’re gonna go they’re gonna check out. So you wanna make sure you know what all of that means. Right? You wanna do in person sales visits. So you’ll you’ve practiced some scripts on that. You know how to walk in the door. You know what to say.

John Clendenning [00:52:19]:
Some people are gonna dismiss you. Other people are gonna smile sweetly. But you it doesn’t matter. It’s it’s it’s, you know, it’s no no skin off your back. You’re just gonna go. Right? So, you wanna set aside a specific time every week. Not every so often. Not when, oh, I’m too busy this week.

John Clendenning [00:52:37]:
I’ll get to that next week. No. If you’re too busy, hire somebody. You’re not the technician. This is your job. So every week, stop into at least 10 commercial facilities. Offices, hotels, medical offices. One of our clients did this prior to lining up with us, started a brand new business a year ago, and did a hundred and $50,000 in commercial facility cleaning, carpet cleaning, carpet cleaning in three months, in nine in his first ninety days of a brand new business, brand new carpet cleaning business.

John Clendenning [00:53:13]:
I’m like, holy crap. I was pretty impressed that I was doing, you know, 10 and then eventually $20,000 a month in cleaning, some of it commercial, some of it residential, blah blah blah and all. Back thirty years ago, 50 in ninety days blows me out of the water. Right? Introduce the company, offer a complimentary on on the spot spotting demo or a time to come back and do a 50 square feet full demo, leave information, any special programs, offers. Again, not discounts, not discounts, extra stuff for the same price because you know that extra doesn’t cost you that much more. You get the contact information and offer to provide a quotation, and you follow-up, follow-up, follow-up, follow-up, follow-up, follow-up. These simple meet and greet stop ins will reap short term rewards. If you did them every single day, you did 10 facilities a week.

John Clendenning [00:54:04]:
When you’re slow, you do more. If you’re ever home, if it’s after 08:00 in the morning and before 05:00 at night, you own a carpet cleaning business and you’re at home Monday to Friday, you are not a business owner. You are not running your you’re not focusing on the right thing. You are not actually chasing the growth because you’re gonna make money just doing this even in the winter. And then the long term benefits that even the people you meet in January, February, and March that may aren’t ready maybe aren’t ready right now, you got the business card, you follow-up with them with happy customer stories about other commercial facilities and stuff like that. You just stay in touch. Hey, when’s that, you know, when are you hiring again? I’d love to throw in our hat in the ring for the, you know, your quotation procurement cycle or whatever it is, blah blah blah. Sometimes it takes six months, nine months, a year, two years to get into that retirement home that is now a $20,000 a year contract because they get you in every couple months for $2.03, $4.

John Clendenning [00:55:03]:
And, and, and. It’s a lot if you didn’t stop in the first time and the second and the third and the fourth and start bringing coffees and stuff like that and just wanna be in there, that never happened. You don’t wait for the phone to ring. Outreach to commercial businesses, again, and facilities, you wanna do personal walk ins? You wanna send direct mail? After the fact, you can pick up the phone and call. You wanna be able to do free demos. Right? You wanna stand out by offering different cleaning packages to fit their facility needs. It’s not one price to clean carpets. You have options.

John Clendenning [00:55:44]:
You have you you can do a maintenance contract on a big facility. Hey. These entrance ways and doorways and lunch rooms need more often. These other areas, these boardrooms that get used once a week or once every month, less often. So let’s talk about that. Let’s grab a fire plan off the wall, photocopy it, and let’s highlight that. Or if you have us back in three months, we’ll give you here’s our price. We’ll give you 20% off.

John Clendenning [00:56:05]:
If you have us back in four months, we’ll give you 15% off anything you get done of the same areas. If you have us back in six months, we’ll give you 10% off. After that, it’s full price, and we just price per area. And we give them square footage price or price per area, and you just itemize it and give them those options. And now you have a reason to call them in three months, four months, and six months. There’s ways to play this game. So number three, outreach to strategic strategic partners. Make personal visits to offices at least once per month.

John Clendenning [00:56:40]:
So that would be again, part of this is, like, think of flooring stores, and we’ll talk about that coming up a little bit. The other ones you wanna do is you wanna make personal greetings to, like so, again, these could be real estate offices and things like that, but you also wanna make sure that you invite somebody out for a lunch or a coffee and make personal meetings. So not just visits, but meetings. Prepare a package, a letter, why you got into this business. Again, your core foundation, why you’re different, your founder story, why you got in, your risk reversal guarantee so they feel comfortable referring you. They won’t refer you if you don’t guarantee your stuff, and your impactful brand messaging. Right? Who you are, what you do, why you do it, why you do what you do. A little bit better.

John Clendenning [00:57:28]:
Right? Your compelling sales proposition, I call it, and what’s in it for them, why they should refer you. That’s all you have to explain to them right there. Right? Keep a Rolodex of all business contacts you’ve spoken with and stay in regular touch with them by phone, email, and text message, and, send direct mail to them. So what do you stay in touch with them on? You stay in touch with them happy customer stories, anybody they refer to you, happy customer stories of anybody else that got referred to you, happy stories of other referral partners making money from you. There’s a lot of cool stuff. You can just stay in touch with them, but I say you have a monthly newsletter as well, print newsletter that shows up on their desk. Doesn’t cost a lot. For our clients, we actually prepare them for them.

John Clendenning [00:58:13]:
I’ve done I’ve run the CD newsletter club. It’s $97 a month if you want in, and it’s a monthly newsletter written by expert copywriters. Not me. We hire them. And, they’ve the same writers written it for since 02/2007, so eighteen years now. Might even have been 02/2006, so nineteen years now. Anyways, same copywriter, writes our monthly newsletter for us and about a hundred other carpet cleaners that use it. All of our clients as well get it, as a bonus.

John Clendenning [00:58:43]:
And because you should be sending that that newsletter to your very best customers and to your very best referral partners. Call it the platinum fifty alliance, just so you know what we call it internally here. But you wanna be sharing before and after projects, stories, testimonials, and you wanna stay in touch constantly. You wanna have some free giveaways. Right? Free is a great word. People love free. So slow season, off season, slow marketing, wanna be, you know, we wanna be your carpet cleaner. One free room of cleaning, maybe a free demo.

John Clendenning [00:59:16]:
Maybe you’re like, think of a hotel, a 50 square feet. Give us your worst area. We’d love to, you know, be the guy you chose. Use your very best. Use seager sauce for Mark. You know, use whatever you you know, clean the garbage, get through the muck, show them a better result, show them why talk to them why you’re better, all of that kind of stuff as well. But you can offer one free room residentially as well in the right neighborhoods, the right marketing. Right? One free service like an extra arm like an armchair or an area rug or a flight of stairs cleaned absolutely free, with two or more rooms or whatever.

John Clendenning [00:59:49]:
You can offer that as an upsell. Free spot remover with a cleaning. Right? Free deodorization with a cleaning. Free package upsell. If you have three packages, you give them a free up. Right? Free carpet maintenance kit with three or more rooms. You know, maybe that’s a, what is a carpet maintenance kit? We used to call ours a $75 value. It was a bottle spotter, a, microfiber towel, a bone scraper that we get at the, sewing supply store, a spotting guide kit, and $50 off any second service they added to their first job.

John Clendenning [01:00:26]:
So we called it a $75, home, spot care kit or, you know, spot cleaning and spotting kit. And because it allowed us to say the $50 off any second service could be tile, could be area rugs, could be anything like that as well. So free giveaways. Whole bunch of information in the guide about this as well that you you can stick around and get at the end. Outreach department owners and managers. You wanna go to condos. Right? Direct contact with the managers and superintendents is the best. If you have a customer in a condo building, missus Jones, missus Smith, you know, doctor, you know, Archibald, I don’t really care.

John Clendenning [01:01:07]:
Call them. Hey. It’s Tom here, your your carpet cleaner. Yeah. Tom, what are you calling me about? Yeah. Actually, got an idea. I’d like to ask I’d I’d if you’ve got a few seconds, I I’d like to, I’d like your input on something. Right? Most people go, yeah.

John Clendenning [01:01:23]:
I I can help you on that. Whatever. You ask them for their advice, and you mention, you know, we’re really getting into doing hallways and stuff like that. I’d like to, you know, be able to get in front of the board, talk about our unique cleaning. Maybe you could help endorse me a little bit, but, who do I need to reach out to in the building? Who’s who is your condo management company? Blah blah blah. Who’s the superintendent? What’s the best way to go about this? Who sits on the board right now? Blah blah blah blah blah. Right? Advertisements in local condo owner owners and condo management organization websites and newsletters. Right? Get testimonials from the ones you do.

John Clendenning [01:02:02]:
Use those testimonials in your advertising. Right? Most condo management firms are part of a local association. Join the association. Airbnb, join the Airbnb Association. Bed and Breakfast, join the Bed and Breakfast Association. All that kind of stuff. Right? You’ll pick up new accounts just by asking around about who to talk to. You’re gonna pick up new accounts just by asking, hey.

John Clendenning [01:02:24]:
Who can I talk to about this? So you’re working your business. You’re hustling. Right? Sales from employees of your commercial accounts, one that everybody misses that I know of. So offer employees a staff VIP offer for their homes just for being an employee of the accounting office you just cleaned tonight. You put a tent card just like you get at a at a wedding reception on every one of their computers on their on their their keyboards, and it’s, you know, it’s the same tent card every business gets. You don’t have to craft it up special. You just go get them done at Kinko’s or whatever, and it’s, you know, it’s gonna be the staff VIP offer of some sort. They open it up, and it’s a little story about your picture, a little story about you and the business and all that.

John Clendenning [01:03:10]:
And then on the back of it is the offer. How they a QR code, however they do it. Right? You leave that tent card on everybody’s desk. We used to leave it with mints because mints are clean and fresh. So we had mints with our names put on them. Didn’t cost that much to actually get our logo put on mints, and we’d leave two or three mints and the tent card. Give them a gift. Right? Ask the business, the contact of the business, if you can post up flyers describing the employee offer on the company bulletin board in the lunchrooms, whatever, and see if they’ll actually even help you send it out by PDF, through the communication channels.

John Clendenning [01:03:42]:
So all of their employees get a bit of a savings. You could even have it as a referral reward that if the company helps you out and and allows and puts you as part of a sort of a company referral system that 5%, ten % of anything the staff members get done between now and the next cleaning, puts in the kitty towards the next cleaning, not cash. If they cancel with you guys and don’t use you guys, they lose it. But it gives you could say, oh my god. You’ve racked up $400, 5 hundred dollars just from 10% of the $45,000 worth of staff cleaning I just did over the last month or two. Just another pole in the water. Referrals from beauty salons, don’t just think beauty salons, but this is the thought process because this is what worked for me. Once I go in outside of the bubble and said, well, who else has my ideal client as their ideal client? My ideal client is a 35 to 55 year old college or university educated professional woman who works outside of the home, corporate medical, owns her own business, something like that, typically ends up at a high end beauty salon.

John Clendenning [01:04:47]:
Typically. So talk to them. Offer to provide an introductory free carpet or tile cleaning at the salon or at the owner’s home to get to know you as a gesture to allow you to share the referral reward program. If they’re interested, you know, if you think there’s something here, let me do this for you. If you’re impressed with that, here’s what I want you to do next. You provide the business brochures to display in the by the till. Maybe you get them to drop it into their, into the, you know, a bag of walking out with retail products or as a handout as well. You have a QR code.

John Clendenning [01:05:23]:
There’s a whole bunch of really cool ways you can play with this one. You can have it if they send out emails, you can have it in you know, endorsed in the email. Why? Because you can have a referral reward program in place. And then have the owner share the company, and the new client offer in any mailing, social media, stuff like that because they’re gonna get rewarded. Complete to be completely honest in, in paying the commissions or suffer the consequences. You want to every single person who came through from that beauty salon or that chiropractor or that Mercedes dealership. These are all ones that I had as referral partners, like, by dozens. Right? So, like, high end cars and things like that.

John Clendenning [01:06:03]:
That was our ideal client. Right? So, and, you know, the any of those people you wanna make sure, hey. Missus Smith that you referred us to had us come in and clean. Here is her testimonial, her feedback inside our feedback system, not just a review because you’re not gonna get that from everybody, but you should be able to get everybody to give you feedback. Here’s what they said about it. Really appreciate it. By the way, here’s your referral reward or we’ve just added another $42.35, because she paid for $420 $423.50. You just got 10% of that added to your kitty.

John Clendenning [01:06:37]:
You’re up to $400 or $300 now. Would you like that in gift certificate? Redeemable that for your own home, give it out to client in hundred dollar increments, or in cash? You can have that deal as well. It doesn’t really matter. You just made you know, if if if you’re giving 10% and you’ve got $400 in referral rewards, you just made $4,000 and you didn’t have to market to those people. So it’s well worth the 10%, just so you know. K. So now we’re talking about clubs, organizations, and churches. You wanna go to clubs and organizations and churches that have the most affluent members.

John Clendenning [01:07:16]:
Why? Because the affluent are the ones that still pay for this stuff. The middle class and the lower middle class, unfortunately, have more pressure on their dollar than ever before. The upper middle and upper class made a fortune in the stock market even as the interest rates went up and all that. They have no they have less money worries in general. So, you know, their truck payment went up by $300 or $200, and their investments went up by 50,000 last year, hundred thousand, whatever. Right? Their Tesla stocks doubled and and and and. Right? So, anyways, you wanna make sure that you’re going to those clubs organizations, because they are more eager to advertise. You want these people willing that are willing to pay top dollar for quality cleaning services and likely do business with you, and you wanna offer that a referral reward program to these.

John Clendenning [01:08:07]:
Which referral reward program? Same one you’re offering everybody else. You don’t have to over complicate this. Right? So for churches, it could be tithing or to or towards the next cleaning. We’d love to be the cleaning company for you, to do the hall, the carpets, and tile here, and we’d actually like to show you a way where you might be able to get it for free. That’s an easy way to walk in the door, talk to Janice behind the counter, and see if, or, you know, the the the secretary and see if she’ll let the maintenance department or the minister come out and talk to you for a few minutes. Leave some information behind. Follow-up. Hey, Janice.

John Clendenning [01:08:43]:
Did you get a chance to talk to, the the, you know, father Thomas about that? I’d really love to come in and just explain how we might be able to get this, you know, cleaning for free. Things like that. You can do that all day long. Got a few more of these to share with you. We wanna connect with furniture stores, flooring outlets, and upholsters. Reupholsters, whatever you wanna call it. Why? The people that spend money on, you know, reupholsters, high end furniture stores, and high higher end flooring stores, but reupholsters are the ones that bought really expensive stuff and are keeping it. Better people by and large.

John Clendenning [01:09:19]:
Right? So you wanna stop by a regulator, build rapport, bring them a coffee, bring snacks. Again, Howard Partridge one zero one. Bring food. Stop by all the time. Ask ask for some from some of the business cards that you can refer to your clients. Send direct mail, newsletter again, Platinum fifty Alliance, sales letters, before and after project stories, testimonials, monthly that stay in touch with them. Just stay in touch. Anytime they actually refer you, you you know it because they have a unique coupon code or whatever.

John Clendenning [01:09:52]:
Anytime they refer you, you you get feedback from that customer and let them know it’s the same process. This is just different ways to run the same process. Right? So now you’re finding all of these ways, and you’re going, John, that sounds like a lot. Yep. Because you’re the owner of a business. It’s supposed to be a lot. It’s not hard. It’s just a lot.

John Clendenning [01:10:11]:
Residential neighborhood outreach. Love this. Right? So think of this. We’re almost wrapping up sort of the ways that you can make money when it’s slow or grow if you’re broke. Your van should not be white with a magnet on it. Every Amazon delivery that isn’t in the Amazon company, but the the third party ones are either rental vans or white vans with a magnet on it. There’s nothing impressive about that at all. Your van must be a moving billboard that tells your unique story, why you’re better than the rest, and why they should call you, and has impactful brand messaging that they remember.

John Clendenning [01:10:51]:
So what does your company stand for? What is it about? And does your branding work on your van? Because that is your billboard. So every van you have in the street should look great, not rusty, should look uniform, not one one one wrap on this van, a logo on that one, and all different. It should be uniform throughout. It actually helped like, for that extra couple thousand bucks to to refresh the wrap on even the old van when you do the new ones, will sell more than that was worth by being that consistent. You wanna use door hangers as well. Do the 20 around. It’s not five around. Never was five around.

John Clendenning [01:11:33]:
Any neighborhood you’re, John, I used to do door hangers, and I tried it for a long time, and it never worked. What do you mean what does work mean? Did somebody look at it and go, I now know the name of that company. It worked. Will they eventually call you for other reasons and other like, if are you mapping where all your customers are coming from? Is there anybody that ever not this week, not this month. It doesn’t mean they’re ready. But did you get on their radar? And did you have a compelling door hanger, not a discount? If you go to any of, like, postcard gurus and and and all of them, if you go to any of those, printing houses that have door hangers for carpet cleaners, you realize that they believe carpet cleaning is just a discount service. And you go, oh, they must know what they’re doing. So I guess I should be three rooms in a hall for $99 and put all my discounts all over this postcard.

John Clendenning [01:12:32]:
No. Not at all. Now you’re selling on price again. What you should be doing is, hi. I’m Tom. There’s my wife. There’s my kids. There’s my dog.

John Clendenning [01:12:41]:
I’m a family man. I started this business for this reason. I wanna be your carpet cleaner. We do things a lot differently, and I wanna tell you about it. Couple pictures here and there look pretty. Tell your story. Turn it over. If you’re gonna give them an offer, give them an offer to do a a quote and an in home care kit worth $75 just to have me come and do a healthy home audit for you, to see what cleaning you might need in the future, how we can help out, how things are being maintained.

John Clendenning [01:13:09]:
We do things differently around here. Let me come to your home and talk about it. That’s great on a 20 around. Get in the door, have your scripts, back to number one, and sell upsell them way more. Right? They can book or they can book a quote. Don’t say, I’m not going out to do a quote first. If your average job was $600 and many customers were paying you a thousand, $1,500 for residential carpet cleaning, at least one or two of those a week per truck, should be, do you care if you show up to do a quote? If all your customers were one bedroom that got puked on and by the their buddy that slept over from the keg party, yeah, I wouldn’t wanna be doing quotes either. But if you’re marketing the right neighborhood, of course you do.

John Clendenning [01:13:59]:
Of course you go out and do quotes. Why? Because that’s your job. The technicians are doing the the twenty five, thirty dollar an hour employees are doing the cleaning. You’re doing the selling properly. You go and do a couple of quotes. You stop by and take somebody out for lunch. You can visit a couple of carpet stores. You go in and visit, you know, some of the old folks’ homes to, you know, see if you can get some cleaning there at the condo hallways.

John Clendenning [01:14:20]:
You got a full time job. You don’t go to the chamber on Tuesday mornings at 7AM or 8AM. Whatever you meet people, you do all that kind of stuff. You’re flipping hamburgers on the weekend at the charity barbecue run by the Rotary Club with your uniform on standing next to the the guy that owns the BMW dealership. How do I know that? That’s how I got the guy at the BMW dealership dealership. We made friends, we laughed, I got I came in and did a quote, we started cleaning, Started hey. Why am I not cleaning for your your your household? Let me talk to the wife. Blah blah blah.

John Clendenning [01:14:47]:
Hey. How how would you like to get your cleanings your home clean for free? Maybe the office as well. Referral reward program. Did it happen all like that? No. It happened over about six, eight, nine months. Then an endorsement letter so that I could go to every other one of the car dealerships and say, hey, Gary over here did this. Would you like to do it too? Not hard stuff. A frames.

John Clendenning [01:15:11]:
Love this one. So drove past you know, you drive around all day long. I was driving around doing my stuff. Noticed a frames of real estate agents all day long. At the end of the corner, a real estate agent pulls over, puts their a frame, open house down this street. At the open house, they put the yard sign. I’m going, One day, years later, why don’t we do that? Why don’t we have our technicians have a plastic a frame? Just that plastic. Leave at the end of the street, another house being made clean, healthy, and beautiful by Acclaim carpet cleaning with an arrow.

John Clendenning [01:15:49]:
Branding looks pretty. People walking their dogs, people driving past, they look down. What do they see? Good question. What do they see? The big van that matches the branding. They can see it. There it is. Right? Now you’ve just impact you’ve got some impactful brand messaging that got into their head. Then you put a yard sign up in front of the house.

John Clendenning [01:16:10]:
QR code. Good logo. Carpet cleaning. This one says window cleaning. I found I wanted to find one that actually had a QR code on it. Right? We advise on this. We don’t print them, but we advise on them. I didn’t find one with the QR codes.

John Clendenning [01:16:25]:
I wanted to show you. In today’s day and age, people now finally have figured out QR codes because every phone just scans them with the camera app. Right? So and then you put your your your your message, your unique sales proposition, why they should choose you or everybody else, your tagline. Is that your risk reversal guarantee? Is that your safe, healthy, green? Like, what is different about you than anybody else in town that you can talk about? Right? So now you are branding your impactful brand. You’ve got a QR code that they can scan to get the new client savings. It matches the door anger that they see on their door, and you leave it behind because you just get the cheapy ones. Right? The ones that are maybe the bag over the wire or the, like, couple bucks each. You put it in the front of the house.

John Clendenning [01:17:11]:
You pull up the driveway. You do your cleaning. That’s on the part of the cul de sac or the the road, on the other side of the sidewalk if they have one, and or right in the front yard. And then at the end of the job, you say, hey, missus Jones. I let I have put a yard sign in front so that while I was here, people could see that and the van, all that kind of stuff. I’d like to leave the yard sign there. I’m going to, go around and just, you know, leave a a little door hanger about what we do and who I am on on the doors of of the neighbors, just to introduce myself. If anybody’s out, I’m gonna give them a free bottle of spot remover.

John Clendenning [01:17:47]:
And I just thought, if you don’t mind leaving that there until the next time you need to cut the grass or anything like that, just leave it out there for a couple days, a week, I’ll give you a free bottle of the spot remover too. If she says no, give her the free bottle of spot remover, but more often than not, you’ll get yes. Right? Right there. Leave it there. Most will say yes. If you wanna be really fancy, offer free room of carpet cleaning in the ideal neighborhoods. I did this. This goes back years thirty years ago, but a hundred homes at a time, I would leave a hundred blank white envelopes on doorsteps.

John Clendenning [01:18:29]:
I’m going, oh, is that a neighbor? If if the if it was mucky or whatever, I’d put it just in the handle or on the door. Right? And it was a three, four, five page sales letter, usually four pages, front and back, two pages, stapled in the top corner, picture of me and the family again, same as the door hanger, telling the whole story, why I wanna be their carpet cleaner, and one free room of cleaning to try us out, and a free healthy home audit. I’ll come out and do the audit first. I will check everything out. You will get one free room. Sometimes you can say average size room, so I have to measure all the rooms. That’s a game that we played as well. Or just one free room up to a 50 square feet, absolutely free.

John Clendenning [01:19:07]:
Of course, you can get the whole house cleaned, or you can just have us clean just the free room to realize how amazing we are before you have us back to do the whole house. Either way, either one’s fine. Give us a call. And in the right neighborhoods, you’ve just landed a bunch of customers, and you’re not gonna be doing a lot of free rooms. Why? Because you have scripts. You know how to upsell. You know how to talk about why you’re different. You’re not gonna leave soaps behind.

John Clendenning [01:19:29]:
The discount guys are gonna be, you know, like no better than renting a machine. It’s gonna be all soapy and sudsy and all that kind of stuff. Right? So and then you’ve got online networking outlets. You wanna join all the local buy and sell mommy clubs, local business networks on Facebook and stuff like that. You You wanna create a spreadsheet of the groups you have joined with the direct link on the notation on the rules for posting, who the admins are. You wanna engage with the group, like the post, make comments, just for a couple weeks. Every day, just pop in for five minutes into the groups you just joined and just be a citizen in the group. Stand out a little bit.

John Clendenning [01:20:08]:
Right? Then, you wanna make sure you have your Facebook page set up to convert. You’re sharing images and about yourself and the jobs and the, you know, helpful information, customer feedback. So if anybody at the group, especially the admin, goes to your page, goes checks your personal profile out because you’re joining as a person, and that, oh, I’m the owner of this, and you’ve got your page link, and they go to your page about the business, and they go to your website about your business, and all of it goes, oh, these guys are freaking amazing. Right? Now you’re ready for next steps. Connect directly with the group admin. Introduce yourself. Say that you’ve really enjoyed your interactions in the group for the last couple weeks. Ask if there’s an opportunity to share helpful tips.

John Clendenning [01:20:53]:
Why? Because if you’re doing online marketing right, you’re doing blog posts every single week about helpful tips. That’s good SEO. Your website’s gonna rank. You’re gonna get more work from your website down the road. It takes a while, but you’re gonna be doing it right away. So now you’ve you can share those in. You’re gonna you can share before and after stories of happy customers, and you can share a special offer to those people only. You wanna if if if you’re allowed to, post non sales y posts to the group.

John Clendenning [01:21:26]:
Nothing about sales. Before and afters, happy clients, really love this, you know, tips on how to take care of your area rugs, blah blah blah. Just repost stuff that’s on your your own Facebook page. Hey, I’m Tom. I’m the owner of this business. I just made this post on my website. Here’s a little thing about it on my Facebook page. Thought I’d share it into the group.

John Clendenning [01:21:44]:
You got the okay from the admins first. Even if you wanna run a couple things by them, hey. What do you think about this one? What do you think about that? Eventually, some of them might say, hey. You know, if they’re local, if it’s, you know, a very local group, you I know guys that have reached out and found that the admins run five, six, seven, eight other groups and offer them a free cleaning in their home, and they’ll endorse you to the group. And now you’re making a lot of money out of the the all the groups they do because they’re getting free cleaning once every six months or once every year in their home as a as a trade off. Thank you. There’s ways to play this game like crazy. Right? Explain a bit about yourself and your business and your post.

John Clendenning [01:22:23]:
People buy from people, not ads, so be personable. Make a unique offer to the group. And, you know, if it’s a mommy group, offer to add a few things, you know, into the your package, your your, you know, you know, your your your new mom’s package or your whatever. It’s your same cleaning, but with a couple little bonuses and things like that. Right? So you’ve got a lot of opportunities. We’ve just spent the last hour and a half. We are done. We have just spent the last ninety minutes.

John Clendenning [01:22:53]:
So, again, I try and do sixty, ninety. This was a big topic. Right? We’ve just learned how to master the hustle. Smart, low cost. Nothing I just said here costs money. Like, it’s the price of a of ink in your printer. Right? Shoe leather and a bit of gas and a little bit of cleaning solution to do some demos and stuff like that. So you can learn how to maximize your marketing impact with strategic cost effective tactics.

John Clendenning [01:23:21]:
I think I think we checked that off. We learned we talked about the hustle. We talked about how to boost on a budget. We talked about gorilla tactics. Explore some unconventional, some conventional budget friendly strategies to drive your business to $10.15, 20,000 a month. Slow season marketing opportunities, creative ways. You are the marketer of services. When it’s slow, you market more.

John Clendenning [01:23:45]:
That’s it. That’s the answer. My business is slow, John. Okay. Do more marketing. Can I just get more leads from paid ads? One pole in the water, maybe. But are you doing any of this stuff? Well, I’m too busy out cleaning. Well, then your prices aren’t high enough.

John Clendenning [01:24:01]:
If you’re too busy and not making money, if you’re out from 08:00 in the morning to 06:00 at night and you don’t have enough money, you’re not charging enough. Your average day should be 1,500, 2 thousand dollars in a truck. Right? So a thousand minimum. So, anyways, so do you got takeaways on this? What did you learn? What are you gonna implement? We always say take three things. So what are your top three grassroots marketing initiatives that you need to put in place to hit your 2025 goals? Is that to double your business in 2025? You’re gonna eventually need to do all of these. Stack them and keep doing them. Get out of the truck. Start off with half a day, then a full day, and then two days because you train Tommy to sit beside you.

John Clendenning [01:24:43]:
And then he took over the truck, and he’s getting $25.30 bucks an hour plus bonuses and commissions. And he’s a happy camper, and he’s learned the scripts, and he’s learned how to deliver an experience. And he shows up in uniform, and he smells good, and he knows how to grow the business, and then we sit somebody in the seat beside Tommy. So we want to do all of that. You wanna get the kit. You wanna learn about what we do. You wanna go to carpetcleanermarketingmasters.com/rewards. Right? You’re gonna make a copy of any of the stuff that’s in there or print it off, download.

John Clendenning [01:25:15]:
You’re not gonna get access. Like, we’re gonna don’t ask for edit access. You’re not gonna edit it. I don’t want you changing the words on the page. That doesn’t make any sense because we wrote the words on purpose. So you don’t need edit access. These are just Google Docs, and PDFs. So you’re just gonna download them, print them, whatever you need.

John Clendenning [01:25:29]:
But you go to carpetcleanermarketingmasters.com/rewards. The other thing I did wanna share with you quickly is do you wanna go way deeper on this? There’s two things you can do. One of them, go to brilliantbizsecrets.com. So my good friend, Jeff Cross, been in the cleaning industry his entire life, media director of ISSA. So he’s the media director of Clean Facts magazine, all that, and I. I came up with this idea months ago and said, dude, we have gotta teach this industry how to double their business. It’s not that hard. He said, dude, let’s do it.

John Clendenning [01:26:03]:
He doesn’t say dude. I say dude all the time. He doesn’t say dude at all. Anyways, so we’re doing a two day summit, March, to take your business to the next level. You can register here. There’s a little bit of a fee to cover it all. Why? Because we’ve got sponsors, we’ve got speakers. We got all these guys coming to do presentations as well.

John Clendenning [01:26:25]:
So Jeff and I are gonna be talking, then we’re gonna get Deidmar, Mercota. He’s gonna be talking about all kind like, he’s he’s actually the author of of the Mind Stretch, 49 inspiring insight insights for business breakthroughs. Really, really good good stuff. Nate, Sydney, and Troy, and Frankie Finn, who is just brilliant everything marketing as well. John Braun, if you don’t know the hit man, you need to know the hit man. Kevin, Richard, and Mark Sager own businesses, own cleaning business. They’re gonna be part of a panel as well. We all know Mark from Sager Sauce as well, but all great guys, gonna be on the call.

John Clendenning [01:27:04]:
So it’s you’re you’re what you want is 9 only $97, then you can upgrade to the VIP experience if you want as well. We’ll explain what that is, but you’re gonna get two days of what we just did for ninety minutes, and then a break, and then another presentation about all about marketing. When you market right, you create operational problems. You solve the operational problems. You create problems that you need to know about finance and data. You need to run your numbers. You need to know your your your your booking percentages. You need to know the booking percentage of Janice in your office.

John Clendenning [01:27:38]:
You need, like, you need to know how to track all that stuff. So we’re gonna talk about marketing to create operational problems, solving operational problems, to create growth problems, solving growth problems with data, back around again. So you get those three right. Marketing, operations, finance data, whatever you wanna call that third column, and what did I call it here? I actually called it something here. Anyways, whatever oh, marketing operations, finance data. Just called it finance data. I wasn’t that creative. Anyways, you that’s how you double and triple a business.

John Clendenning [01:28:10]:
So we’re gonna be talking all about this because we realize it’s such a missing thing. Right? So that’s number one. Brilliant biz secrets dot com, b I zed. Brilliant biz secrets dot com. Go there. We’re promoting it everywhere right now. Tell your friends about it. You can actually refer a friend, share the love, all that kind of stuff.

John Clendenning [01:28:32]:
Let’s knock this out of the park. We’re gonna have lots of opportunity to round table and ask questions and and go deep and and and do homework and and just really, really think through this process. So, we’ve got a really, really great event coming up for you. So that’s one. The second is if you’d like help creating a larger than life appearance online and becoming the best known cleaner while getting coached and all this other stuff, having an accountability partner, which is our coaches internally here, hop on my schedule. Let’s talk about it. Right? I consult. I charge for consulting.

John Clendenning [01:29:09]:
This is a free chance to get to have a chat with me. Our team will do a deep dive about $500 worth of research into your competitors, your marketplace, your gap. We call it a gap analysis. Where you are, where you wanna go, and what’s what’s what’s in between. What are you doing right? What are you doing that needs a little bit of tweaking and improving? We go through a bunch of questions. We ask you a bunch of stuff. You and I meet. We chat about it.

John Clendenning [01:29:30]:
We talk about the good, the bad, the ugly, and then see where you wanna go next. Right? We might be able to help you. Maybe we just advise where to where to aim you. There’s lots of options. There’s no pressure. There’s no sales. It’s just a conversation. Right? So I take an hour out of my day.

John Clendenning [01:29:47]:
Sometimes these go on for an hour and a half. Right? Whatever we need to talk about. Every couple, you know, a couple times a week when I’ve got a chance, there’s a spot in my schedule you can you can pick up, and we can have a conversation about growing your business. So if you’re growing well and you just want a little bit of extra ideas, if you’re stalled slow, wanna get out of the truck finally, and you just have never figured that out, let’s get that done this year. Let’s figure that out this year. So you got a couple of things right there. We’re gonna wrap it up. We’re at the ninety minute mark, so it went a little bit long.

John Clendenning [01:30:20]:
I do like to try and do an hour and an hour and fifteen minutes or so, but a little bit long. I think we covered a lot of good stuff, though. Hopefully, you agreed with that as well. So let’s get that going. Let’s get your business doubled. Let’s get you if your goal is to be out of the truck, if you like to be physically fit, you’re still in the truck and you wanna keep to be in the truck, let’s let’s get you out part time. Let’s get somebody beside you so that you can actually work on the business so that when you’re ready to retire or you’re ready to sell it, the new guy doesn’t need to be the guy in the truck. Right? Let’s let’s figure this out.

John Clendenning [01:30:47]:
There’s there’s an answer to all of this. And it’s just a matter of your marketplace, your competitors, how you can stand out in front of them, how far ahead they are of you on certain things, and how you get there and how many poles in the water you can put in there that you just keep getting more and more and more and more customers coming because that turn into clients because you’re marketing everywhere through. So if any of that makes sense, brilliantbizsecrets.com. Join the upcoming event that’s coming out. I want everybody there. You’re gonna love it. Upgrade to the VIP experience, and there’s gonna be a whole bunch of free stuff. And you’re also gonna be part of a community on the back end that we’ve built out, where we can chat and connect together.

John Clendenning [01:31:24]:
And you’re also gonna know the replays and all that kind of stuff as well. So even if there’s certain sessions you have to miss, you’ll get the replays. So those are options and available on that website. Reach out to us, carpetcleanermarketingmasters.com/schedule, If you’d like to have that whole deep dive and then meet with me after our team has done all of that, not bad to have a conversation. Doesn’t cost anybody anything to have a conversation. We’ll just chat her out and see if there’s something we can do. Stay tuned to all of these podcasts and master classes and webinars and trainings. You are the student of of entrepreneurship.

John Clendenning [01:31:58]:
You own a business. You are the marketer of your business. You are this constant student. Never take the student cap off. Learn what you don’t know and keep growing, and success is yours. Success is just a grind. It’s a hustle. So let’s hustle our way to success.

John Clendenning [01:32:14]:
So hopefully, you found this valuable. Hopefully, there’s something out of this that you got out of this. And with that, I bid you all a fond adieu. You’re off to the rest of your day, and we’ll chat with you next time.