Taking Your Window Cleaning Business to New Heights with Add-on Business...

Today we're going to talk about one of the most under utilized marketing tactics in the window cleaning industry. Not sure why because it's flat out one of the easiest ways to add profits the bottom line in your business window business.

And what is it that window cleaners are forgetting to do? To ask for additional services! I personally believe that ancillary or "add-on" business/services is one of the best ways to capture an incredible amount of extra profit for your business.

As you know, and as you heard me talk about before, the window cleaning business revolves around relationships. Once the "trust factor" has been established by your estimate presentation and your new window cleaning customer agrees to let you in their home to clean their windows, the relationship has begun.

You then prove to that customer that she made the right decision by showing up on time for the job, doing a quality window cleaning service, and making sure everything is exactly as you found it. You've now set the stage for the easiest way to increase your income.

The most natural thing in the world for you to do after you've finished a window cleaning is to ask for additional business. They already are pleased with what you've done for them, so why not take advantage of this and bring the relationship full circle?

Let's back up a minute.

There are a couple schools of thought on how or when to hit your customers for more business.

Some window washers prefer to show a prospect all of the services up front that they offer (before they've even secured the window cleaning job) in order to give their prospect numerous choices. They figure the more they show, the more money they'll make.

I personally don't agree with this smorgasbord technique because 1) It's too premature and 2) It's too confusing.

Let's look at number 1 first...

Showing a prospect a page of your additional services (besides window cleaning) at the door is putting the cart before the horse.

Your number one goal obviously (or it should be) is to get the prospect to say "Yes" to your window cleaning service. So that's what you should focus on. After they "yes", THEN you incorporate a couple of your additional services on the backend AFTER you've proven yourself with a quality window cleaning (I'll show you how in a minute) service.

And point number 2...

If you present folks with too many decisions, they get confused.

A perfect example of this is when I did a joint mailing with the owner of a pressure washing business. We were advertising both of our businesses on one large postcard.

The end result is I think we may have each gotten one or two calls from the card. These cards were absolutely gorgeous and told a great story, but when folks saw them, they didn't know what to do. So they did nothing.

When I look back to my time in the insurance industry, the same thing happened. Early on in my insurance career, I offered too many products-3 different versions of Whole Life, some Universal Life, and then a little Term Life thrown in for good measure.

I had my prospects too confused. They were afraid to make the wrong decision so therefore they didn't make any decision, and my sales were flat. As soon as I figured out that "less is better", boom! Sales went way up.

But back to window washing...

When you first attracted the prospect's attention, it was probably through some kind of advertisement (flyer, postcard, etc) for your window cleaning business, so don't dilute that effort by all of a sudden talking about or showing your prospect all these other services that you perform.

So...my recommendation is to focus on promoting only your window washing service, get the job, and then ask for additional business.

I would say about 60% of my window cleaning customers had me do some extra business after the job was done, so it's an incredible profit booster.

Here is what I would say to the customer after the window cleaning has been completed:

Nancy I finished up your windows but as I was doing the inside of your windows, I happened to notice that your ceiling fans are really dirty. I only charge 5 bucks a fan and I can get them absolutely spotless for you so they'll match your clean windows. Would you like me to take care of this for you?

If she says yes, here's what I would then say:

Ok...I'll start on that right away. Oh and by the way, many of my customers express an interest in me cleaning their mirrors in addition to their windows so that they have clean glass throughout the house. Would you like me to do the same for you?

If she said no to ceiling fans, here's what I would say:

That's no problem Nancy. But I will suggest this though. Many of my customers express an interest in me cleaning their mirrors in addition to their windows so that they have clean glass throughout the house. Would you like me to do the same for you?

The only add-on services that I really went after were ceiling fans and mirrors. I needed quick business (ceiling fans take 5 minutes each to clean) so I could move on to other jobs due to my hectic window cleaning schedule. But just these two services added a tremendous amount to my bottom line profits and I have no doubt that it will do the same for you IF you ask for the business.

As a side note, there are owners of window cleaning businesses out in the field offering more services-gutter cleaning, blind cleaning, chandelier cleaning, awning cleaning (for commercial customers), and more, so feel free to do the same if you have the time and inclination to do so.

But don't forget to use your excellent window cleaning service as the door opener. Then hit 'em over the head with your other stuff.

And here's the kicker. When you go back and do the windows for those customers again, guess what? You'll more than likely be doing the add-on services also. Just assume it and do it. Bring an invoice that reflects the additional service(s).

This really, really works! And it's free! You spent money and/or time getting in the door initially, so capitalize on that and take the extra step to capture those additional profits.