How to Build and Grow the UK's Best Domestic + Commercial Cleaning Business with James Fitzpatrick

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In today's episode I chat with James Fitzpatrick, Managing Director of AL Scrubz, an award winning domestic & commercial cleaning business. James originally started as an oven and carpet cleaning specialist in 2017.

After branching into tenancy cleans, James won a builders clean tender for 800 by simply walking onto a construction site and speaking with the site manager.

After his initial success, James refocused the business to build a team, deliver a service and become a pillar in his community, which lead to AL Scrubz being awarded the best cleaning company in the UK by the DCBN in 2022.

We talk about:

- How having a good social media presence, showcasing your work and being involved in the community lead to AL Scrubz becoming an award winning cleaning business;
- How refocusing from domestic and tenancy cleans to regular commercial cleans has helped his business grow;
- Why managing the costs of your business is important for growth
- The 3 main marketing channels James uses to win new business - one of them will surprise you
- How solving clients problems has lead to a 90% conversion rate for winning commercial contracts;
- The importance of pricing your cleaning service correctly and offering a value focused service; and
- Why James has decided to grow his business by buying other cleaning businesses.

TIMESTAMPS:

00:00 Intro
02:16 James started with cleaning ovens
03:52 The journey to becoming the best cleaning business in the UK
05:30 How James won a tender to clean 800 houses
07:48 Building a portfolio of cleans to win new work
08:45 James’ first priority when he started to build a team
11:19 What contributed to James winning the best cleaning company in the UK award
14:00 How James changed his business model to focus the business on winning more cleaning contracts
17:19 The 3 most successful marketing channels for winning new cleaning contracts
19:12 The one thing you need to focus on to grow a successful cleaning business
22:14 How James has achieved a 90% conversion rate for winning new cleaning contracts
24:25 How to deliver an exceptional cleaning service to your clients
28:33 The most effective way to recruit and retain good cleaning staff
30:26 One decision that has had the biggest impact on the growth of James’ cleaning business
32:10 The one strategy James is using to scale his cleaning quickly
38:41 The biggest challenge James has faced to growing his cleaning business
39:30 The Golden Rule for growing a successful cleaning business
40:04 James’ 3 non-negotiable skills for growing a successful cleaning business

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WHO AM I:

Hey, I am Matt Harris.

I built my first 6-figure business, a contract cleaning company while working as a full-time property lawyer.

After selling the cleaning business, I built a 6-figure property management business before exiting.

Now I’m building The Growth Lab, a Lead Gen, a sales & business development consultancy for cleaning businesses. We generate an additional 5-10 booked appointments every month for commercial contract opportunities.

I also write a short, actionable weekly newsletter called The Growth Lab. I share valuable insights on sales and business development for owner-operators in the cleaning industry that help grow their businesses.

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To generate an extra 5-10 face-to-face or phone appointments every month for your cleaning business, watch this: https://bit.ly/thegrowthlab08

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