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Commercial carpet cleaning can be looked at as a business totally separate and distinct from its residential counterpart. While the basic service of removing soil from carpet may indeed be similar, and may involve virtually the same tools and skills, the mindset and selling approach can be completely different.

The difference starts with the basic philosophy and reason for cleaning. Residential accounts are almost always restorative or corrective cleaning situations where the customer finally cannot wait any longer and hires a cleaning company to come in and bring the carpet back to acceptable levels of appearance and sanitation.

By comparison, commercial carpet cleaning is generally maintenance cleaning. Services are performed at various intervals with the goal of keeping the carpet’s appearance and sanitation from ever reaching an unacceptable level.

Residential cleaning is usually sold and serviced on an individual job basis, while commercial cleaning is often contracted for a period of time and may involve multiple cleanings and methods. Commercial carpet cleaning is very often part of a maintenance program as opposed to a stand-alone event.

With these differences in mind, it becomes clear that the skills and techniques used in marketing and selling commercial carpet cleaning services are different from those used in selling residential services. The first step to selling commercial carpet care is to take a step back. Look at the prospective account with a “total package” or “program” approach in mind. Analyze the carpeted area to get a clear picture of what cleaning and maintenance needs may apply. Things to consider would include:

  • The type of carpeting (color, construction, installation and fiber content)
  • The type and amount of traffic and therefore level of soiling
  • The quality of user maintenance (vacuuming and spot cleaning) being done
  • Soil prevention systems already in place, such walk-off mats, doorway grids, etc.
  • The overall image and level of appearance or level of cleanliness being put forward
  • The measurements of the total area of carpet in service and the measurements of the open or exposed areas and traffic lanes.Use the information from this general survey to prepare a total carpet maintenance package. The package will be different for every situation. For example, your plan might include something like general overall deep cleaning the entire area at least once per year, cleaning the areas of higher use levels but low profile an additional time per year, and cleaning the high use/high profile areas quarterly.

    Determine the method of cleaning most appropriate for each area and the square foot price for each method. Multiply the total amount of square footage to be cleaned by the price per square foot to get a total price for maintaining the carpet for a year. For example (square footage and prices are not recommendations):

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