08: 4 Steps to choosing the right market for your cleaning business
Hey, it’s Matt.
In order to sell anything, you need demand.
You can’t create demand, but you can channel it.
If you don’t have a market for your service offer, you don’t have a business.
One reason your service offer might not be generating sales is that you’re in the wrong market.
When choosing the right market for your cleaning business, you have to choose well.
You need to find a market that’s in desperate need of your cleaning service.
There are 4 elements to choosing the right market for your business. These elements form part of Alex Hormozi’s $100m Offer framework:
Find the Pain
Pain can be anything that frustrates people about their lives.
A missed tenancy clean is painful for a letting agent.
Coffee stains on desks are painful for an office manager.
The degree of pain the customer is in will be proportional to the price you’re able to charge.
If you can articulate this pain accurately in your service offer, customers will almost always choose your cleaning service.
How do you find your customers’ biggest pains?
Ask them. And listen.
Purchasing Power
Your ideal customers need to afford the cleaning service you’re offering them.
They need to have access to the amount of money needed to buy your cleaning service at your set price to make it worth your time.
Easy to Target
If you don’t have a way to target your ideal customers, it’s going to be difficult to market your cleaning service to them.
Search for places where your ideal customers gather together. Create a customer avatar that helps you answer questions about your ideal customer, including:
How old they are?
How much money do they make per year?
What’s the biggest thing they stress over?
What do they get excited about?
Who do they follow on Facebook or Instagram?
What podcasts do they listen to?
The better you understand your ideal customer, the easier it will be to create compelling service offers for them.
You can grab my free Ideal Customer Avatar Template and create your own ideal customer.
Is it Growing
Identifying customers that have a lot of pain, purchasing power and are easy to target matters little if you’re not in the right market.
The goal is to find a niche within that market where customers are in pain, have buying power, and are easy to target.
As long as these three criteria are strong and the market isn’t shrinking, you’ve found a “normal market” and you’ll be in good shape.
The question is, have you spent time identifying the market for your cleaning service?
When choosing the right one, make sure it has all four elements:
Your customers’ pain
Your customers’ purchasing power
A market where customers are easy to target
A growing (or at least not shrinking) market
Additional Resources
**Oversubscribed** by Daniel Priestley. Learn the 7 principles for creating demand that outstrips supply and become the #1 in your industry.
The Key to Finding a Profitable Market. A 7-minute masterclass on finding the right market for your business.
[The Ideal Customer Avatar Template]. Use this template to create the ideal customer for your business.
“In the case of starting your…business, it’s “People, People, People.”
It requires time, commitment, and research to discover where your audience is hiding within your niche.
If you don’t find your audience, your idea may never gain the attention it deserves.”
From Push to Start by Ryan Robinson. Resurfaced using Readwise.
That’s all for today.
If you’re struggling to grow your cleaning business, I offer help in 3 ways:
Email me with your biggest challenge. The more detailed you provide, the more personal I can make my response.
Book a £10K Revenue Boost call. In 40 minutes, we’ll analyse up to 10 key areas where your cleaning business is leaving money on the table + create an action plan to boost your revenue by at least £10,000.
Generate leads for your cleaning business. The Growth Lab delivers B2B leads for your cleaning business straight to your inbox - within 48 hours.
See you next week!
Matt @
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