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Saturday, September 20, 2014

Question

I would like to submit proposals for beauty salons and spas. How much per sq. foot should I charge in NJ? Should I make cold calls on the phone and make an appointment, or just drive around and do a walk-in? How many bids I should submit per week to get at least one account weekly?


Answer

As with any proposal, the charge or fee must accurately reflect your cost of doing business and add a profit so you can see a reason for being in business. The sq. ft. charge is simply a breakdown of the overall fee and often is based on how long it takes you to do the actual work. For example, charging a 1200 sq. ft. salon 10 cents a sq. ft. per cleaning means that the $120 generated is divided the time it takes, to give you an hourly rate. In this case, that would be $120 an hour if the job takes an hour, or $240 an hour if the job takes half an hour. Good money, but will they pay that much each time you clean? If you can clean the salon in a half an hour and you charge a minimum of $60 an hour for your time, equipment, and expertise, you have effectively made $120 an hour. However, that $60 fee will likely be far more acceptable to the salon owner and you may stand a chance of actually selling the job.
Make cold calls by walking in and dropping off a card to follow up on later. You need to see the place and learn a few things about its layout and janitorial facilities. You will probably bring your own equipment and supplies for a once or twice a week job, but if it is done nightly, is there a place to keep stuff? Is there a convenient water source or must you hold a hose onto a sink faucet to draw mop water?
There is no way of knowing the answer to the last question. It depends on your resourcefulness as a salesperson, the needs of the salons (they may do it themselves or be happy with someoneís Mom who cleans after hours) and the attractiveness of the price-service combo you are offering.
Go to it and track your efforts and results. With persistence, you will learn the answers quickly. If you meet resistance, donít hesitate to ask the owner what it would take to get the work. Spending $400 on a backpack vacuum to remove hair rather than $12 on a push broom may make all the difference in the world as far a better results in less time and get you the contract.
Lynn E Krafft, ICAN/ATEX Associate Editor lekrafft@juno.com