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How to Tell a Client You're Raising Their Rates (Word for Word)
Every month you don't raise your rates, you gave your client a discount they never asked for. This episode is about the conversation you have been avoiding - and exactly what to say when you finally have it.
Mark Anderson, Sharon Cowan CBSE, and Edwin Eaton walk through the full framework for delivering a rate increase professionally - from the words you use in the written notice, to handling pushback in real time, to what to do when a client says no. This is the conversation side of raising rates. If you want the strategic and math side, go back and listen to Episode 5 first.
Sharon opens with the word that sets clients' hair on fire - and the better one to use instead. Edwin shares the tire shop story where a client pushed back hard, Edwin threw the question back at them, and they signed without another word. Mark breaks down the single most powerful response when a client says no - a one-word question that immediately flips who is on the spot.
Also covered: why you should never apologize for a rate increase, the 60-90 day notice rule and why 30 days is too short for large accounts, how to use silence after explaining your position, the scope adjustment as a last resort when price is truly the issue, and how to flip the script with extra services when holding price is the only option.
Edwin closes with the line that sums up the whole episode: "Complexity makes you sound smart. Simplicity is what makes you money."
WATCH EPISODE 5 FIRST - When and Why to Raise Your Cleaning
SUBSCRIBE for new episodes every Thursday:
https://www.youtube.com/@PolishingProfits (https://www.youtube.com/@PolishingProfits)
CHAPTERS:
0:00 - The Conversation Everyone Is Avoiding
CONNECT WITH US:
YouTube: @PolishingProfits
Instagram: @Polishingprofits_podcast
Facebook: Polishing Profits Podcast
TikTok: @polishing.profits
ABOUT THE HOSTS:
Mark Anderson - 50 years in the cleaning industry. Built an eight-figure facilities company and a seven-figure franchise organization across the US and Canada. Now at TPGI NOW (tpginow.com (http://tpginow.com)).
Sharon Cowan CBSE - 35 years in the industry. President and CEO, Cleaning Business Consulting Group (cleaningbusinessconsultinggroup.com (http://cleaningbusinessconsultinggroup.com)). BSCAI two-time award winner, published author, forensic expert in the janitorial industry.
Edwin Eaton - 20 years in the industry. Owner of iPro Building Services, 3x Inc. 5000 honoree, founder of Cinch Janitorial Software (cleancinch.com (http://cleancinch.com)) and Blueprint Janitorial Coaching (blueprintjanitorial.com (http://blueprintjanitorial.com)).
#cleaningbusiness #janitorialbusiness #raisingrates #priceincreaseconversation #commercialcleaning #cleaningcontractor #howtoraiseyourrates #cleaningbusinesstips #clientnegotiation #polishingprofits
10 Jul 2026
When and Why to Raise Your Cleaning Rates (And How to Know You're Ready)
How to know when it is actually time to raise your rates, how to calculate the right number, and which accounts to address first.
Mark shares his 5% rule why anything over 5% needs documented evidence to back it up, and why you should always ask for more than you need because every negotiation expects the customer to feel like they won. Sharon breaks down how to prioritize by biggest dollars first. Edwin explains how he ranks every account by gross margin, gets rid of the low-margin drag, and why he lost accounts he should never have kept including his famous line about clients who want Taj Mahal service at hot dog convenience store prices.
The episode closes on the question every owner is really afraid to ask: what happens if I raise rates and lose the client? Edwin's answer: "If an account is barely making money or worse losing money and they leave because you priced it correctly - did you really lose?"
SUBSCRIBE for new episodes every Thursday:
https://www.youtube.com/@PolishingProfits (https://www.youtube.com/@PolishingProfits)
CHAPTERS:
0:00 - Fright. Terror. Fear. Anxiety. (The Rate Increase Problem)
CONNECT WITH US:
YouTube: @PolishingProfits
Instagram: @Polishingprofits_podcast
Facebook: Polishing Profits Podcast
TikTok: @polishing.profits
ABOUT THE HOSTS:
Mark Anderson - 50 years in the cleaning industry. Built an eight-figure facilities company and a seven-figure franchise organization across the US and Canada. Now at TPGI NOW (tpginow.com (http://tpginow.com)).
Sharon Cowan CBSE - 35 years in the industry. President and CEO, Cleaning Business Consulting Group (cleaningbusinessconsultinggroup.com (http://cleaningbusinessconsultinggroup.com)). BSCAI two-time award winner, published author, forensic expert in the janitorial industry.
Edwin Eaton - 20 years in the industry. Owner of iPro Building Services, 3x Inc. 5000 honoree, founder of Cinch Janitorial Software (cleancinch.com (http://cleancinch.com)) and Blueprint Janitorial Coaching (blueprintjanitorial.com (http://blueprintjanitorial.com)).
#cleaningbusiness #janitorialbusiness #raisingrates #cleaningbusinesspricing #commercialcleaning #cleaningcontractor #howtoraiseyourrates #cleaningbusinesstips #pricingstrategy #polishingprofits
3 Jul 2026
Stop Financing Your Cleaning Clients for Free
very time a client pays late and you keep showing up anyway, you are giving them a free loan. Here is where the problem actually starts - and what to do about it.
We explain you the four places cash disappears in a cleaning business, starting at the estimate, not the invoice. Most owners are looking in the wrong place.
Sharon drops a number most owners have never heard: a month is not four weeks in the cleaning business. It is 4.33 weeks. If you are not bidding that way, you are losing money one week every quarter without knowing why. Edwin walks through a real construction cleaning job where the GC was getting paid and not passing it along - and exactly how he tracked it down. Mark shares the collection statistic that should scare every owner: after 90 days past due, you have a 50% chance of collecting 50 cents on the dollar.
This episode covers: whether your cash problem is a pricing issue or a timing issue, what to lock down before a new account opens, how to invoice so payment is never delayed by your own mistakes, and how to manage receivables every single week without letting money slip through the cracks.
GRAB THE FREE CASH FLOW AUDIT CHECKLIST: The Link will prompt in the video, make sure you watch it all to download!
WATCH THE FULL CASH FLOW SERIES:
EP2 - Why Your Cleaning Business Looks Profitable But Feels Broke: https://youtu.be/z9HcXEMW0Vw (https://youtu.be/z9HcXEMW0Vw)
EP3 - How to Fix Your Cleaning Company's Cash Flow Problem: https://youtu.be/pbpDW9aVOvQ (https://youtu.be/pbpDW9aVOvQ)
SUBSCRIBE for new episodes every Thursday:
https://www.youtube.com/@PolishingProfits (https://www.youtube.com/@PolishingProfits)
CHAPTERS:
0:00 - It's a Come to Jesus Meeting With Yourself
CONNECT WITH US:
YouTube: @PolishingProfits
Instagram: @Polishingprofits_podcast
Facebook: Polishing Profits Podcast
TikTok: @polishing.profits
ABOUT THE HOSTS:
Mark Anderson - 52 years in the cleaning industry. Built an eight-figure facilities company and a seven-figure franchise organization across the US and Canada. Now at TPGI NOW (tpginow.com (http://tpginow.com)).
Sharon Cowan CBSE - 35 years in the industry. President and CEO, Cleaning Business Consulting Group (cleaningbusinessconsultinggroup.com (http://cleaningbusinessconsultinggroup.com)). BSCAI two-time award winner, published author, forensic expert in the janitorial industry.
Edwin Eaton - 20 years in the industry. Owner of iPro Building Services, 3x Inc. 5000 honoree, founder of Cinch Janitorial Software (cleancinch.com (http://cleancinch.com)) and Blueprint Janitorial Coaching (blueprintjanitorial.com (http://blueprintjanitorial.com)).
#cleaningbusiness #janitorialbusiness #cashflow #cleaningbusinesstips #cleaningcontractor #commercialcleaning #receivables #invoicing #cleaningbusinessfinance #polishingprofits
Reach and audience
Public platform figures. Ratings count people who left a rating, not total listeners.
YouTube views
14,719
Score snapshot 15 Sept 2025
Apple Podcasts (US)
5.0 / 5
1 ratings
Spotify
5.0 / 5
5 ratings
Podcast Authority Score: 38 / 100
A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.
Quality
22
Social presence
0
YouTube
76
Engagement
60
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