Assure Accountability To Your Prospects When Pursuing Janitorial Leads

Now, ideally, outsourcing to a janitorial service should mean you are the one responsible for the actions of your employees. You want institutions like schools to outsource your services and your personnel because it would alleviate the burden of handling people who are performing a necessary but still non-core function (in this case, expert janitorial services). This willingness to take responsibility is your selling point and is a common claim among B2B marketers who are looking attract janitorial leads.

However, are you willing to feel the weight of that responsibility should you discover that your workers were involved in a scandal? For example, what if some of your janitors bore witness to a crime that happened on your client’s establishment? What will you advise? What course of action would you take? If you don’t demonstrate how willing you are to take responsibility, then you won’t establish enough trust. Naturally, you won’t have as many janitorial leads because few businesses have enough trust in you.

More importantly though, trust has a direct effect on your relationship with your client.

All of this ties to your accountability as their employer. And when you’re marketing your business, that accountability will reflect upon you when you’re marketing your business. Therefore, you should be prepared to take any necessary actions needed to ensure your clients of your responsibility. Obviously, they should also be informed. Use an appointment setter to schedule a quick meeting so you can fill them on a routine course of action. It’s also an appropriate way to present agreements with your future clients. All in all, it pays to sit back and recall the importance of ethics even in B2B.

Because if you don’t, the consequences won’t be pretty. Take this report from CleanLink on how criminal actions affect company reputation). In fact, it may not just stigmatize a single contractor but an entire industry (which includes you)!

Dealing with schools and other educational institutions is another example. Take the case of Penn State and the horrifying scandal surrounding Jerry Sandusky, a famous football coach recently convicted on multiple accounts of sexually abusing minors. However, like many similar abuse scandals, perhaps what makes his case quite horrendous was that these abuses happened over a course of 15 years.

But can you guess why this was so? Well this Fox News article alleged that a ‘culture of silence’ prevented any action from being taken from within. And guess what? This culture pervaded across levels and reached all the way down to the janitors.

“Reporting the assault ‘would have been like going against the president of the United States in my eyes,’ a janitor told Freeh’s investigators. ‘I know Paterno has so much power, if he wanted to get rid of someone, I would have been gone.’ He went on to assert that ‘football runs this university.’

Freeh said Thursday the janitors ‘were afraid to take on the football program. If that’s the culture at the bottom, God help the culture at the top.’”

In either case, if somebody had more responsibility over the janitors, scandals like this wouldn’t happen. Reputation in turn, wouldn’t have been lost. The one with responsibility would neither have been charged of bad practices nor would their janitors be unwilling participants in a crime. Remember that when you are actually promising responsibility, you are taking an oath and both your current clients and future clients will hold you to that oath. Failure to do so will only betray their trust and put an end to both present and future business relationships.

Commercial Cleaning Leads – The Difference Between Professional Expertise And Presumptuous Expertise

Given the wide availability of information today, even small companies are gaining the capacity to determine their needs even before vendors. And when they’ve determined their needs, they’ve already determined from whom they will acquire B2B products and services (including janitorial ones).

Once this happens, you’ll have little chance of convincing them otherwise when that entity turns out to be a very big competitor. The trick to avoiding this though is it’s no longer a race to finding out who can provide for needs first. It’s about who can identify those needs ahead of everyone, even those within your target market.

Does this sound impossible? Not necessarily. It’s simply about identifying the kind of companies that aren’t knowledgeable about evaluating their janitorial needs. They’re out there and you just need to walk the fine line between being professional and presumptuous in your input. To start, here are a few types of companies you might want to immediately target:

  • New businesses – Companies that are just about to start up might be too focused on mastering their core functions and consider investment in in-house cleaning services a lower priority. You can’t blame them though because it’s their core functions that will bring success to their own business. Besides, that just makes them the ideal company to target because your professional expertise on workplace maintenance clearly surpasses their own.
  • Core-oriented businesses – Following the first, there are those who still prefer to focus on their core businesses even if they’ve already started but are still quite small. Like the first, they list non-core functions as a lower priority. These companies are also the type to outsource such functions so it’s really important to get to them first before they start screening for candidates.
  • Rapidly growing businesses – Businesses who are experiencing rapid success and are in the midst of fast growth have their attentions stretched across many areas. They might be using the growth to outsource companies they deem better or to expand their own services. Make sure to keep your eyes and ears open for these companies when you’re generating cleaning sales leads.

All three types tend to be generally small so you have to be careful about how you make contact with them. Some of their decision makers might only be accessible through email. Others still stick to receiving business calls through just one or two telephones. You might even run into a few who rely heavily on social media for engagement.

The good news though is that all three are still in a stage where they have a significant lack of knowledge about their janitorial needs. And by lack, they don’t even know the basics of evaluating the cleanliness of their work place. You, on the other hand, already do and by targeting them, you can quickly identify these problems before it ever crosses their minds. You can’t call this presumptuous because the problems you identify are so basic that even your own competitors can spot them.

Now if this sounds pushy, there’s an answer to that as well. It remains a fact that you do know better and that you do know these needs exist among young and growing companies. They’re just not recognized yet because they have more pressing needs to address. Offering your services actually makes it easier to take their mind off processes of lower priority and maintains their growth.

Use Appointment Setting To Show That You’ve Really Been Listening!

No janitor is perfect so complaints are inevitable in the cleaning business. Whether these complaints are valid or not, you’re bound to get some still. The only thing you can do is to provide decent customer service in such an event.

Unfortunately, today is an age where people have a bad tendency to excessively depend on technology to solve their problems. Your company might not be an exception. To start with, have you ever looked closely at how you receive complaints? Do your current clients email you? Does your website allow the filing of complaints via an online form?

Chances are, they’re not satisfied with this. In fact, the bigger your janitorial services are, the more of these little forms are going to come in and flood your company inbox.

On the other hand, going the old-fashioned route may not be the best idea either. Do you tell them to send a formal letter? Do they have to actually drive up to your office and demand to see you? If you do, then it shouldn’t surprise you that your clients dislike all the trouble they have to go through.

And why should they? These are your clients! No doubt you had to generate a lot of cleaning business leads before you encountered them. Are you aware that any bad referral on their part will impede any future lead generation campaigns? You should be! Therefore, your customer service should be ready to address any problems that come up without asking too much on your client’s part.

Now janitorial telemarketing doesn’t always have to be for the sake of finding and pursuing business prospects. You can use the same telemarketers to receive complaints and even inbound inquiries from referred prospects. Either way, the point is to make things easier for them to get in touch with you and know you’ve heard them. You don’t even have to do away with your previous system. It’s not like the inbound telemarketing strategy is flawless either. You just have to give your clients more options and in any of these options, you have to be very efficient in reception and response.

Furthermore, you need to really show that you’ve been listening. Remember, the problem with the flooded inbox? Another reason why it’s unsatisfactory is because the client on the other end doesn’t see you taking any action. When you’ve heard the complaint and think it’s worth addressing, quickly set an appointment! These don’t have to ask prospects to drive all the way to your office. You just need to talk to your prospect and show them that you’re a real person, you received their complaint, and you were actually listening!

Complaints and conflicts are always expected in any business relationship. Ensuring that complaints don’t happen isn’t the only way to ease strains in that relationship. You may not be able to fully prevent them but you can improve the way you receive and respond to them. Improvise the way your clients file their complaints and don’t forget to show them that you’ve really been listening!

What Social Media Can Teach To Really Fix Your Cold Calling

These days even professional telemarketers will tell you that it’s no longer a good marketing approach to just call someone out of the blue. If you think being a janitorial company would mean it won’t be as bad, think again. The way a business engages another business may not be the same as when they engage consumers but there are still people to be called. These would be the decision makers. And if their position doesn’t set them further apart from your average customer, the way they receive cold callers will. Then again, perhaps it would be more accurate to say it’s the way they don’t receive them at all. Gatekeepers have been the bane of telemarketing efforts since the method was first conceived.

At this point, you might feel compelled to consider alternative ways to generate sales leads but it’s not like they’re without their own form of obstacles. Emails have spam filters. Website marketing has you investing unexpected amounts of money and time just to compete in search engine rankings. Even social media, for all its capacity to help you engage your market, suffers its own limitations that’s shared by all three of the above.

However, the latter can still teach you lot about how to fix your approach. The ideal behind social media marketing is that you’re supposed to really interact with your market. Even if it’s for just a commercial cleaning lead, engaging potential clients can be beneficial both for their businesses and your own.

So what does it mean to engage? It simply means you’re willing to learn more about your prospects and communicate. That should be the two halves of your approach: information and communication. Information should be gathered for more than just one purpose. Below are just some of the staples:

  • Getting in touch – This would cover contact information such as phone numbers, email addresses, as well as websites and social media profiles. This should also include information about which decision maker to contact for discussing matters about the maintenance and cleanliness in the work place.
  • Give you something to say – This is where cold calls fail. You contact someone with little to zero prior knowledge of who they are or even what their business is like. Before attempting contact, consult other sources of information like their websites and social media profiles. No matter what, you must avoid acting on very weak assumptions.
  • Figure out how to serve them best – Learning about your prospects from other sources is only the beginning. You shouldn’t stop but keep gathering more information and more interest. That’s another important aspect of engaging with them. It should teach you more about their needs and how your cleaning services can best help them.

Again, the idea behind social media marketing is engaging your prospects. But guess what? That’s not just limited to social media. It’s an ideal that’s applicable to all marketing approaches from telemarketing to email. Getting to know your prospects and finding out the best way you can serve them is only common sense!

Rushing Potential Sales Leads Can Potentially Kill Them

It’s never a good idea to rush somebody. It’s an even worst idea when that somebody is someone high up on a company’s hierarchy. The worse however is rushing that person to give you a sale. That is definitely the ultimate killer of client interest.

Nobody likes a pushy salesperson. Even if your business is something as simple as a janitorial company, you’re still a B2B firm and you have certain standards to live up to. In this case, a standard to keep in mind is consideration. You are considerate of the time that a potential client is giving you and you do not want to ruin the impression by wasting it. It’s also a good way to show how you’re already willing to be of service to them.

Stepping back though, you may have wondered why even an offer like yours might need some time to think it over. Janitorial services don’t sound like the top most priority for a lot of people so do they really need to think about it?

Well if you have any faith in your services versus the ones they currently have, you might actually say yes. Some people who underestimate the importance of a well-maintained working environment also underestimate themselves in terms of that. As such, there’s a good chance that they’ll know a lot less of what makes a clean office than you do!

That’s what your B2B lead generation strategy can accomplish. At the very least, you’ve given the person you’re contacting something to think about. You don’t have to be pushy. You have to be informative. And by informative, this does not mean you bombard your prospect with too many details. In fact, look to professional telemarketers for examples: when it comes to leads, they make it simple, short, and to the point.

If it comes to it, why not throw in a bit of appointment setting as well? That way your potential client will have all the time to think about it and you’ll have all the time in the meeting to show them the things that your janitorial company can do better and at a far convenient cost.

People assume that just because you need to generate leads fast because of competitors, rushing a prospect is justified. That’s like firing many shots in the hopes that they will hit the target. Sure you might land a few but how many bullets did you think you had to waste? Wouldn’t it more efficient (and less expensive) I you decided to patiently take aim?

Remember, whether you use telemarketing, online marketing, or even going about visiting other companies yourself, these people will not know you. You need to give them time to learn about you and think about you as an alternative option. Rushing a decision generally doesn’t pan well for anybody because it was acted up too little information. A well informed decision will always be better for business then simply acquiring or rejecting upon impulse. Don’t rush your leads!

Outsourcing – Issues You Need To Know, Be It For Yourself Or For Lead Generation Companies

If there’s one thing lead generation companies have in common with your janitorial company is that you’re both outsourced services. One is outsourced for the cleanliness and maintenance of other business establishments while the other is for the sake getting a constant stream of business opportunities (even for janitorial services themselves). Outsourcing is the popular option when the additional costs of doing things yourself might come as a disadvantage if you’d rather invest in something else.

More importantly though, you should also know that the two have much in common when it comes to labor issues. These issues mostly revolve around HR but if you’re going to outsource, you should know that the standards you hold for yourself should be the same for that of your outsourced company.

There are plenty of businesses out there that can be very scrutinizing when it comes to outsourcing janitorial services. Again, remember the issues regarding labor? You need to show to them that you’re a company in good standing and are in compliance with your nation’s labor laws. If you offer yourself as cost-efficient, transparency is even more important. Don’t hesitate to ease their suspicions by showing them where their money is going.

When it’s your turn to outsource (in this case, for B2B leads), the roles are now reversed and it will also be your turn to evaluate candidate companies.

As an example, look to outsourced telemarketing services. They’re considered as one type of lead generation company. When outsourcing one, you need to really see if they not only deliver what they promise but at also if it was worth the money. By worth the money, it’s not simply the money you spent but also the money you saved. As stated before, you need to figure out why the costs are either low or high. What are they doing to cut costs? What kind of people are they hiring?

If these sound familiar well that’s only because these are the same questions you should ask yourself if your client is suspicious of the way you do business! There is no shortage of controversy when it comes to labor with outsourced services being at the heart of it all. You have everything from janitorial services hiring illegal aliens to offshore telemarketing groups taking advantage of currency differences to pay lower. If you do not want to associate yourself with such practices then you need to keep yourself clean and that your outsourced lead generator does the same.

If business owners aren’t turned off by the high costs or insufficient quality of a service, they are turned off by unethical practices. Lead generators are all about gathering information so why not have them also gather information on such standards? At the same time, when screening candidates, make sure that they too are aware of those standards and you hold the same for them. It’s been proven that such things can seriously damage public image (be it for businesses big or small). Start being more aware of these issues today both for yourself as well as the companies that you outsource.

Use Qualified Leads To Be Of Service First, Selling Second

Generating B2B sales leads is a process centered around information. Whether it’s information to help qualify a lead or information to help communicate through the proper channels, all of these are generated by that process and more. With regards to the proper channels, it is imperative when determining the right conduct in communication (e.g. lead generation in Australia tends to face strict demands when it comes to anything related to telemarketing so companies need to be clean with their contact data).

Most importantly however, it tells you how you can serve your potential client. And when you’re a commercial cleaning service, you’d have obviously been stressing on the ‘service’ part. Who would outsource a janitorial company if its people do a sloppy job?

On the other hand, the challenge of finding quality B2B sales leads goes beyond knowing who to approach with an offer. It’s about knowing what you can do for people’s businesses and their establishment(s). One way or another, a B2B company should always seek to serve first and sell later. Cleaning services are hardly an exception. These days, people do not take kindly to an overly eager salesmen. But by overly eager, it’s an eagerness to serve but to sell. The rising hostility of today’s consumers against marketers is just one result of that. Another would be the mentality creeping into the minds of some business owners themselves.

They don’t want a company that can organize the cleaning of both restrooms and restaurants. They want a company that’s willing to help them clean what actually needs cleaning. When you’re generating leads, you should make sure the information you get can be used for that purpose. Seek to serve, not sell. Money will only follow naturally if you know first how to do your job right.

Then again, this doesn’t mean you won’t be refused at times. On the bright side, those who do would at least know that you were more concerned with being able to help than trying to make a sale. When you’re screening potential clients, don’t limit yourself to reasons of budget or company size. Make sure that the main reason for considering them a potential client is because they have something you can help with.

At this point, it may not even matter if you’ve either outsourced the heavy stuff of contacting and qualifying for leads or managed to invest in your own little call center for the job. The efforts and resources you spent will be wasted if your motive is purely to see if you can make a sale and not if you do someone a service.

Nobody likes a pushy salesperson because these people care more about talking about their services, products, or company than they are about what those things can do for the client. Doing you homework on them can reverse that and may even turn the sentiment against them.

Make no mistake, you’ll still need money and furthermore, anyone who has run a business will know how self-defeating it is to deny a service purely on the grounds of not wanting to be sold to. Regardless, start focusing less on selling and more on serving!

Janitorial Telemarketing – Be Aware Of Business Size Before Calling

Information has and will always be a central component in B2B lead generation. It what’s enables you to contact and it also continues to help in the qualification process. Now you might already have a general idea about what kind of information would help you and how it helps you.

First off, there’s the information that tells you how to contact a prospect. However, it would also be wiser to get more than just contact information and do a bit of study on each target so that you won’t be just calling or emailing out of the blue. Your research may not amount to much until you actually communicate but every little bit helps.

You may have already learned about the importance of industry. Basically, it tells you and your people what to expect and send in someone more specialized if the work environment would require it. On the other hand, another thing you need to keep in mind is size.

It may not seem important but size might already give you a good idea on what to expect when you contact your target business. For instance, if you’re telemarketing in Singapore, that leaves you with plenty of businesses of all sizes to target because that place is bustling with urban business activity.

So what do you expect to discern from size? For one thing, it also tells you about the kind of work environment you’ll be sending your people too. Is it a big or small office? Do they have their own building? If not, what floor are they on and how will that affect day and nigh shifts? Is it too big a place to just send one person? All of these can be known throughout the course of generating the lead (from the moment of contact to qualification) but it will certainly shape the whole process into either a success or a failure.

Secondly, it might tell you who to specifically contact. In this case, it might be harder when it comes to the larger companies because they could have anyone in charge of handling the state of cleanliness of their establishment. That doesn’t mean you shouldn’t try and it’s only a matter of employing the professionals who can navigate through their large and complex hierarchies. These would probably include professional telemarketers, database handlers, and online researchers.

Of course there might be objections to costs at this point. With so many places to target and so many different sizes to measure, it might take a lot to invest in the proper tools and man power. Fortunately, that’s where outsourcing can come in and take up the load for you.

Make no mistake though. Outsourcing doesn’t eliminate the responsibility for having standards. What has been written above still applies (especially when you’re giving a profile of what kind of businesses you’re targeting). In the end, it doesn’t matter whether you managed to invest enough or outsource to a good lead generator. Don’t forget to consider business size when it comes to gathering information on a prospect!

Going Beyond The General Business Category- Identify Industries For B2B Leads

When it comes to B2B lead generation, telemarketing is still an inevitably for a lot of B2B businesses like janitorial services. When you’re targeting decision makers and business owners, the telephone is your only shot at getting in touch with them and telling them about what you have. Anything else will not get you their attention. Not advertisements. Not commercials. When you think about it, these same decision makers are likely to use these similar methods to target their own consumers. Obviously they wouldn’t so easily affected and can recognize a marketing pitch even before it leaves your mouth.

On the other hand, the B2B-oriented nature of your calls can be an assurance that you won’t be as much a nuisance as those who still use telemarketing for targeting these same consumers. There have been more than a few countries who have grown heavy hands in restricting these type of calls. For example, telemarketing in Australia had become heavily constrained in terms of who can use it, what time they can call, and for what purpose. The good news though is that so long as you’re targeting businesses, you’ll well be within such limits.

However, the truth is that’s only the first step. If you’re serious about your services spreading out as wide as possible, then you need to actually pay attention to the smaller details. One such detail would be industry. At this point, let it be known that whether you’re using outsourced telemarketing or managed to set up a good, in-house call center for your business, industry expertise still plays a critical role. For those with an in-house department, it will tell you how to better organize your efforts and your approaches. If you’re outsourcing, it will help you evaluate the company you outsourced (or determine the right one for you if you just decided to look for one).

The importance of industry expertise is that industry will play a critical part of your target’s profile. In other words, it’s part of what makes for a qualified lead (and quality information). There are a few points of interest that you can get out of just knowing what industry your target business is in. One of them is their preferences and expectations regarding janitorial and cleaning services. On your part, it will tell you what kind of place you’ll be sending your people to.

That alone can significantly inform you (or your lead generator) whether or not a business makes for a possible lead. How far is the place? Are there any areas or things that need more specialized cleaning? What kind of shifts would they want your janitors to work under, day or night?

Remember, lead generation is all about getting information. Industry expertise obviously falls under that field. Don’t just generalize businesses and approach them with the same marketing pitches. It not only makes you look inconsiderate and static, it also makes you ignorant of basic indicators like industry. Learn to adapt and figure out how industry will tell you what to expect.

The Mark Of Professional Telemarketers – Knowledge Of The Law

Be it onshore or offshore, in-house or outsourced, inbound or outbound, the very people that represent you on the phone should know the laws of the land to which they’re making their calls. Now first off, people might think that these laws are somehow a sign that telemarketing is about to kick the bucket.

On the contrary, it’s merely shifting to where it’s more effective and where popularly recognized marketing methods are not. The best example is in the B2B half of the business world. Oddly enough, it doesn’t always have to come off as big business. Even something like janitorial services are considered B2B. But like any B2B industry, they suffer from lower exposure. This isn’t even the result of bad marketing but by their very nature.

Here’s a quick review on B2B basics. The only people who will take interest in such deals are those who in charge in another business, hence the term (business-to-business). These people don’t make up a majority of the population. And the thing about popular marketing methods, a majority of the population is usually the target. Simply put, print advertising, billboards, and TV commercials will not reach the intended targets. Business decision makers are too busy and you need a channel of communication that needs to really interact with them.

Janitorial services suffer this fate like any other B2B organization. Hence, telemarketing is one of the few ways they’ll ever get in touch with their targets and generate B2B leads.

These laws though aren’t as big an obstacle but that’s why it’s important to make use of only professionals who comply and can even use them to an advantage. For instance, countries like U.S. and Canada have very complex state laws regarding telecommunications. But like most (if not all) regularizations, they are done with only the intent of protecting consumers and private citizens. Businesses and their owners naturally do not quality (and chances are, many of them wouldn’t want to). Business calls are an everyday part of their daily lives and you need to take advantage of that.

Hiring professionals is actually just the first step but it’s critical nonetheless. Another way you can make sure that they avoid violations is if you outsource a company with a quality database. Such a database must not only have been compiled over the years but also refined and pruned of any numbers that are within the protection of DNC registers. It helps lighten their load of avoiding violators, identify numbers that need to be stricken off, or better yet inform those who insist on a violation that business numbers like theirs are generally not allowed to vie for DNC protection.

It also helps to pay attention to what countries a telemarketing group has been contacting. If you’re a janitorial service in Canada, then you need to outsource a group that has experience in contacting Canadian businesses for Canada sales leads. It doesn’t change the fact that knowledge of the law will filter out their search and lead to a faster qualification process. A faster qualification process means more leads and more leads mean more chances of a sale. So when you’re out looking for telemarketers, use this knowledge as a way test if they’re truly professional.