Be Thorough When Qualifying Office Cleaning Leads

The more thorough you’re cleaning something, the better its quality is presented. This is a simple rule of thumb in the janitorial industry but it can also apply when you’re looking for B2B leads for your janitorial service. Of course you may already know the importance of qualification. It helps you learn more about client, what to expect, can you meet their expectations in turn, and what kind of cleaners to send.

However, another reason why thoroughness is important is that it will help you really dig deep in areas that companies take for granted. In this case, the state of cleanliness of their office buildings and other similar business establishments.

Going back to the first point, the more thorough you clean something, the higher you present its quality. Unfortunately, that’s a fact that’s often neglected by many business owners. This isn’t to say that they’re sloppy but given the way janitorial companies are taken for granted, they don’t seem to think too much about it. They just want janitors.

The same negligence though can occur when you’re trying to generate qualified leads. It doesn’t even matter if you’ve decided to go as far as getting lists and cold calling your prospects. If you don’t know how to thoroughly make sure that they are not interested or are not avoiding any serious thought about bettering the cleanliness of their offices, then you could be missing a lot of sales opportunities.

Then again, perhaps nobody should blame. For all anyone knows, you could be sole person doing the calling for your company. You’re not a telemarketing expert but you still try because you find it the fastest way to get a response. Now while that’s undeniable, perhaps it’d better to leave the telemarketing to an expert? If there’s anything an expert has that you can’t really buy for yourself, its experience. Their skills and familiarity with the practice is likely to be higher than yours.

Now at this point, you might start worrying about the costs of getting a professional (or worse, you may need more than one to catch up with competitors). It’s not just the prospect of recruiting these people and paying them. You still have equipment to worry about. Surely a small janitorial company can’t really afford to invest in all that?

Well nobody ever said you have to. All you need to do to is outsource a company that already has professionals and are willing to use them for your lead generation advantage. Some of them even offer to let you monitor the entire process and check up on the status of those who are in the process of qualification.

You could have already missed plenty of opportunities to really learn everything about your target because you committed a lot of common mistakes (e.g. giving up too soon, sounding too eager, talking to the wrong person etc). Neither though, do you have to invest so much just to get that information. All you need to do is have someone thoroughly check your prospects out so that your leads will present themselves with maximum quality.

Pursue Only Qualified Leads For Stable Business Relationships

In commercial cleaning, the relationships between your janitorial services and your client companies can be pretty simple. They get people to help maintain the cleanliness of their offices, schools, malls etc. Your business in turn gets paid for it and allows you to maintain control over the people you send.

However, these relationships can get complicated if you don’t familiarize yourself with the needs of your client. Where would you be sending your people? How much is there budget? You in turn need to give them information that they may need to know. For instance, the might want to know the wages of your workers. What conditions have they normally worked under? Do you have any particular specialization? Are there objects or locations that need a special sort of maintenance?

Failure to ask these questions and get the answers before closing the deal might result in a very shaky partnership. Your people might end up having to clean things they haven’t been trained for. Your client may not actually have a budget. They may have specific reasons why they want only janitors who are being paid at a certain amount.

What you see here is a classic problem that results for poor B2B lead generation. More specifically, it’s a problem that arises from not qualifying your leads. Methods are just the tip of the iceberg when it comes to a lead qualification process. Not only do you need some information to work with, you need analysts to constantly check if there’s anything either of you need to know beforehand.

Of course, such costs can come at a high price. However, do recall what a qualified lead really is. It’s just simply information that gives you a guarantee that the lead is the type of client that you’re looking for. Now when all you want is that information, then simply seek outsource yourself.

Even janitorial companies can seek out lead generation services and have the benefits of a refined qualification process without the heavy costs of investing training, hiring, and equipment. Remember, no relationship works out well if the two parties aren’t that familiar with each other. The same applies even to business relationships. If you want to maximize the chances of success in such a relationship then you need to look out for the common pitfalls. You need to make sure your targets have the budget. You need to know their expectations. You need to know if there’s anything unique about the establishment, company, or even school that you would want to tell your workers beforehand.

All of this depends on the quality of information you get from your leads. In fact, you can even think of an outsourced lead generator as a sort of matchmaker. You simply set out the specifications and they’ll see if there are any companies that match. The important thing to keep in mind though is you either come prepared to work for them or at least possess a more refined understanding of what kind of service you provide. Start qualifying your leads a little more so as to prevent a rocky business relationship.

Gain More Exposure With Outsourced Telemarketing

Commercial cleaning and janitorial services are often overlooked industries and as such, taken for granted. However, cleanliness is still important to the health and stability of any urban environment be it an office, school, library etc. The demand for it is indeed guaranteed but also quite subtle. Those who run an office or some other similar building simply just pick the first cleaning company they look up or the one closest to them and done deal. On the side of those within the industry however, that results in a surprisingly high (or at least constant) demand because of the simple fact that your business is a staple.

It takes a lot to keep a building even decently clean and businesses like it that way for their offices even if they don’t say so immediately. You not only know this but your competitors do to, hence those who often get the most attention are the ones who automatically get call, close a deal, and gain more profit.

That’s the greatest risk about being in a staple industry. Staples are usually taken for granted but they’re acquired nonetheless before they move on to more pressing issues. This means that the first one who gets their attention is most likely the only one they’ll ever go to. Cleaning leads come in faster when you have more people knowing about your janitorial services to the point that its name might even be at the top of search engine results. Those who don’t have that exposure risk staying that way and risk drying out till they rot because everyone’s going to their competitor.

Of course, getting exposure might be too expensive. You’re a B2B business but at the same time, you don’t have any resources that can help you gain attention in the most effective and appropriate way. Make no mistake, B2B marketing isn’t easily compared to things like mainstream advertising. Instead, you have things like targeted email and even telemarketing. This poses problems in the form of spam filters and telemarketing regulations (especially when you’re in countries Australia or Canada.)

B2B leads need to be approached and pursued individually because even an office cleaning company needs to know a bit more about who they’re going to be sending their people to. The same goes on the prospect’s side. They’d want to know about how you handle your people, your compliance with labor laws, what the rates are etc.

For this reason, it’s recommended that you outsource to lead generation companies so you can get that information and at the same time, at least get word out that your competitors aren’t the only cleaning company available. As far as the telemarketing ones go, you can look to them as well. You just have to make sure that they’re experienced and comply with national regulations (like those firms telemarketing in Australia). Remember though, your goal is to get as much exposure (and as much information) as possible so that in the end, you’ll have more companies turning to you first.