When generating commercial cleaning services leads, another common obstacle (more common now with the prevalence of social marketing) is dealing with influencers who back a competitor. Naturally, the solution lies in getting your own influencers on your side (or even target the same expert buyer your competitor is marketing too). However, that does not mean your sales leads are safe from even your own influencer’s, well, influence.
Even in the janitorial business, your salespeople might argue that janitorial sales leads should be aggressively pursued. Marketing should immediately market your competitive edge and help the business rise back up and move on after every rejection. Admirable as that may be however, you might actually end up wasting your sales leads if your aggressive methods are done the wrong way.
While you may be justified in your need for cleaning leads, it is not enough to misunderstand priorities whether these are yours or those of your prospects. In fact, the purpose of outsourcing is to support businesses who put cleaning services on the low in terms of priority. Sometimes you can easily confuse your priorities with that of theirs and that leads to misalignment, a conflict that must always be avoided if you hope to keep generating cleaning leads.
At first glance, the process of appointment setting does not seem to fit the image of a janitorial service. Do you really need a long client meeting in order to find a cleaning job? Actually you do. You might just be under the false assumption that appointment setting hooks you up for a long, costly discussion.
If sales leads were like grocery items, your cleaning business needs to act fast when something major causes them to spill. Imagine it like your typical grocery store scenario where you hear the classic line: “Clean up on Aisle 5!” In fact, if such stores are among your sales leads, then responding to a spill of business data should only be the marketing version to your people’s response to actual spills on the aisles.
When you are marketing for cleaning leads, you might have boasted about the age of your business on occasion. Be it B2B or B2C, plenty of firms do it in order to polish up an image of both experience and expertise. However, some will also contest that company age is not all that significant (whether that company is yours or those among your cleaning leads).
People will tell you that lead generation and marketing are just about selling. Sure, you can admit that you tell people about your janitorial business in the hopes of getting them interested. Give critics like that the satisfaction of conceding that point. Both lead generation and selling are supposed to be unified in purpose anyways. On the other hand, you should be ready to ask in turn: What is wrong with that?
In cleaning lead generation, accountability plays a critical role in establishing trust. But as important it may be, it runs contrary to the virtue when you admit to mistakes that really were not yours. These mistakes do not necessarily have to be that of your business specifically. Sometimes your lead generation campaign runs into prospects who blame everything save for themselves! There are times when something is clearly within the responsibility of commercial cleaners. There are others when your own customer should know better.
If you (or your kids) ever watched Fairly Odd Parents, you can see a running gag that can actually apply to appointment setting. Despite the supposedly ‘unlimited’ power of Timmy’s wishes, there have been many times when a wish flops because of “Da Rules”. Likewise much as you want to grant your prospect’s every wish, there are just some things your services cannot guarantee.
The more varied your cleaning leads, the more industries you most likely serve as a commercial cleaning company. And when your cleaning leads are that diverse, the more diverse the work force you will be mixing with your own. Do not be so quick to dismiss the importance of knowing who you cleaners will be working with.