Decision makers will always be wary of costs but more importantly, they want to know more about them in-depth. Buying behaviors among business owners can be drastically different from the buying behaviors of regular consumers. There are a lot more factors for them to consider and even if you think there’s not a lot to discuss when it comes to janitorial leads services, the other side might have a different opinion.
To understand this better, try to put yourself in their shoes when it becomes your turn to outsource a service. For example, B2B lead generation. You’re a B2B business and like any other, you need a constant flow of opportunities as well as a good source of industry information. Outsourcing is the way to cut costs for it but just as how your potential clients might want to talk to you about costs, you’d likely want to discuss the same with an outsourced company.
Going back to you, costs may always be a predictable topic a business owner would want to discuss with you. Regardless, that doesn’t mean they don’t have a good reason. Perhaps they’ve had a bad experience with a previous company or want to see if the money they give you can translate into legitimate payment for your employees. At times, it might be as simple as seeing if you’re really as cost-efficient as you say you are.
In any case, you shouldn’t risk turning them off by denying them a chance to meet with you and discuss these issues directly. You won’t be having a lot of janitorial leads if you don’t at least provide potential clients with that service.
Surprises may be good for parties but they’re not so much for businesses. For janitorial services, surprises in the forms of unexpected demands from clients can lead to all sorts of drama and put a strain on the business relationship.
You’ve probably heard enough about how these are the result of badly qualified janitorial leads. While that’s true, there’s another advantage to having quality information that can reduce the amount of bad surprises. This would be the image of your entire target market as a whole.
It’s true that businesses have their own unique demands which make them difficult to generalize (unlike the markets of consumer-targeting industries). However, an overall image of the industry can still prove useful if you’re trying to spot a trend. This trend can help you formulate your approaches so that you’ll be prepared for the unexpected.
For instance, checking out the average budget among your targets will help you expect how much your services will be paid for. In turn, it might also help you narrow down your targets to those within a certain range. This can be quite advantageous for those targeting businesses in high-rise economies like Singapore. If you’re generating leads by telemarketing in Singapore, try to have people note down a few things your target companies have in common and reformulate your calling script according to it.
There’s a lot of research involved in B2B janitorial leads generation as well and like regular market research, you can use it to adjust your approach instead of sweeping bad surprises under the rug, grinning and bearing.
Some businesses are simply more comfortable and adept using cautious marketing approaches. Inbound lead generation is one of them and can work for businesses that are more confident in attracting inquiries. Cleaning and janitorial services can be considered one of them. Everybody needs an clean working environment, be it a school, office, library, gym, factory etc. Therefore, it’s not much of a stretch to simply start promoting your cleaning service some place where decision makers can take interest. Given that the internet has greatly increased the amount of exposure for even small businesses, this internet age is as good at time as any to start.
The question though is what comes after? That’s where an inbound janitorial leads generation strategy would really help. This would cover everything from how the client would contact you to the means of qualification. Getting cleaning services leads inbound can work wonders if the flow comes in a constant and controlled rate. It means you’re never out of work.
For a basic model of such a strategy, try using telemarketing as your channel of business communication. Inquiring prospects can get information more at their own pace when its via a live phone conversation. Companies in rising economies like those in the Asia region can also make use of referral programs to really boost the amount of inquiries they get along with their reputation. Inbound telemarketing in Singapore and Hong Kong doesn’t sound like a bad idea when companies are more likely to be so well-guarded communication wise. Use an inbound strategy to make them come to you and make sure you have flexible channels to help the process.
The rise of anti-telemarketing regulations can tell you one thing. Nobody likes being called out of the blue these days. The governments of countries like Canada and Australia were just some of the first to get that message. Then again, it’s not like such calls were ever well received even during the days when people were used to telemarketers calling them in the privacy of their own homes like traveling salespeople.
Truth be told, that sentiment has not entirely left even those who run businesses and that’s not a good thing if you’re a janitorial service. You need qualified janitorial leads if you want clients constantly coming in and you know enough about them for a successful partnership.
Fortunately, you can minimize the element that puts the ‘cold’ in cold calling. That element being the unexpected nature of the call. Now you cannot completely eliminate the initial shock when a gatekeeper or a decision maker picks up the phone and hears you. However, if you’ve got some solid data on their company beforehand (data that is relevant both to you and to your target), then you have a better chance of getting them to consider what you have to offer.
If cost is an issue, that’s not a surprise either. Databases are hard to compile because it takes years and it’s even costlier to maintain during an ever on-going campaign. Naturally, this is why most B2B businesses outsource telemarketers to get their leads for them. Some telemarketers have even managed to produce Canada sales leads for businesses inside and outside the country. This is because they naturally come with a contact database of their own. Get them on the job and you can get the data that diminishes the cold in cold calls.
Despite how it sounds like at first, telemarketing for janitorial companies is an authentic B2B practice no different from processes like lead generation for accounting firms. Cleaning places like offices, buildings, and other large establishments is no mean feat and should not be taken for granted. There wouldn’t be entire companies investing themselves to providing this service for others if it wasn’t such a large undertaking.
With that established, its important for you to be selective when outsourcing a telemarketer for leads.
Naturally you may not be able to afford the costs of creating and maintaining your own in-house team. What you really just need however is the information found within qualified leads. It’d be hard to call them qualified though if your outsourced company doesn’t know what it means to identify janitorial leads.
That’s one thing to keep in mind when choosing the right candidate: industry expertise. There are plenty of B2B telemarketers out there because the phone still remains to be a common channel of business communication. Still, with that many, it’d pretty hard to choose so have set criteria for discovering the right one. Listing industry expertise is a good place to begin. Start by checking if their personnel are familiar with subject matters pertaining to office cleaning and identifying the usual ones in charge of evaluating the neatness of their work environment. For there, you can determine if the have the necessary communication skills and appropriate information to get the job done. You’re not just looking for any group of professional telemarketers to get you leads. You need ones who know how to get those with the ‘janitorial’ label.
For many business gurus, the title would seem to state the obvious. However, for many janitorial cleaning companies (such as yours), it may not be so. What’s probably more interesting is the fact that it can be absent from those who already have plenty of clients and those who don’t. Why? Simply because neither don’t know the importance of constantly having interested people coming in.
In the case of those with many clients, what happens when circumstances force you to cut ties? You’re out of one source of sales and if you don’t know how to generate a constant flow, then you don’t know what it was that got you that client in the first place.
In the case of those suffering from lack, the reason is much clearer. You’re either too lax in finding enough leads or are going about it the wrong way.
Regardless of which one your business falls under, they both need to generate more leads in order to get afloat and stay afloat. Now there might be some issues regarding methods, costs, as well the actual gathering of data itself. Fortunately, that’s something your typical lead generation company has already covered.
However, you have to make sure that they can think just like you do. Like if their method involves call center agents and your company is located in Singapore, then make sure they have the necessary stockpile of contact information to do telemarketing in Singapore. The basic point still stands. Start getting a constant flow of cleaning services leads if you really want a constant flow of sales.
Some are a bit surprised on how different B2B marketing can be from regular advertising. Those in the office cleaning industry are no exception. Methods like media advertising become less desirable options and less desirable options like telemarketing and targeted email suddenly turn into your only chances of ever getting office cleaning leads.
It’s understandable though. Telemarketing is difficult because of not only the social stigmas but also the fact that some countries have very strict telemarketing laws (such as Australia). You’ll need to get a lot of information beforehand in order to avoid clashing with things like DNC regulations and avoid infractions.
Still, how is it that there are telemarketing services still out there with some even managing to stand the test of time? Well their secret is that they’ve already stockpiled the necessary data in order to circumnavigate directories and focus only on their B2B targets.
Why B2B? The truth is DNC registers are not allowed to include business phone numbers so whenever they acquire information, they can call with more confidence because they know it won’t be an old lady or a soccer mom on the other end.
While it’s true that stricter laws have really hampered the telemarketing industry as far marketing consumers is concerned, there is still plenty of profit to be made for them with regards to B2B. The really good news though is that this will make them more available to businesses like yours who need their methods to gain exposure and contact prospects. Therefore, don’t be afraid to outsource a call center in Australia just so long as they’re as careful as you are.