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.