Every entrepreneur in the commercial cleaning industry knows that getting leads and closing them is a tough call at times. Even though the prospects may have cleaning projects available that they want you to take, but they will still harbor numerous objections to testing your business before deciding to spend on your product/service.
We have compiled some essential tips to help you better close your janitorial business contracts.
Performing any or most of the strategies mentioned below will certainly assist by landing big projects, however, you’re still required to be proactive.
Creating a brand makes your business irresistible as you work your way to capture customers’ minds before you even get to meet them. When your business has nurtured a reliable brand loyalty, more people will b able to relate to the problem you’re trying to solve.
More people will want to get you clean their offices, so when you combine your service by delivering value, clients will arrive on your platform.
Creating a brand is not something that you do in a day but something that takes consistency from your part.
When your business has attained the reputation it deserves, you must put in the work to live up to the expectations as well.
You must discover the uniqueness of your business/service and keep working on those strengths with consistency to keep your clients satisfied.
Is there something about your business that is different?
Maybe it’s the way that you do your cleaning or the warmth your mere presence causes your clients to feel.
Whatever it is, find it and leverage that trait whenever on duty as often as possible.
If you do not have any differentiating quality, then you have to get one for your business to survive the competition.
This is a tip that can make customers come looking for you eager to close their janitorial business contracts.
If you already have that unique quality, then that’s a plus.
This is a quality that turns ordinary customers into loyal ones, which is only attainable simply by treating your customers with a genuine friendliness that could generate faith in return.
They want the best possible attention from you; therefore, by prioritizing your customers also has to do with being able to understand their needs and delivering that.
When your customers are often satisfied, it will rub on the company and bring more work through referral.
Networking builds you and your brand up and makes both existing customers and prospective customers more trusting.
When you go to meet industry leaders and other players in the janitorial business, you earn more trust and validation, which could further cause your sales to soar.
Your closing rate is mostly influenced by what your prospect thinks about you and networking is an easy way to make this thinking positive.
Being a name that is mentioned regularly in the janitorial industry makes you into an authority that most people will want to close deals with.
Once you have gone through the list above, you will realize that the common reasons why prospective clients refuse to close a contract with you would be quite the opposite of what you’re thinking perhaps.
It simply says “I already have a cleaning company.”
To talk about improving your closing rate without touching this topic would make the entire discussion incomplete.
How does one overcome the objection that says, “there’s already someone doing my cleaning,” and get the client?
It is important that you get this out of the way because it will be a frequent occurrence in your search for janitorial business contracts.
Winning over a client that already has a cleaning company has to do with convincing them that their current company is doing something wrong.
This is no easy thing to do, here are a few steps to help you do that.
This is a cliché, but it is where you begin when it comes to closing more janitorial business contracts with clients who already have a cleaning company.
The client is evaluating how you measure up to your competitor and whether or not they ought to hire you.
You have to arrive at the site on time, pay attention to details and show that you are knowledgeable about getting their place cleaned in the manner that they want.
The prospective client will notice all this and will factor them into deciding whether or not to hire you.
To be able to beat your competitor to it, you must find his weakness. You cannot close this kind of contract based on your professionalism alone.
The client needs more, so figure out your competitor’s weakness and start capitalizing on it fast!
Chances are your prospect has needs that have not been met by the work that your competitor offers them.
Is there a challenge that they face or a goal they are unable to meet?
Finding this put will take you several steps closer to getting this client. Show them precisely how you can achieve this need.
This final step might be what will eventually get you these kinds of janitorial business contracts.
Clients with this objection want to know precisely why they should choose you and showing them that you not only figured out what their problem is but that you are also up to the task of resolving it is a surefire way to get them signing with you.
Preview picture courtesy: ET Cleaning