Janitorial Leads that match your target customer.

Jason Hunt
May 8, 2024

Generating appropriate leads is important for business growth in the competitive janitorial industry. However, not all leads are generated equally.

Targeting the wrong audience can result in lost sales, wasted time, and revenue. So, how can you get janitorial leads that accurately match your perfect clients?

Understanding your Ideal Customer Profile (ICP) is necessary. The profile shows the company’s specific features that can be used for the best service.

Focusing on these potential customers will allow you to maximize your marketing efforts, pull more qualified leads, and close more sales.

a hand is holding different paper human shape

Crafting Your Ideal Customer Profile

Here are some key factors to consider when building your ICP for janitorial services:

1. Industry

Are you an expert in cleaning educational institutions, healthcare centers, or office buildings? Identifying a specialty helps you to target potential customers based on specific cleaning requirements and standards.

2. Size

Big companies have different cleaning requirements than new startups. When choosing the ideal client size, note the overall cleaning difficulties, the number of employees, and the space size.

3. Budget

Be fair about your cost and service offerings. It’s important to concentrate on companies that can afford your services.

4. Decision-Maker

Among your chosen industry, who generally decides on janitorial services? Is it the CEO, the office manager, or the facilities manager? It saves you time if you know who to reach out to or contact.

5. Pain Points

What cleaning challenges do your ideal clients face? Do they require specific tools for deep cleaning? Probably, they are having difficulty keeping everything clean.

Understanding their issues allows you to create very relevant communications and resonate with what they want.

Examples of Tailoring Your Approach

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Let’s discuss this concept with two examples:

Target Customer: A mid-sized law firm with 50 employees occupying 5,000 square feet of office space.

  • Pain Points: Maintaining a professional appearance and minimizing the spread of germs during flu season.
  • Marketing Message: Promote your experience and history of cleaning packed areas along with references from pleased firms.

Target Customer: A large hospital with strict hygiene standards and an ongoing flow of patients.

  • Pain Points: Ensuring hygiene in patient rooms, operating theaters, and common areas.
  • Marketing Message: Highlight your expertise with hospital-grade disinfectants, cleaning protocols, and certifications.

Finding Your Ideal Leads: Strategies and Resources

Once you have a clear picture of your ICP, it’s time to find those ideal leads. Here are some effective strategies:

  • Online Directories: Business directories like Yelp and Google My Business can help you identify potential clients within your target industry and location.
  • Industry Associations: Professional associations with member directories are present in many industries. Identify companies that are appropriate to your target audience.
  • Networking Events: Attending industry conferences and events allows you to connect with potential clients and decision-makers directly.
  • Paid Advertising: Platforms like LinkedIn and Facebook offer sophisticated targeting options to reach businesses that match your ICP.

Building Relationships for Long-Term Success

a women standing on hand and looking for growth icon

Generating leads is just the first step. Building strong relationships with your clients is essential for long-term success. Here are some tips:

  • Deliver exceptional service: Exceed expectations and be responsive to client needs.
  • Maintain clear communication: Keep clients informed about your cleaning schedule and address any concerns promptly.
  • Offer additional services: To become a single source shop for your client’s cleaning demand, give alternatives like floor plans or window cleaning as their requirements change.
  • Gather client feedback: Regularly seek feedback to identify areas for improvement and demonstrate your commitment to client satisfaction.

There is some more tips we have already talk about Best Strategies to Building Lasting Relationship with Janitorial Client.


By focusing on attracting janitorial leads that perfectly align with your target customer, you can optimize your marketing efforts, close more deals, and build a successful and sustainable janitorial service business.

Keep in mind that, targeted approaches aim at developing lasting relationships based on mutual understanding and outstanding service, along with efficiency.

So, take the first step today: create your ICP, identify the perfect leads, and watch your janitorial business grow.

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