In the janitorial business, as with every other business, most days are busy with people calling in with requests and people trying to find out if you are the best contractor to handle their cleaning. This means that your typical day is busy because this is only one aspect of the things that you get to do. With the bulk of work that you have to sort through every day in your cleaning business, qualifying office cleaning leads is a priority. Each day you will have to juggle tasks going between emails to phone calls and actual cleaning activities.
To keep your business running, you will be especially concerned about getting leads regularly, and inquiries will need to be answered quickly.
While this is good, not all these activities will lead to actual office cleaning leads. A signed contract is what you should aim for if you want to be successful in your cleaning business.
Qualifying your office cleaning leads has to do with deciding which inquiries will eventually lead to customers for your business. It also means deciding that early enough.
Experts have suggested that you use the BANT method to qualify your office cleaning leads. This method indicates that you factor in your budget, authority, need, and timeline.
While this seems like a very reasonable thing to do, there is a 3-step verification process that maybe even easier. It is called the “PPP Method.”
These are three “P” are Persona, Problem, and Price.
The first step in the verification process is that you should know which personas that you plan to work for. Qualifying your office cleaning leads entails that you have an ideal client type.
When you know the kind of people you want to do cleaning tasks for, you reduce the problem of numerous unsigned contracts and unhealthy work relationships from the onset. Invest the time to visualize who your ideal client is.
Your ideal clients can be more than one. However, each kind of client that you envision should have a particular persona.
The different categories of persona you may come across in your cleaning business include the office managers, small business owners or property managers at churches, schools, and offices.
These personas have different qualities; they are the kind of client that do the research and get as much information about your company as they can before approaching you.
This kind of persona usually attaches the cleanliness of their office to the image of the business, thus by attaching huge importance to your job as a cleaning contractor.
When you can identify the type of clients you want to work for, you will eventually become an expert in that niche.
Aside from this, identifying your client type will enable you to qualify your office cleaning leads in a way that gives you more signed contracts.
Even though all your clients simply want their office or other building cleaned, there usually is a problem that goes beyond that that they are trying to solve. This is a real problem. The next step of qualifying your office cleaning leads has to do with you figuring out this problem.
What is it that they are looking to hire you to resolve? Find out what their challenges are and what they want to achieve by hiring you. This can also help you determine whether you can satisfy their need.
Deciding whether you are a good fit for your ideal client will help you finish off the cleaning process with a satisfied client.
Also, it will help you determine whether you will get a signed contract from the client in question.
The office manager, for instance, wants his office to sparkle because he thinks his clients measure the value that he offers against the cleanliness of his office space.
When you determine that this is his problem, you find it much easier to tackle it and to decide whether or not you could even address that.
Deciding this early enough helps you figure out the working relationship that you will eventually have with the client and whether you will sign a contract with them.
Majority of cleaning clients often compare prices of different contractors instead of the quality of service that they offer.
To help you qualify your leads early and determine which leads will lead to signed contracts, it is helpful to give prospective clients a rough estimate of what the price ranges are.
Even though you may not know exactly how to charge until you have seen the space that they want to clean, giving them the idea of what different, cleaning properties usually costs will save you the problem of wasting your efforts on a quote if the client is not looking to go for cleaning within the price range.
This makes pricing early an essential part of qualifying your office cleaning leads.
However, you will have to decide on a case to case basis whether you want to give an estimate or you prefer to provide a quote.
The important thing and which you must understand is that the quality of the leads you get is more important than how many they are. Qualifying your leads will enable you to figure out in time which ones are quality leads. Thus, it will help you to prioritize your office cleaning leads. In the end, a signed contract is better off and more beneficial than several requests for proposal. The better you get at qualifying your leads, the better you will get at nailing actual customers for your cleaning business.