In this post, I am going to show you the techniques on getting more leads for commercial cleaning business by Clean Group in Sydney. Keep reading.
This article is for both residential and commercial cleaning business owners. I am writing this for an in-depth large commercial cleaning accounts. The good news is, if you are doing residential cleaning business, this information all works amazingly well, you just may not have to go as deep as we are going to go. Take it all down, understand it all.
If you are one of the office cleaning business owner out there that is tired of going on to 20 bids, during the bidding process, the leads may be very responsive and you already get to this notion that you can potentially close the deal but when you call them back the following week, they are no longer picking up. You will end up chasing the leads and they are playing hide and seek with you.
If you ended up with these kinds of customers, then you are in the right spot. Some leads will straight away sign the contract and they will ask you to bring your price down as low as you can go, you can say that you are still on the right track.
There are some weeks when leads piled up and some weeks, there are no good leads at all.
Some leads say they will think it through, they have to do this and that, have to talk to their boss and the management, you are still on the right spot. These are the usual setbacks when nurturing clients and these are the issues we will unravel in this article.
There is a difference in how you will deal with someone who was referred to you than to the lead that you met in a tradeshow, or the lead that had found you on the internet. Google search is great because they are typing in, that’s already a buying sign.
Why, because they are looking for a cleaning provider and will most likely hire someone for the service. The problem is, Google will not give the lead your webpage, it will give the lead a thousand worth of commercial cleaners in the area that offers the same business as you do.
You got to understand the way that you are going to talk to somebody will be different in how they come to you. The goal is to get everybody up to speed so they all know you, trust you, and sees you as an authority to help them on their business, not just someone who will give them a low bid.
As far as to call handling for office cleaning business, most often than not, your salesperson tends to talk a lot on the phone and it kinda gives the customer overloaded information about the cleaning business that you run.
All you do is talk about how great your business is and you already neglect to listen to the underlying statement of your lead. To tell you honestly, your customer does not care. Your customer only cares about why they need you in the first place. They called you because they need a Sydney office cleaner.
They want to know how you can help them. Ask questions and listen to what your customer is saying. This is one of the reasons why your customers will love you. Time your conversation with your lead.
The more they talk, the more information you can get from them to close that deal as you go on because you will understand their need more.
The second mistake is as soon as a lead calls in, the person on the other line tends to invite them or have them come out for on an onsite visit. With this in mind, the sales personnel tends to bombard the lead with so many questions with the goal of having the visit happen at the end of the conversation.
The goal should not be to get an appointment. The goal is to qualify or disqualify the lead. You are too busy to qualify yourself as the best cleaner out there.
You should also have some time to qualify if the customer is a perfect fit for your commercial cleaning business. This will also save time and effort for those sales manager who goes out to meet with the lead because they will not meet the leads that will at least minimum requirement that your business sets.
Now that you understand the need for your lead and how likely it is that they will hire you as their commercial cleaner, it is also very important for you to set ground rules. It is best that your lead agrees to meet and talk with you the moment that you go and visit the place. Do not just allow them to let you see the place and leave the premise.
Make them meet and talk to you. Get their first reaction on how likely it is that they will hire your commercial cleaning business. You can just plainly ask them the question and explain that this is just a normal practice to set the expectation of the business as well.
On the other hand, you can also tell them right away if you feel like your company is not a perfect fit for their cleaning requirement once you had surveyed the place. This will also both save you time and the lead will definitely thank you for your honesty.