Convincing Audience, the Right Way

The market for commercial office janitorial contracts is highly competitive, which means clients have an abundance of options to choose from. In order to engage more clients, janitorial companies compete on prices, mainly.

Prices quoted for janitorial services are already discounted due to high competition. Further reducing your prices in this cutthroat industry is detrimental for your sustainability and directly affects your ability to pay out monthly costs, such as salaries to top employees.

You can apply these strategies and experience outstanding growth.

With a wide variety of choices available, clients are always on the lookout for the top quality services at the lowest possible prices. In order to guarantee leads without further lowering your rates, cleaning services must optimize every aspect of their sales proposal.

Why Janitorial Services Need Optimized Sales Proposal?

Here’s the truth: Janitorial companies lack the spark that interests clients.

Most sales proposals across the country follow the same template. Promises of being the best cleaners, environment-friendly, and offering the lowest prices — only to fall short of expectations.

Clients receive numerous, yet identical janitorial cleaning bids when they look for a cleaning company to brighten up their workplace. Clients generally possess minimum knowledge about the cleaning industry or how suppliers ensure environment protection as much as possible.

They want results, and they want them fast. Apart from price negotiation, the only chance of ‘standing out’ in this highly homogenous industry is to make proposals interesting.

This article discusses possible ways to entice clients into awarding the janitorial contracts only to YOU, without lowering quotation prices.

How to Optimize a Cleaning Sales Proposal?

An effective optimized sales proposal is specific, client orientated and brief. Expecting the clients to read an in-depth analysis of the cleaning methods is naïve.

Here are some tips to ensure optimization of your proposal to the point where you can acquire the janitorial cleaning contract/job among commercials.

I have previously covered a similar topic on Landing More Janitorial Contracts using the Internet.

Eliminate Redundancy

Prepare your sales proposal with the underlying assumption that your clients have dealt with cleaning companies in the past.

Corporate clients deal with cleaning companies all the time. They are well aware of the areas that require attention from the cleaning company. In fact, landing an interview is a testament that they realize your capability to do the required job.

Instead of boring them and losing their attention, why not skip the parts where one unnecessarily converses about cleaning supplies and methodology?

Not only does it make your answers concise and compelling, but it leaves ample time for us to ask the necessary questions that might not have been asked by their previous contractor.

This sets your company different from your rivals and proves that you care for your client apart from the norm.

Articulate Your “Why” and “What”

Clients have enough experience to understand how cleaning companies function and the methods they often apply to clean office spaces.

Sales proposals should be crafted carefully, packed with impactful words. While most proposals carry similar sentences, adding a little bit of personalization goes a long way in connecting with the client on a personal level and ultimately, landing more janitorial contracts.

So, what is why? A ‘why’ can be the reason why you conduct this business, why are you interested in catering to the client, and why should you be preferred over other bidders.

Differentiate Yourselves

In such a heavily contested market, standing out from the competition is the most important factor to get commercial cleaning jobs.

Most businesses avoid differentiation or present it as a subtle hint given to the client somewhere in between the proposal fearful of appearing boastful or as a show-off. They couldn’t be more wrong.

The reasons you stand out from the crowd should be highlighted in your proposal, stated loud and clear. A simple ‘we provide the best services’ in a paragraph would do little to impress the client.

As far as proposals go, everybody is providing ‘the best’ services. The uniqueness of your service and work should be visibly evident throughout your sales proposal with pictures and client testimonials.

You may have a tendency to integrate the latest technological advancements into the workspace. 96% of all business owners stated that the use of technology influences their decision to hire a cleaning company.

Examples like this not only indicate a business that strives for professional excellence but also shows clients that they will run that extra mile to ensure customer satisfaction.

Social Influences and Decisions

Like individuals, companies are also influenced by the actions and decisions made by other companies.

For instance, a Wall Street Journal study conducted on how to convince customers to lessen their summertime energy consumption by opting to use fans instead of air conditioners.

They were told they would save $54/month and that doing so was socially responsible. Also, the customers were told that it would prevent the release of more than 262 pounds of greenhouse gases per month and that 77% of their neighbors had started using fans.

A large portion of the people who consented on switching to fans said they were doing so because their neighbors had done it already. This is an excellent example of how convincing social proof can be.

To back up your yet-to-be-proven claims of providing the best cleaning service to the respective client, you should display your previous track record.

Highlight Your Impact

Cleaning companies are often dealing with B2B prospects, which makes it easier to forget that you are dealing with humans, even if your services as a whole are catering to businesses primarily.

In larger entities, your proposal should tilt towards the need for a cleaner environment which improves team morale, attendance rates, and productivity ­– in short, the organization as a whole.

In smaller companies, the highlighted impact would be more direct and personal. A cleaner environment is attractive to potential clients, helps improve the first impression that ultimately leads to greater conversions.

Vivid illustrations of how your company can help the client ensure greater efficiency always helps acquire more commercial janitorial contracts.

The market for cleaning jobs and janitorial contracts is flooded with competitors, as well as prospective clients.

In this growing industry, rivals often lack effective communication designed to hit the pain points of prospective customers. Instead, the primary competition is based on quoted prices.

Such a practice negatively influences the viability of a struggling business. To counter this, each quote should be wrapped up in and presented with a well-designed, well thought-out proposal.

Your business might go the extra mile ensuring quality standards, like some businesses who hide small insignificant objects in a client’s space to see if the designated cleaning team is able to pick it up.

An all-inclusive proposal may take time to develop, but doing so might create the difference between a contract-winning proposal and one that is negotiated down to break even with the cost of cleaning.

Originally published at janitorialleadspro.com on August 20, 2018.