Tips to Improve Sales
Selling to Janitorial Services
Many janitorial services present possibilities for emerging companies to earn profits. For business sellers prepared to compete, janitorial services offer a reliable source of income .
The proper application of fundamental techniques and technology-based solutions clearly influence outcomes. But in a B2B sales environment, they may not be your most valuable assets.
In any B2B industry, one of the major factors in long-term success is the ability to expand your customer base. Fortunately janitorial services are plentiful, but the challenge is to acquire and retain new accounts.
Casting a Broad Net
The first step in selling to janitorial services is to take a broad approach to the marketplace. Strategies that focus exclusively on the local market are not likely to succeed in an environment that leverages the benefits of long-distance sales techniques.
Although a geographic concentration may be a useful strategy for new sellers, you will eventually need to broaden your focus to include prospects outside of your initial range. You can also broaden your prospect base by expanding your product line or by creating strategic partnerships with suppliers of complementary goods.
How to Find Janitorial Service Leads
Leads are the foundation of successful selling. The first step in lead generation is to analyze the local market. From there, you can broaden your net to include the yellow pages, Internet searches and trade listings.
The names of janitorial services you obtain through your own efforts need to be qualified through phone calls, emails, and face-to-face conversations.
But the most accurate source of qualified sales leads is often a third-party lead list provider. When it comes to high quality lead lists, we recommend Experian Business Services to our business partners. Experian has a reputation for providing accurate and filtered lead lists that can be used for direct mail and other marketing efforts directed toward janitorial services.
Networking Tips
The janitorial service industry is relationship-based. Businesses that sell in the industry leverage networking and contacts throughout the sales cycle.
Lead lists are helpful in expanding your network, but only if your sales force is willing to develop list contacts into long-term business relationships. As an owner or manager, you need to prioritize networking strategies and proactively model relational sales techniques.
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