In today’s economy, many industries are finding sales challenging, and commercial cleaners are no exception. Whether the business has in-house cleaners, a small staff, or has adopted a flex schedule for their employees, commercial cleaning companies need to be ready to communicate the value of their services to potential customers.
Here are a few of the most common objections that commercial cleaners face and how to overcome those objections with decision-makers:
Value
Budgets can be an impediment to sales no matter what business you’re in. Before the pandemic, businesses were often happy with the level of cleanliness they could achieve themselves, but the standards for hygiene and sanitization have been raised, making a case for professional cleaning services. It’s important to emphasize that external cleaners can focus on high-traffic areas and high-touch points so that the staff doesn’t have to. This leaves time for employees to take care of their day-to-day responsibilities, while those areas are guaranteed to meet the standard.
These days, commercial cleaners reduce the risk of liability for business owners, taking over the responsibility of keeping the workplace healthy and safe.
One way to look at objections is that they allow you to address specific client needs, benefitting them and allowing you to provide a personalized, elevated service. Rather than focusing on price, try and communicate the value of your services and the benefits they bring to the business.
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Business matters
Often businesses are concerned with commercial cleaning making things inconvenient for staff and visitors, with equipment, procedures, and possible smell from products. While things like door handles benefit from continual cleaning throughout the day, bigger jobs like carpet cleaning may be best left for the evening when the business is closed and there’s time for the floors to dry.
It’s important to work with the business to determine a schedule that works for them and for the cleaning company so that everyone is happy with the arrangement.
Trust
Building a relationship based on trust is the key to any successful partnership, so focusing on consistency and professionalism will help to show a business that the cleaning company can be trusted. Providing your team with uniforms may help companies see that you are organized and will help identify the cleaning staff while they are on-site.
You might also encourage your current customers to write testimonials for your website or provide positive reviews on social media to help build credibility and be a resource for prospective clients.
It’s unlikely that once you develop a close working relationship with your customers that they will look elsewhere, so overcoming these objections and building relationships means that you will enjoy a thriving business for years to come.
