If you're running a janitorial service, you should obviously know the importance of cleanliness. However, that importance can extend farther than you might think when you consider that even the list of leads you acquire need to be cleaned up.
Here is what will happen if you don't. Just how germs, disrepair, and overall deterioration of an establishment compromises its quality and state, the same goes if you don't maintain cleanliness regarding your list of janitorial leads. If you don't clean out the bad or dried up leads, you're going to be wasting your time running into figurative walls.
That same time could have been used to establish relationships and make sales. It doesn't matter how much quality your provider claims or what method you use to pursue, chances are your competitors are already doing the same anyways. You need to be really thorough with your qualification process.
So how thorough is too thorough? Well first off, what are the method that B2B businesses (such janitorial companies) to contact a prospect on a list? As an example, suppose you try telemarketing. Unlike regular advertising and even targeted email, a ringing phone is harder to ignore.
With an unrefined list though, calling the numbers on it will leave you badly disappointed because the person isn't as interested as you hoped or you may not live up to their expectations. This could be for a number of reasons. They could have been approached by a competitor. They may not have a budget. The things they'd have your people cleaning may not be what you trained them for. There are also concerns by the other party about wages, the kind of people you hire, what your screening process is.
In other words, if all you've been doing is getting lists without qualifying, then you can't ask how you can be too thorough. The fact is you're not being thorough enough. You need to really ask specific questions. You might even have to do research on each individual establishment beforehand. (This is especially important for janitorial services who specialize in cleaning a variety of places from churches and day care centers to medical facilities and industrial factories.)
Granted the resulting cost of the qualification process might become too much for you to handle in all aspects (costs, manpower, equipment). You've probably invested enough in what your business is supposed to be providing. How can you afford a venture that needs nothing short of an in-house call center?
Well the good news can be found if you recall what you simply need: a cleaned up list. You don't need to invest in phone equipment, data analysts, or hiring professional telemarketers. You just have to outsource another company that already has. When qualified information is all you ever need, then all you have to do is get an expert to do it for you and don't trouble doing it yourself (especially when it has never been your specialty). If people outsource your business for janitors to clean their buildings, how is it any different for you to outsource telemarketers to clean your lists? If you really value cleanliness, then learn to clean up your leads as well.
Here is what will happen if you don't. Just how germs, disrepair, and overall deterioration of an establishment compromises its quality and state, the same goes if you don't maintain cleanliness regarding your list of janitorial leads. If you don't clean out the bad or dried up leads, you're going to be wasting your time running into figurative walls.
That same time could have been used to establish relationships and make sales. It doesn't matter how much quality your provider claims or what method you use to pursue, chances are your competitors are already doing the same anyways. You need to be really thorough with your qualification process.
So how thorough is too thorough? Well first off, what are the method that B2B businesses (such janitorial companies) to contact a prospect on a list? As an example, suppose you try telemarketing. Unlike regular advertising and even targeted email, a ringing phone is harder to ignore.
With an unrefined list though, calling the numbers on it will leave you badly disappointed because the person isn't as interested as you hoped or you may not live up to their expectations. This could be for a number of reasons. They could have been approached by a competitor. They may not have a budget. The things they'd have your people cleaning may not be what you trained them for. There are also concerns by the other party about wages, the kind of people you hire, what your screening process is.
In other words, if all you've been doing is getting lists without qualifying, then you can't ask how you can be too thorough. The fact is you're not being thorough enough. You need to really ask specific questions. You might even have to do research on each individual establishment beforehand. (This is especially important for janitorial services who specialize in cleaning a variety of places from churches and day care centers to medical facilities and industrial factories.)
Granted the resulting cost of the qualification process might become too much for you to handle in all aspects (costs, manpower, equipment). You've probably invested enough in what your business is supposed to be providing. How can you afford a venture that needs nothing short of an in-house call center?
Well the good news can be found if you recall what you simply need: a cleaned up list. You don't need to invest in phone equipment, data analysts, or hiring professional telemarketers. You just have to outsource another company that already has. When qualified information is all you ever need, then all you have to do is get an expert to do it for you and don't trouble doing it yourself (especially when it has never been your specialty). If people outsource your business for janitors to clean their buildings, how is it any different for you to outsource telemarketers to clean your lists? If you really value cleanliness, then learn to clean up your leads as well.
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