“Janitorial Telemarketing” is very similar to “Janitorial Cold Calling” (which was discussed in my last blog post), except, you guessed it, you’re using the telephone.
Although nothing beats a face to face exchange, telephone leads are such an inexpensive and effective way to inquire about janitorial bidding opportunities that there’s no excuse not to devote a block of time (say, an hour or two) to this effort every week. Prospective janitorial clients are easy to identify from the yellow pages and local internet searches and spending just a few minutes on the phone can pay off in more than a few extra customers.
For most folks, the anticipation of making a cold call is much worse than actually making it. But you can’t help but get better every time you do… To get you started, here are a few basic tips that have paid off for me over the last two decades:
- Remember, your goal is simply to get information. Just find out if the facility outsources their janitorial services, or does their cleaning in-house. And if they outsource, you want to find out how and when they accept janitorial cleaning proposals.
- And you’re not selling Time Shares… You’re selling a “need” – every facility needs janitorial services – not a “want”. Again, you’re only asking if it’s outsourced, so, don’t be nervous. They literally need you to call them!
- What’s my line? Something short and sweet. “Hi, I’m Drake, with (company name), could you please help me with some information?” Then pause for their response, which is usually,”How can I help you?” And then you’ll quickly get to your point – “Could you please let me know what procedure to follow to present a proposal to provide your janitorial services? Is there anyone there that I could speak with about that process or make an appointment with?”
- Have a script, just in case. Although you’re only calling to get information, there will be times that someone will start asking about what exactly you have to offer. Have a note card handy so you can discuss your company’s strengths quickly and confidently.
Cold CallingLead Generation on your To-Do list. Challenge yourself to make a certain number of calls per week. And if you have a receptionist or assistant, also have them make these “information gathering” calls throughout the day on their downtime. Assign a certain number of calls each day with a results form. And give them some bonus pay for a call that generates a bid. Everybody needs incentive!
- Best time of day to call: Usually between 8:15am-4:30pm. Phones are usually staffed during normal business hours, but don’t call them the second they get there or minutes before they leave.
- Smile while you’re talking.Even though your telephone prospect can’t see you, your smile – even if it’s forced – will come across in the conversation. It may seem silly, but science tells us that it works.
Look, there’s no getting around the fact that cold calling of any type – janitorial or otherwise – is a numbers game… It takes x amount of “No’s” to get a “Yes”. But know that when you do get hear a yes, you’re going to wow them with your CleanGuidePro proposal! And that’s how you turn a prospect into a paying customer!