---
title: 3 Steps You Should Take to Improve the Qualify Your Janitorial Leads
description: If you're running a janitorial business, you want leads. How to you improve the quality of your janitorial leads?
image: https://learn.sweptworks.com/hubfs/Imported_Blog_Media/shutterstock_231366082-2.jpg
---

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Prove Quality

Show consistent service with clear proof and communication.

![](https://learn.sweptworks.com/hubfs/raw_assets/public/Swept%20Website%20-%20Theme/images/svg/Icons/Chevron.svg)

[![Inspection Icon](https://learn.sweptworks.com/hubfs/Swept%20Icons/Inspection%20Icon.svg) Inspections Popular Capture proof of work with photos, notes, and reports.](https://sweptworks.com/janitorial-inspection-software) [![Checklist Icon](https://learn.sweptworks.com/hubfs/Swept%20Icons/Checklist%20Icon.svg) Cleaner Checklist Create clear, consistent checklists with translation in 100+ languages.](https://sweptworks.com/features/janitorial-checklist-software) [![Messaging Icon](https://learn.sweptworks.com/hubfs/Swept%20Icons/Messaging%20Icon.svg) Team & Client Messaging Popular Keep conversations with cleaners and clients in one place for faster updates.](https://sweptworks.com/features/cleaning-business-communication-system)

Control Costs

Track job costs, supplies, and margins.

![](https://learn.sweptworks.com/hubfs/raw_assets/public/Swept%20Website%20-%20Theme/images/svg/Icons/Chevron.svg)

[![Profitability Reports](https://learn.sweptworks.com/hubfs/Swept%20Icons/Profitability%20Reports.svg) Profitability Report New See which jobs are making money and which are not.](https://sweptworks.com/features/janitorial-profitability-tracking-software) [![Supplies Icon](https://learn.sweptworks.com/hubfs/Swept%20Icons/Supplies%20Icon.svg) Supply Management Track supply usage and avoid over-ordering.](https://sweptworks.com/features/janitorial-supply-inventory-management-system) [![Job Costing Icon](https://learn.sweptworks.com/hubfs/Swept%20Icons/Job%20Costing%20Icon.svg) Job Costing Tool Free Tool Estimate and track job costs before profit slips.](https://sweptworks.com/features/cleaning-job-costing-software)

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# 3 Steps You Should Take to Improve the Qualify Your Janitorial Leads

![Author Avatar](https://app.hubspot.com/settings/avatar/9908a4aaef4f4c94ffdc54637973c79f)

Michelle Audas

[Connect on LinkedIn](https://www.linkedin.com/in/michelle-audas-a96a1620/)

5 min read •

Apr 27, 2017

Grow Your Business

![<span id="hs_cos_wrapper_name" class="hs_cos_wrapper hs_cos_wrapper_meta_field hs_cos_wrapper_type_text" style="" data-hs-cos-general-type="meta_field" data-hs-cos-type="text" >3 Steps You Should Take to Improve the Qualify Your Janitorial Leads</span>](https://learn.sweptworks.com/hubfs/Imported_Blog_Media/shutterstock_231366082-2.jpg)

If you’re managing a janitorial company, you’re likely juggling a variety of tasks on a daily basis, and responding to RFPs (requests for proposals,) phone calls, and website inquiries are just a few of them.

And while these tasks are crucial to your janitorial company’s success and growth, they can take a lot of time and resources.

That’s why it’s important to prioritize the leads that are most likely to result in a signed contract, and beyond that, the ones that will become your best long-term customers.

Many resources on this topic reference the [BANT method](https://blog.hubspot.com/sales/ultimate-guide-to-sales-qualification#sm.0004vwtutvviexn10l81qxdmoq3zp): factoring in their **Budget, Authority, Need, and Timeline**.

In an effort to provide you with guidelines specific to the janitorial industry, we came up with our own acronym. Unfortunately the “*PPP Method*” isn’t the sexiest name, so instead we’re calling it:

## The Three P’s of Qualifying Janitorial Leads: Persona, Problem & Price

### Step 1: Know Which Personas You Want to Hire You

In other words, have an ideal client in mind.

Take the time to sit down and describe in detail what type of clients are your *best* clients. You may have 2 or 3 ideal clients, but **each should have a specific persona**.

For instance, one common persona amongst commercial cleaning companies is **the office manager**.

These days they are more than likely a tech-savvy millennial who is doing their research online before contacting you. Their cleaning needs may vary, but they tend to understand that the cleanliness of their office space is a reflection of the business as a whole and expect their ideal contractor to understand that too.

Other personas might be managers of specific types of buildings like churches, daycares, or small business owners with unique buildings and needs.

Setting your sights on specific customer types will not only help you qualify leads but will result in you working more of those clients, which over time allows you to **position yourself as an expert** in servicing that particular industry.

### Step 2: Identify Their (Real) Problem in other words, empathize with your janitorial leads...

You may think you know the problem they’re facing.

Ummm, their building needs to be cleaned?

 

 

But getting to the root of their problem — beyond simply “they need to hire a cleaning company” — can be really useful when qualifying a lead.

Perhaps they are in the market for a new cleaning company because their current contractor doesn’t offer regular inspections, and quality assurance is really important to them.

Their problem is not simply “*they need cleaning services,*” it’s “*they need someone to be responsible for assuring a certain level of cleanliness.*”

Figuring out their *real* problem requires you to pause and **evaluate both their challenges and their goals** for hiring a cleaning company, and determine if you really are a good fit for the job.

It’s better to know this *before* signing a contract than have a customer churn a few months in because you simply don’t operate the way their ideal contractor would.

### Step 3: Janitorial Leads want you to be Transparent About the Price

Too often commercial cleaning companies are forced to compete on price rather than the quality of service they’ll provide.

To help **manage expectations** before even getting to the proposal/quote stage, it can be helpful to give them a sense a similar contract might cost, and asking if it’s in line with what they were thinking.

This can save you the time and effort of putting together a proposal or quote if they simply don’t have the budget for your services.

If you’re not able to give a relatively accurate estimate on the spot, we recommend at least indicating the price range the customer can expect, or even the price that those services start at.

For instance, “*Weekly floor cleaning starts at X dollars, but can go up to as much as X depending on the square footage.”*

Ultimately it’s you who will be the best judge of whether or not to respond to an RFP or invest a lot of time into providing a quote. You’ll want to take other things into consideration too.

For instance, if the person doing the hiring seems like a bit of a jerk, that may be a red flag that you shouldn’t work with them.

At the end of the day, our hope is that at the very least, you’ll choose *quality* of leads over *quantity,* and do your best to prioritize (or in some cases, only respond to) requests for quotes that will result in valued customers for your business.

### Bonus Step: Close the Sale with those Janitorial Leads!

Okay, okay. There were only supposed to be *three* steps to qualifying janitorial leads. But we all know that’s only half the battle…

[![commercial cleaning bid proposal](https://no-cache.hubspot.com/cta/default/1682788/d558ff74-7206-4700-ae8d-e30e01ba75de.png)](https://cta-redirect.hubspot.com/cta/redirect/1682788/d558ff74-7206-4700-ae8d-e30e01ba75de)

 

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