What Does and Doesn’t Work in Janitorial Sales
What You’ll Learn
- Meet in person for walkthroughs
- Give bids in person
- Include a phone call step in marketing
Short Summary
Most cleaning contracts still go to the company that shows up. A building owner worries about privacy and building security at night. This matters most for cleaning offices after hours. A walkthrough visit lets the owner see who will be in the building. Many building managers want to meet the company before handing over keys. The owner or an account manager can answer questions in person. Handing the bid over in person helps build trust fast. Call, visit for the walkthrough, then deliver the bid face to face.
Frequently Asked Questions
Do building managers still want an in-person walkthrough?
Yes. Many want to meet who will enter the building.
Who should go to the walkthrough?
The owner or a salesperson can go. An account manager can also go.
Why hand over the bid in person?
It lets the manager ask questions right away. It also builds trust.
When should a phone call happen in marketing?
Call before the walkthrough. Call again after the bid is given.
Is this more important for cleaning offices after hours?
Yes. After-hours work raises privacy and building security worries.
Transcript
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Hi there. Welcome back. Dan again from CleanGuru.
I was doing some searching online, and I was able to find confirmation, even in searching for 2025 statistics in the janitorial commercial cleaning industry, that actual visits—physical visits by the owner of the cleaning business for the walkthrough, or the salesperson—are still the way most contracts are awarded by building owners and managers. You may already have realized that and know that.
It’s easy to think, with technology the way it is, that everything is just digital, no problem. There is a lot of help that can be given by digital elements, but still, the contract is often being given to someone to do office cleaning, for example. And you’re going to be in their building, in their office, after hours, alone, without them being there. That is still a big privacy and security issue for them. Digital things are one thing, but this is actually being in someone’s business building doing work, and so it still has that important security element where they need to trust you.
The article I found went on to point out that they’re still looking for relationship and trust. That really is best served by getting to know the person that’s going to be running the job: who owns the business, or who’s the account manager, someone who’s going to represent your cleaning business today.
So, for walkthroughs and delivering bids, very often, whenever we can, let’s actually get out there and meet folks, and meet the owners and the decision maker. Even in the marketing, too, let’s have a step or steps that involve a phone call, stopping out, and giving that chance to build relationship and trust. It makes complete sense.
Till next time, remember you can do this. You really can.
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