Building a Sales Engine for Janitorial Services with Convex and PropertyIntel: Your Blueprint for Growth

Introduction

In the world of commercial cleaning services, being different and growing requires more than just a little “elbow grease”—it requires the right plan and the right tools.

Building a sales engine should be the number one priority as it’s the primary mechanism of growth.

Whether you’re a janitorial business owner, franchisee, or sales manager, a sales engine is the key to scaling your business and increasing profits.

Let’s get into how Convex and PropertyIntel integrate to create an all-in-one revenue engine that can help your janitorial services business.

Unlocking Growth in Commercial Cleaning Services

The commercial cleaning industry is brimming with opportunities. But, like a secure lock, it requires the right key. To unlock growth, you need to identify areas ripe for expansion and position your services to adapt to ever-evolving market needs.

Here’s how you can do it:

Identify Opportunities for Expansion

Start by analyzing your current service offerings. Are there niche markets or specialized cleaning tasks you can tap into? For instance, offering after-event cleaning, disinfecting services, window washing, or custodial services can set you apart from competitors and attract either a broader or a niche client base (depending on your strategy).

Adapt to Market Trends and Customer Needs

Next, find tools that help your sales team understand your customers’ evolving needs. We’ll get to the exact tools in a minute, but for starters, you’ll need a sales intelligence, property intelligence, or lead generation platform that can track buying signals and intent data for your ideal customer profile (ICP).

For instance, if hospitals are your best customers, look for a sales tool that helps you gather data on commercial properties like hospitals, tracks decision-makers, and picks up on buying signals to get a better grasp of what your potential customers really want and need.

Increase Revenue and Improve Profitability

You’ll also want to consider strategies that focus on upselling and cross-selling additional services. These value-added services can offer custom-tailored solutions for your customers and dramatically increase the lifetime value (LTV) of each customer.

In addition, leveraging technology and automation can help reduce costs and increase efficiency in your operations, leading to higher profitability.

Embrace Technology for Innovation

Finally, technology plays a pivotal role in driving growth. Utilize platforms like Convex and PropertyIntel to gain insights into what potential customers want and need, streamline your sales operations, and enhance your outreach and proposals.

Let’s look at each tool briefly before we dive into the steps to build a sales engine:

Convex is an all-in-one sales and property intelligence platform designed specifically for commercial services sales reps and teams. We offer four unique tools that are revolutionizing how sales teams prospect commercial property owners, managers, and tenants:

• Signals: Identify prospects ready to buy with lead scoring based on buyer intent data.
• Generative AI: Send highly personalized emails or phone scripts in just two clicks.
• Property Intelligence: Access detailed data like building age, square footage, tenant information, ownership, equipment asset data, and permit history.
• Atlas: Visualize property and contact data on a map, create lead lists, and sync customer data bidirectionally with your CRM.
• Engage: Reach out to high-priority prospects based on their signal strength.
• CRM Functionality: Track leads, assign stages, tag coworkers, and manage pipeline with integrated CRM tools.

PropertyIntel integrates with Convex and further complements its features by providing a suite of measuring tools and integrations that enhance your ability to assess and propose tailored cleaning and janitorial solutions. Key features include:

• Aerial Imagery: Gain a comprehensive view of properties with high-resolution aerial images and easily upload PDFs for detailed analysis.
• Automated Estimating: Streamline your quoting process with automated estimates, reducing manual effort and increasing accuracy.
• Visual Proposals: Create visually appealing proposals that clearly outline your service offerings and value propositions.
• Done-for-You Measurements: Save time with accurate, pre-measured data, allowing you to focus on service delivery.
• Reference Maps: Utilize ProMaps for precise property mapping and Reference Maps to showcase previous successful projects.
• Custom Reporting: Generate detailed reports that highlight trends, performance metrics, and areas for improvement.

When you combine Convex and PropertyIntel, you have a powerful sales tool that can find decision-makers actively looking for your services, send them personalized messages, and deliver estimates and proposals on the first touch (if you’d like to do that).

This enables you to accelerate sales functions dramatically.

Building a Sales Engine: A Step-by-Step Guide

A strong sales engine is the backbone of any successful commercial cleaning and janitorial business. Here’s a step-by-step guide to building one:

1. Develop a Comprehensive Sales Strategy

Craft a sales strategy that outlines your target market, ideal customer profile (ICP), value propositions, and sales tactics. Define their specific needs and tailor your approach to address the unique challenges that they face.

2. Establish a Clear Sales Process

Create a structured sales process outlining the sales cycle, stages, and triggers to move from one stage to the next, and build this into a reference guide for your team. This resource should cover the process from lead generation to closed/won deals.

To do this well, you’ll need to break your sales process into segments and define the tools, steps, and triggers for each segment. Answer these questions to get a better idea of what to include:

• Who is your target market?
• Where do you find lists of them?
• What qualifies as a lead?
• What tools do you use to do prospecting and lead research?
• What qualifies as good outreach?
• How do you nurture leads?
• What triggers a lead to become an opportunity? Or an opportunity to move forward in the stages?
• What does your welcome packet look like for a closed/won deal?
• What follow-up processes do you have for closed/lost deals?

You’re trying to create a sales process that’s so clear and simple, a monkey could operate it. Cover everything from lead generation to lead nurturing, to what SOPs to follow when closing deals and equip your team with the necessary tools and training to win at each step.

3. Invest in Sales Training and Coaching

Equip your janitorial sales reps with the skills and knowledge they need to excel. Regular training sessions and coaching can improve their ability to communicate your services and handle objections, leading to higher conversion rates, more upsells and cross-sells, and better customer relationships.

4. Implement the Right Tools that Utilize Intelligence, Sales Analytics, and Data

Utilize sales analytics and data to gain insights into your sales process, customer behavior, and deal outcomes. Implement tools that can gather the right insights, find leads, and send custom-tailored messages to them based on buying signals and search intent data.

This will shorten your onboarding times by 60 or even 70% and decrease the time required for prospecting.

5. Build a High-Performing Sales Team

Create a culture of teamwork and continuous improvement within your sales team. Celebrate your top performers, promote knowledge sharing, and offer ongoing support to keep morale and productivity high.

6. Implement CRM Systems

Adopt Customer Relationship Management (CRM) systems to manage interactions with current and potential clients. Convex offers effective CRM features that help you maintain organized records, streamline communication, and enhance customer relationships, but there are also great options from Salesforce, Zoho, and Pipedrive.

7. Monitor and Adjust Your Strategy

Regularly review your sales strategy and processes. Use feedback from your team and clients to make necessary adjustments, ensuring your sales engine remains effective and aligned with your business goals.

Delivering Exceptional Commercial Cleaning

No sales process is complete without exceptional delivery. Delivering exceptional commercial cleaning services is key to retaining clients and attracting new ones. Here’s how to excel:

Consistent Quality and Reliability

Ensure consistent quality in every cleaning task. Develop standard operating procedures, conduct regular training sessions, and implement quality control measures to maintain high service standards.

Offer Specialized Cleaning Services

Differentiate your business by offering specialized services such as deep cleaning, window cleaning, and floor maintenance. These tailored solutions meet specific client needs and enhance your service portfolio.

Exceptional Customer Service

Your janitorial staff plays a significant role in delivering exceptional customer service. Train them to be courteous, professional, and responsive to client needs, fostering long-term relationships and client loyalty.

Promote Employee Productivity

Create a work environment that promotes employee productivity. Implement efficient scheduling, provide the necessary equipment, and encourage a positive workplace culture to keep your team motivated and effective.

Now, you may be thinking, what do those last points have to do with sales? A lot, actually. Providing exceptional service not only leads to client retention and referrals but also strengthens your brand image and value proposition for potential clients.

Ratings and reviews are some of the biggest drivers of closed/won deals. Having positive customer testimonials on Google, Yelp, and other review platforms can make or break your business.

Conclusion

Growing a successful janitorial business calls for a smart strategy that mixes effective sales tactics, the latest tech, and a genuine commitment to great service. With tools like Convex and PropertyIntel, you can drive growth, streamline your operations, and enhance the quality of services that you provide to clients.

If you’re struggling to build a sales engine that gets results, take a moment to think about the strategies in this blueprint and how you can put them into action in your business.

Focus on providing top-notch commercial cleaning services, building a solid sales engine, and keeping the innovation flowing to stay ahead in the competitive market. With a little dedication and the right tools, your janitorial company can really thrive and succeed!

Ready to see how Convex can help you do that?

Schedule a demo today!