The Power of Property Data for Janitorial Companies Targeting Facilities

Introduction

Today’s janitorial industry is highly competitive- there’s no shortage of buildings that need cleaning, but with so many competitors, it’s easy to miss opportunities. That’s why having a consistent stream of qualified leads is important to stay in the game.

Standing out means more than just offering quality cleaning—it’s also about finding and targeting the right facilities.

Effective lead generation gives you a fighting chance against your competitors. However, traditional lead generation methods like cold-calling or relying on word of mouth are time-consuming and often miss the mark. With smarter, data-driven tools like property intelligence, janitorial companies can overcome these challenges.

But before we get into all that, let’s explore the importance of lead generation in janitorial companies.

Understanding the Importance of Lead Generation in Janitorial Services

What is Lead Generation for Janitorial Companies?

Lead generation for janitorial companies involves identifying facilities that need their cleaning services. Effective lead-generation strategies are the key to a steady stream of sales for your business.

Unfortunately, traditional lead generation is mostly outdated tactics like broad marketing campaigns and generic outreach. These methods simply don’t get the job done anymore.

Why Current Strategies Fall Short: Challenges with Traditional Lead Generation Methods

Janitorial companies often rely on grunt work when finding new leads. Although it may have worked in the past, these strategies present challenges such as:

• Inefficient Lead Generation – Chasing leads with methods like “driving for dollars,” “windshield time,” canvassing, and word of mouth results in long sales cycles. With your sales team spending most of their hours chasing leads with minimal results, you’re likely spending time, money, and resources with little ROI.
• Lack of Targeted Marketing – Let’s say you’re targeting LEED-certified facilities. Your proposal would need some focus on green cleaning and waste management. But without buying signals, it’s hard to know what each property manager or owner is actively searching for. Add to that, Broad messaging won’t work on decision-makers looking for specific services like that. Not knowing who to target, what to say, and when to reach out can result in missed opportunities that may’ve been perfect for your janitorial business.
• Limited Insight into Client Needs – Every facility has specific cleaning needs. Meaning, you have to hit specific points when reaching out to cut through the noise and be relevant. Knowing the main issues to address is important when tailoring your proposal for potential customers—something traditional lead-generation methods cannot accomplish.

These challenges illustrate the need for a smarter, more efficient approach to lead generation in janitorial companies. Property intelligence enhances your lead-generation efforts by providing data-driven insights into your potential customers. Let’s take a look.

Using Property Intelligence to Find and Close Deals

What is Property Intelligence?

For years, property intelligence was only used by real estate professionals. Investors, lenders, tenants seeking leasing opportunities, and others utilized property intelligence platforms like Loopnet to discover property “comps,” evaluate valuations, and locate available spaces.

Today, property intelligence has completely shifted focus. Now known for its ability to gather information that helps teams across many industries, property tools combine property data, decision-maker contact information, organizational charts, market trends, and even creditworthiness and billing history to help janitorial services find deals in the “ocean of competition.”

Property intelligence utilizes data on properties and commercial facilities such as:

• Ownership Details: Know exactly who to contact, skipping the endless guesswork.
• Facility Insights: Understand facility types that offer tailored cleaning services.
• Building Layouts: Estimate labor, equipment, and resources upfront.
• Maintenance History: Identify gaps in service for perfectly timed outreach.
• Territory Planning: Use geographic data to streamline operations.
• Permit History: Noting previous work on the building that provides insights and sales opportunities.

How Does Property Intelligence Work?

By analyzing property and owner information, property intelligence can help your sales team:

1. Identify and Prioritize Leads – By focusing on properties that match your ideal customer profile, you can rank leads based on building size, type, and needs. This will help you narrow down on high-potential clients already in the market for your services.

2. Tailor Service Offerings – It’s important to understand different facility needs like industry-specific compliance, foot traffic cleaning, and specialized surfaces. Property intelligence gives you insight into these needs, helping you tailor your service offerings for different prospects.

3. Optimize Marketing – Property intelligence tools like Convex leverage property data to craft highly optimized sales messaging and proposals to potential customers actively looking for your services. By aligning your outreach with facility needs and decision-maker profiles, you can increase engagement, streamline your sales process, and drive results.

Why Convex Stands Out

When it comes to property intelligence, Convex stands out. As the only property intelligence solution built specifically for commercial services and building product sales teams, Convex provides janitorial companies with actionable insights for sales and a data-driven approach that streamlines lead generation.

Here’s how it works:

• Atlas Property Data: This tool gives you visibility into your entire territory, with key details like square footage, roof types, service history, and more—all mapped out in an easy-to-read format. 
• Buyer Intent Signals: With signals like upcoming maintenance schedules or expiring warranties, you can time your outreach perfectly—right when the property is likely to need cleaning.
• Finding the Right Contacts: Forget about endlessly Googling or stalking people on LinkedIn. Property intelligence gives you direct access to property owners, managers, and facility directors. No more guessing or waiting.

With Convex, you can transform your sales process by uncovering facility needs with accurate, up-to-date data— so you can stop wasting time chasing leads that won’t convert into a sale and focus on connecting with high-value prospects that are far more likely to buy.

Identifying Potential Clients

Finding the right clients is like finally finding the right key for a lock—it just fits. That’s why creating an effective lead generation strategy must be the top priority in janitorial services. 

Property intelligence paints a clear picture of high-value opportunities to pursue, helping you streamline your lead generation approach.

Here’s how you can leverage the power of property data to target facilities:

1. Ownership Information

As I keep saying (because it’s important!), property intelligence connects you with the right people. Instead of wasting time on generic leads, you can reach out directly to the person who calls the shots on cleaning contracts.

It’s more efficient than beating around the bush trying to bypass gatekeepers, saving you time and improving your success rate in the long run.

2. Facility Types and Industries

Every property has its quirks and challenges. Property data helps your janitorial business handle these challenges with precision. To illustrate, health facilities and hospitals have different cleaning requirements from those of mixed-use developers and office parks. By customizing your services to fit their needs, you’re not just another janitorial cleaning option. You’re the one.

3. Understanding Facility Needs

The size and layout of a property are like a blueprint for your cleaning plan. With property intelligence, you can estimate supplies and staff and schedule them down to the smallest detail. Tailoring your pitch to each facility’s layout will show commitment and expertise—something decision-makers will surely notice.

4. Permit History and Building Attributes

Maintenance records and building attributes give you a major advantage against your competitors. For example, when the facility you want to target just had its HVAC system serviced, you can offer duct cleaning as the next step.

These thoughtful details will also increase your customers’ trust in your business.

5. Identifying Competitors

Property intelligence can also give you a clearer view of your competition. Tools like Convex can identify which competitors are actively working with the ideal customers in your area. With this knowledge, you can adjust your strategies to stand out and offer specialized services that better target their needs.

How? By reviewing the property data to find gaps in the market—what industries are in need of specialized services your competitors are not offering—and adjust accordingly.

6. Targeted Sales Outreach and Marketing Campaigns

The first step to getting your sales message in front of your target customers is getting past gatekeepers. Gatekeepers are put in your path specifically to stop anyone who isn’t relevant to the needs of the decision-maker, but by using Convex, you not only skip the vast majority of gatekeepers but you also see what decision-makers at the target account are trying to find and your messaging can cut through the noise.

But you still have to “know your stuff.” Being an expert on something makes it sound easier and more natural to talk about it. This is exactly what property data is offering. By knowing everything about the facility you’re targeting, your outreach becomes less like a “cold” call and more like a “warm” email.

Decision-makers know when sales reps are just there for the sale and when they’re experts. That’s what your sales team should aim for.  Using property intelligence to craft customized proposals and marketing campaigns helps build trust with decision-makers.

7. Geographic Targeting

Geographic insights help you focus your energy where it matters most. Whether it’s targeting areas with high demand or uncovering untapped markets, you’re making sure every effort counts. And by using trends to guide future expansion, you’re not just growing—you’re growing smart.

Case Study: How Jan-Pro Boosted Their Client Base with Property Data 

When JAN-PRO created the vision for the growth of their commercial cleaning and janitorial business, they faced a challenge that may sound all too familiar: finding quality leads that convert efficiently. 

Traditional lead-generation methods, such as cold calling from lists of local businesses, made it hard for their business to keep up with competitors and resulted in many missed opportunities.

Through Convex’s data-driven insights and decision-maker contact information, JAN-PRO went from “dialing for dollars” to directly contacting property owners, managers, and facilities directors already in the market for their services.

Today, JAN-PRO is thriving and hitting growth goals, proving that data-driven methods can turn your vision for your business into a compelling success story.

With a data-driven lead generation approach, you streamline your sales process and boost sales by targeting the right prospects and personalizing your outreach to cut through the noise and drive results.

Conclusion

In a highly competitive market, the difference between success and failure lies in your ability to find the right leads for your janitorial business. Traditional lead-generation methods are outdated and don’t often hit the mark when targeting facilities.

By using data-driven tools like Convex, you can identify the best prospects to target and tailor your proposals to their specific needs. Remember, it’s not just about finding leads—it’s about finding THE right leads.

With property intelligence, great opportunities will never slip away. Ready to make it happen for your janitorial company? Schedule a free demo of Convex today!