When A Client Is The Right Size But Wrong Shape

A database is crucial to obtain appointments within the commercial cleaning industry, as with many industries. So much so that many cleaning companies have purchased company details over the years. The result of this can be a very full, clunky database which can be impossible to keep on top of.

Today we pressed the ‘DELETE’ button on yet another 75 ‘ideal’ businesses from our database. Here is why:

  1. Their requirements do not match our service offering
  2. They do not exist, have been taken over or have moved away

Why might an ‘ideal’ client not suit our service offering?

Their requirements are too small

Although an office building might look ideal from the outside, the actual cleaning requirements for the building may be minimal. This could be because most of the building is a warehouse which they clean in-house using their warehouse team. They might require less office cleaning due to a lack of staff on site, or even just because they don’t value the need for regular cleaning. We provide a daily cleaning service, so if a client who looks ‘ideal’ actually only wants their toilets and kitchen cleaning for 2 hours per week – they are not a suitable match. Other cleaning companies run their entire business catering for these type of clients.

Their requirements are too big

An office building, distribution warehouse or showroom may be part of a national company. Although the cleaning onsite is the perfect amount of business for what we are set up to provide, many national companies use national cleaning companies, often tying in with security, catering and other offerings. Often this is the right decision financially, whether or not it is the right service standard. Unfortunately once a company changes to use national cleaning providers, it is very unlikely they will go back to regional or local cleaning companies. It happens…but rarely.

How will deleting these clients from our database help our business?

Too much time can be spent calling a potential client who is never going to buy from you. It is better to ask the right question to work out if you’ll never do business, and free up everyone’s phone lines. You’ll get a few less ‘no’ responses and you can focus on companies who actually might want to speak to you because you are the right kind of service provider for them. 

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