How To Get Janitorial Contracts With Tech Bulletins
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The document outlines strategies for utilizing technical bulletins to secure janitorial contracts within the commercial cleaning industry through account-based marketing. It emphasizes the importance of creating buyer personas and tailoring marketing efforts to appeal to analytical leads, detailing the use of bulletins throughout various stages of the sales process. The guide also discusses how to effectively position technical bulletins as persuasive marketing tools to differentiate from competition.
How To Get Janitorial Contracts With Tech Bulletins
- 1. How to use technical bulletins to get janitorial contracts https://methodcleanbiz.com Welcome to account based marketing for the commercial cleaning industry
- 2. How to use bulletins to get cleaning contracts This is an innovative presentation on how to use technical bulletins to sell commercial cleaning contracts. This can apply to carpet cleaning, commercial cleaning, janitorial and o ce cleaning services. In this blog we will cover the four steps to creating and using technical bulletins in your sales and marketing process. What is a Technical Bulletin Who are the leads this type of marketing would appeal to How to use them Where to use them The purpose of Account Based Marketing is getting the right information to the right lead in the right way. How to use bulletins to get cleaning contracts
- 3. How to use bulletins to get cleaning contracts How to use bulletins to get cleaning contracts
- 4. How to use bulletins to get cleaning contracts What is a Technical Bulletin? This is information formatted as a short summary covering the technical details of a subject, we are getting into the minutiae of a topic. In this example we used a cleaning subject but you can just as easily create a summary of your recruiting practices, training habits or any number of business topics that directly a ect a commercial cleaning client. The key here is sharing information but slightly tweaking it to show how it bene ts them, the end user. One thing we have to be careful of is going too technical and boring the reader, in the sample we tried to keep it short and used some color to highlight the di erent parts. In this bulletin we have 4 parts Headline De ne the pain point Provide the technical solution Plant the seed for creating a cleaning contract How to use bulletins to get cleaning contracts
- 5. How to use bulletins to get cleaning contracts Learn more about Account Based Marketing
- 6. How to use bulletins to get cleaning contracts Who is the type of lead that this appeals to? Step 2 we create a buyer persona, a simple way of thinking about persona is the behavior type or personality type. Regardless of the industry or cleaning service we sell, leads come in 4 di erent buyer personality types. The technical bullet is going to appeal most to a Analytical personality type, persona. Here are 5 traits to look for in an analytical lead type: 1.Precise, orderly 2.Serious 3.Motivated by facts and logic 4. Like things in writing 5.Great problem solver With account based marketing we want to read these traits in our prospects and then share with them the type of information that would appeal to them. Remember marketing is speci c, we want people to feel like we are talking to them personally. How to use bulletins to get cleaning contracts
- 7. How to use bulletins to get cleaning contracts How and Where to use Technical Sales Flyers Brie y, here is an image of a sales funnel. We are showing this diagram to show how and where you can use this marketing piece during di erent stages of the sales process. How to use bulletins to get cleaning contracts
- 8. How to use bulletins to get cleaning contracts Awareness stage or during advertising campaigns. Here we went to Linkedin and added an article to our personal pro le (you can use a company page also). This would be “top of the funnel”, when posting information like this we are trying to draw in these analytical lead types. I understand most prospects will not like this kind of information, we will use di erent information for them. Think of it the way a moth is drawn to a ame or a dog whistle where most people can’t hear it but dogs can hear it perfectly. Interest- Follow up Often how the sales process works in getting commercial cleaning contracts, we contact leads or meet them and they request more information. Especially among mid size to larger accounts, contact people will want to qualify the cleaners before inviting them to bid on a job. This example we used an email template and landing page. After speaking with a prospect and identifying their buying type we would either use this email template or email a link to the landing page. How to use bulletins to get cleaning contracts
- 9. How to use bulletins to get cleaning contracts The landing page is formatted similar to a print brochure but in digital marketing we can add 2 calls to action. We went with a small button to show a video on the right and at the bottom an o er to schedule a live demonstration. Decision- Submitting Proposal or Estimate During the decision phase of the sales funnel we can add a technical bulletin to the proposal in print format or create a PDF and add to the email template. Action- Upsell or cross-sell After we sell a cleaning contract, we want to o er clients additional services. Information like this can be shared with clients to “plant the seed” and introduce them to services they might not know you provide. How would be the same as above through social media, online advertising, email, landing pages and direct mail. Conclusion In Account Based Marketing we are looking for ways to get more out of our time and nancial investment. This is just one more way, one more angle to di erentiate from the endless competition in the commercial cleaning industry. How to use bulletins to get cleaning contracts
- 10. How to use bulletins to get cleaning contracts Welcome to Account Based Marketing Learn more How to use bulletins to get cleaning contracts