Sometimes your janitorial lead generation seems to be going in circles. All the prospects you have been qualifying start sounding the same. You give them different offers and introduce new packages but in the end, your lead generation strategy remains focusing on sales leads who want nothing but what you previously had.
This Is Actually Good For Lead Generation
Boring as that may sound, it is actually good for your lead generation campaign to have repeat prospects like that. Think of your janitorial company like a bar and these are the patrons who simply come to you saying, “Give me the usual.” Do you realize how convenient that statement alone can be? You know what it indicates? You can find a lot of things that can put your lead generation strategy to an advantage.
- It shows you to be familiar – The people asking for the usual service are the customers who have grown to familiarize with you. This already shows you have succeeded with something using your lead generation campaign. Each of these new customers started out as janitorial leads yet here you all are, still coming to you for their cleaning needs.
- It saves you trouble – When prospects ask for the usual, you no longer have to think about too much about what they want. It is already in there, in your head, your customer database, and your lead generation process moves faster because you no longer have to do too much homework when you automatically know what they want.
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- It gets new customers familiar – Suppose a new customer came into this bar. They see your old ones receiving something that catches their eye and it turns out to be the usual thing everybody asks for. The same can still occur even in programs to get qualified sales leads. “The usual” represents the kind of service your customers believe you specialize in. It shows that it can attract new ones of its own!
If you really want your lead generation campaign to promote something new, you should at least start with what they already like. Maybe there is something in ‘the usual’ service that they want bettered. Regardless, you should not be quick to feel bored with providing that service over and over.
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When your prospects have summed up your service as ‘the usual’ it actually shows you to be more in a position of industry authority than you think. It is not always an indicator that you need a new lead generation campaign and a new message. It could actually be the opposite and you risk failing to generate janitorial leads if you deny them ‘the usual’ far too soon!
