Housekeeping contracts : It's one thing to get new ones and find opportunities in commercial cleaning. Winning them is quite another. Today's cleaning market is highly competitive, and unfortunately, all too often this competition is based on the lowest price.
But the race to the bottom is not a sustainable business model. In the long term, you, your employees and the quality of your operations will suffer. At LavToNetWe believe there's a better way: through excellence, specialization and confidence. Visit 10 concrete strategies to develop your customer base without lowering your prices.
1. Get references from your best current customers
Referrals are one of the most effective sources of customers. Referred prospects have a higher conversion rate and greater long-term value for commercial cleaning contracts.
Identify your best customers - those with whom you enjoy working and who appreciate your services - and ask them if they know of any other companies who might need your services. Ask about their buying process. Why did they choose you? What convinced them?
This kind of feedback reveals what makes you strong. What you think is your greatest asset may not be what your customers value most. What they see in you is worth its weight in gold.
2. Optimize your digital presence
Do you have an up-to-date website? Is it professional and mobile-friendly? Are you active on social networks like LinkedIn or Facebook? Do you have online customer testimonials?
Over 60 % of B2B buyers start their search online. If you're not visible, you're invisible. At LavToNet, we've invested in a modern site, a comprehensive Google My Business and local content to stand out in search results.
A good digital presence sets you apart and inspires confidence, even before the first contact, to make it easier to obtain and sign cleaning contracts.
3. Specialize in one or more target markets
Specialization is one of the best levers for differentiation. Rather than trying to do everything, focus on a particular sector: institutions, professional offices, medical facilities, sports centers, etc.
For example, healthcare environments demand strict standards, as do food processing plants. Be the specialist in a niche makes you unavoidable... and justifies higher rates.
At LavToNet, we have developed expertise in cleaning commercial , institutional and foodThis enables us to offer a customized, high value-added service.
4. Focus on your prospects' challenges
What concrete problems are your potential customers looking to solve? Have they had a bad experience in the past? Do they have strict hygiene requirements? Do they have regular inspections?
The first thing we ask at LavToNet during a call or visit is : What's your biggest maintenance challenge? Being a solution providerIt's what turns a bid into a cleaning contract.
The more you understand your customers, the less price becomes a decisive factor. And the harder you become to replace.
5. Invest in training and certification for your team
A competent, well-trained team is your best selling point. This is reflected not only in the quality of your service, but also in the trust you inspire.
At LavToNet, we provide continuing education to our employees: stripping and waxing, safe use of products, disinfection standards, etc. This reassures customers and demonstrates our commitment to excellence.
Mention these certifications in your bids and on your website. It makes a real difference.
6. Establish partnerships with reputable suppliers
The quality of the equipment you use says a lot about your professionalism. By working with recognized suppliers, you benefit from their expertise, after-sales service and credibility.
At LavToNet, we work with reliable distributors in Quebec City to offer our customers the best ecological products and high-performance machines. It's part of our image and our promise of quality.
7. Clearly communicate your competitive advantages
Don't just say "we offer good service". Explain why it's better Is it your punctuality, your flexibility, your speed of response, your attention to detail?
Too many companies are content with vague statements. Describe what you do better than otherswith concrete examples, customer testimonials and statistics.
At LavToNet, we don't talk about "impeccable service", we show what it means on a daily basis.
8. Take care of the submission visit
The site visit is a strategic moment. It enables you to understand the customer's precise expectations and establish a climate of trust.
Ask the right questions: Why are you looking for a new cleaning company? What were the irritants with your previous suppliers? What are your priority criteria?
This phase enables you to establish a human relationship, which is often the key to a B2B decision.
9. Present clear, rewarding contracts
A well-written contract is both professional and reassuring. Avoid cold, impersonal documents. Include a meticulous visual presentationWe've also included an infographic on the impact of cleanliness, and customer testimonials.
At LavToNet, our contracts emphasize transparency, shared responsibility and commitment to quality. We also include annual adjustment options according to customer needs.
10. Offer a warranty
Offer a guarantee (e.g. free return, refund if not satisfied, regular quality control) reassures customers and removes a barrier to entry.
At LavToNet, we'd rather a customer called us to correct an oversight than leave without a word. A warranty gives you the opportunity to build customer loyalty... even after a mistake.
In conclusion
If you apply these 10 tipsyou'll quickly see an impact on your business development. The two most powerful levers in our experience? Specialization and the deep understanding of your customers' needs.
Would you like more advice on developing your commercial cleaning business in Quebec?
Discover our guides or contact the LavToNet team to discuss it.
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