Ever wonder how some janitorial services get incredible janitorial accounts? This presentation is how you can get incredible janitorial accounts by filtering leads. We will show you how to take the 10 thousand businesses in your area and narrow it down to 500 - 1000 business best commercial accounts and leads in your area.

1. Commercial Cleaning
office cleaning service & janitorial
Account Strategy
Account Based Marketing
methodcleanbiz.com

2. Top 5 Questions To Find The Best Commercial
Accounts For a Cleaning Service
This blog asks the question, what are the best commercial accounts for a cleaning service. This specific blog is
focused on commercial accounts, commercial cleaning and janitorial services.

3. In most markets we have 10’s of thousands if not
hundreds of thousands of businesses we can target.
The question I receive literally everyday is which are
the best accounts?

5. In this presentation we will ask 5 questions to help filter down the number
of leads to a manageable number.
1. Building Size
2. Services
3. Times/Days week
4. Equipment options
5. Number of current employees

6. What Are The Best Commercial Accounts To Target?
Building Size A Medium
Services B Carpet, Janitorial 5 days only
Times/Days B Mon-Fri 8am-10pm Saturday morning
Equipment Options B Truckmount, basic floor machines
Employees C 5

7. 1. Building Size- do you want small, medium or large
(note this is relative some cleaners think 10,000 sqr
feet is large and others 100 k.
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8. 2. What services will you perform? In this example
we listed carpet, floors and janitorial.

9. 3. What times and days of week will your operation
run? We listed Monday – Friday 8am to 10pm and
Saturday mornings
See examples of Account Based Marketing at work
HERE

10. 4. What are your current equipment options? We listed
truckmount and basic floor machines.

11. 5. Number of current employees? We listed 5
employees
The reason we are asking these questions is the
answers can completely change the type of businesses
we want to target.
See examples of Account Based Marketing at work
HERE

12. What Are The Best Commercial Accounts To Target? Commercial Cleaning
Building Sizes- medium 10k to 50k sqr ft
Services - janitorial 5 days week
Min 3 hours day = Roughly $1,300
monthly
Times/Days- Mon-Fri 8am-10pm Saturday morning Mainly private offices- delete retail,
restaurants, all night clinics, etc
Equipment Options- truckmount, basic floor machines Delete retail and offices with volume VCT
Employees- 5 currently Offices 10k to 20k sqr ft

13. Filtering the Prospect Accounts Down
In this section we will go over some of the answers.
FREE online janitorial bidding calculator

14. 1. Building Size- 10k to 50k in this exercise we defined this size
as a medium size account (yours may be different).
2. Type of Services- we want to stick with 5 day a week
accounts and have a min of 3 hours day. (just an example)

15. 3. Times/Days Week- we are sticking with 8am – 10 pm and Saturday morning. See now
we can easily narrow this down by deleting certain accounts.
Restaurants, retail and all night clinics will be deleted because they operate 24/7 and we
don’t want that.
What we do want is private offices, professional offices, office buildings. These type of
clients are typically 9-5 Monday through Friday.
https://methodcleanbiz.com/janitorial-bid-calculator/

16. 4. Equipment Options- here we listed truckmount for carpets and BASIC floor machines,
meaning no propane equipment or autoscrubbers.
With this as our equipment, again we can delete retail right off the bat and office
buildings with large amounts of VCT. Schools typically have VCT also so I would delete
them also.
This would point to offices again because they have vct in cafeteria/restrooms usually in
small spaces.

17. 5. Current Staffing- 5 Employees The reason we ask this question is if we
only have 5 employees then for now we would want to stay away from
excessively large jobs that would require hiring 10 people or more.
At least until we have the infrastructure and cash flow ready.
This puts us somewhere in the 5k to 20k sqr feet range
Top 10 Marketing Strategies

18. Learn More About Account Based Marketing
Here
This is what Account Based
Marketing is all about
Squeezing the most out of
our time and money.

19. What Are The Best Commercial Accounts To Target? Prioritize Target Accounts
Large Churches A High Priority
Medical 10k to 20k sqr ft A High Priority
Government Buildings 10k to 20k sqr ft daily service B Medium Priority
Professional Offices B Medium Priority
Industrial C Low Priority

20. Prioritize The Best Office Cleaning Accounts
Now that we have narrowed this down some, we can prioritize the
contacts. High priority for example we may contact 8 times year, medium
4 times year and low priority 2x year.
Top 10 Marketing Strategies

21. High Priority- Large churches, medical offices 10k to 20k sqr ft.
Large churches because they are 5 days week, most smaller
churches will only be 1-2 days
Medical offices 10-20k because that size fits into our min of 3
hours day and 5 days week.

22. Medium Priority- Government contracts and Professional offices
Government contracts will state specifically size of building and days of
service. This way you can pick choose which ones to bid on. Based on
exercise above 10k to 20k range fits
Professional offices 10-20k fit into our answers from above also. Also
professional offices gives us great diversity of industries. Architects,
Engineers, Lawyers, etc.
Carpet Cleaning Bidding Calculator

23. Low Priority- Industrial businesses
The reason we put them at low priority is they typically have a lot of VCT
and we stated we only have basic floor machines.
BUT this may only be a local thing.

24. Conclusion
Note this is only an exercise of HOW to ask questions, give answers and
then use that information to filter down the data.
My answers are just examples to show how to do it.

25. Learn More About Account Based Marketing
Here
This is what Account Based
Marketing is all about
Squeezing the most out of
our time and money.