In today’s competitive market, the way B2B buyers make purchasing decisions has evolved. For commercial janitorial services companies, understanding this shift can help secure larger contracts and build lasting relationships.
Challenger Inc.’s research highlights that B2B buyers now prioritize the sales experience over traditional factors like price or brand reputation. This trend is especially important when dealing with larger contracts involving multiple stakeholders. In these cases, your company’s experience—how you engage, educate, and meet client needs—can determine whether or not you close the deal.
Is Janitorial Services a Complex Purchase?
For larger contracts, janitorial services can indeed be considered a complex purchase. Several factors make this decision more involved:
- Multiple Decision-Makers: The decision to hire a janitorial service usually involves several people across various departments, from facilities managers to financial officers.
- Long-Term Commitment: Larger contracts typically require a longer-term commitment, making trust and customer service crucial in decision-making.
- Tailored Solutions: Buyers are looking for services that fit their unique needs, which means you must demonstrate flexibility and attention to detail.
Key Takeaways for Janitorial Services Companies:
- Sales Experience Matters: Buyers are more likely to choose a vendor that offers a seamless and knowledgeable sales process. They value expertise and personalized engagement.
- Pricing Takes a Backseat for Larger Contracts: While price is still a factor, it’s not the only or most important consideration for larger, more complex deals.
- Smaller Contracts Are Price-Driven: Price becomes a dominant factor for smaller contracts. This makes it harder to build client loyalty, as customers are more likely to shop around for the best deal.
In conclusion, for commercial janitorial services, understanding how buyers approach larger contracts can help tailor your sales strategy and stand out from the competition. Delivering value beyond just cleaning services is crucial in securing these deals and fostering long-term partnerships.
For more insights on how B2B buyers make decisions, check out Challenger Inc.’s full research here.
