Keep it Clean 110 Who Gets Hired

Описание: Who Gets Hired

Episode 110

Who Gets Hired: The Real Differentiators Clients Buy From
I get this question all the time: who do prospects really hire? On paper, it looks like they hire the lowest price. In far too many cases, that’s true, especially when a proposal goes in front of a board. I can almost guaranty you that none of the people on the board were in the discovery meetings. That means they can’t weigh the context of topics discussed.

Low price is not the only key to hiring
Price is important, but it is the-surface issue. The cleaning companies that consistently win (and keep) accounts aren’t just the cheapest. Consistent winning companies are those that make the clearest case for value through systems, training, and outcomes.

The value of certifications for getting hired
Certifications for cleaners and cleaning companies are a clear differentiator. But keep in mind, you’re not the only one who knows that. Common certifications include:

• Minority-owned
• Woman-owned
• Veteran-owned
• Disable-owned

There WAS a time when any of these were strong differentiators. Today, many vendors meet those criteria. That means when everyone at the table checks the same boxes the field is leveled. Understand that I am NOT telling you these certifications have no value. I AM saying they’re less valuable than they once were.

Gaining the Upper hand for Getting Hired
The edge that will make a difference comes from how you complete the work.
Here’s what I’ve seen elevate winners from the pack:
• Systems over hope. You can toss a new hire into a building and hope for the best, or you can plug them into a proven process. When you show a system that produces consistent results regardless of who’s on the shift, your cleaning company stands out. Think of it like buying a car. You don’t want a vehicle built from random parts; you want the reliability of an assembly line. Your operation should feel the same way to your client.
• Training that sticks. When you onboard thoroughly and reinforce regularly, you reduce the variation of your quality when staff changes occur. Fewer variations equate to fewer complaints. All of that reduces your “busy-work”” and staff turnover. In this case, better training creates stability and lowers your costs. Those results have the advantage of raising client trust.
• Right-sized equipment. Using household tools in commercial environments is a losing strategy. I bought a seven-year-old commercial backpack vacuum when that was all I could afford. Over a decade later it’s still a useful backup. You won’t get that from a big box upright vacuum cleaner. And when the building calls for it, autoscrubbers can cut labor dramatically. Are autoscrubbers they expensive? They can be? But that boost in your production is often 10x faster than manual mopping. 10 TIMES! And it will improve results. Equipment should match scope, surface, and standards, especially post-COVID.
• Safety and quality programs. Clients may not ask how many training hours you deliver. However, they will feel the difference in consistency, uptime, and fewer onsite incidents. Documented safety practices and QA routines become your quiet superpower.
• Proof, not promises. Provide current, relevant references. Collect and show references where your systems carried continuity through turnover and seasonal flux.


Addressing the “Cheap Trap”
Some buyers will always chase the lowest price and then complain about the consequences. Common complaints include missed details, absenteeism, constant retraining, and mounting “rework.” As the janitorial company owner, it’s your job to educate the staff and the clients.

Ethically persuade your customer by showing them how lower turnover, better equipment, and smart processes increase the client’s productivity. Clean buildings result in fewer sick days, fewer distractions, and happier customers and employees. That’s a business outcome, not a line item. And all of those positive results for the client come about because they also work for your cleaning company.

Get Hired for Talent vs Trash-Talk
Never trash competitors. When you and your employees are well-trained, the results come naturally. You can demonstrate your company values and win by clearly stating your competitive advantages. Set your company apart by displaying your:
• Training regimen
• Response times
• Inspection protocols
• Equipment standards
• Safety record
• Steady, predictable results


In the end, clients hire confidence. If your proposal demonstrates that your team, tools, and systems will deliver dependable quality at a fair price, you’ll not only win the account, you’ll keep it.

Training Equals Winning
If you own a cleaning company and want help building these systems, training your team, and winning on value (not just price), I’d love to coach you. Reach out to schedule a conversation and let’s get your operation running like the pros.