As strategic partners with end-to-end solutions specific to the janitorial and security industries, we know how important issues like retention and turnover are to your business.
We hear it every day from our customers, prospects and industry partners. That’s why we’ve covered everything from the basics of determining cost per hire and the difference between retention and turnover, to looking at how you incentivize your site managers in relation to retention and how correctly evaluating your site managers can help grow your bottom line.
At this point, you know improving your employee retention can positively impact several aspects of your business including reducing your cost per hire, saving your HR department a lot of headaches and improving customer satisfaction, to name a few. But, the smartest companies leverage retention to improve their sales process as well.
You Know Your Retention Metrics, Now What?
When you’re meeting with a potential new client, think about their goals and think about what is going to sway them to choose one company over the other. Most likely, the decision is going to boil down to one of the following:
Winning on lowest price is not going to get you where you want to be as a business long term, so you must prove you’re trustworthy and focused on quality.
As a janitorial or security company, your people are your product.
Your clients want quality work from a reliable and trustworthy team. Focusing on retention and knowing your metrics helps differentiate you from the others in the field because you are positioned as a business that is constantly optimizing its workforce.
Now that you understand which metrics to focus on, you can explain to your prospects what that means for them as a potential customer.
When you are laser-focused on retention, your site managers can focus more on quality control and consistency instead of hiring and training. Great retention also boosts trust by ensuring your clients will be seeing more of the same people more often. And, you can prove it.
This is a key differentiator that you should be touting both in the field during meetings with prospects and on your website because your competitors are unlikely to have this information readily available.
Special thanks to our partners at TEAM for helping us put this blog series together. If you missed our webinar we produced with them about this topic, be sure to click here to watch the replay.