Decision makers will always be wary of costs but more importantly, they want to know more about them in-depth. Buying behaviors among business owners can be drastically different from the buying behaviors of regular consumers. There are a lot more factors for them to consider and even if you think there’s not a lot to discuss when it comes to janitorial services, the other side might have a different opinion.
To understand this better, try to put yourself in their shoes when it becomes your turn to outsource a service. For example, B2B lead generation. You’re a B2B business and like any other, you need a constant flow of opportunities as well as a good source of industry information. Outsourcing is the way to cut costs for it but just as how your potential clients might want to talk to you about costs, you’d likely want to discuss the same with an outsourced company.
Going back to you, costs may always be a predictable topic a business owner would want to discuss with you. Regardless, that doesn’t mean they don’t have a good reason. Perhaps they’ve had a bad experience with a previous company or want to see if the money they give you can translate into legitimate payment for your employees. At times, it might be as simple as seeing if you’re really as cost-efficient as you say you are.
In any case, you shouldn’t risk turning them off by denying them a chance to meet with you and discuss these issues directly. You won’t be having a lot of janitorial service leads if you don’t at least provide potential clients with that service.