swrest
New member
Great article and great point overall.:victory:
Good work....keep them coming!!
Problems landing jobs
- Thread starter AMPWLLC
- Start date
Great article and great point overall.:victory:
Good work....keep them coming!!
Chris Francis
Member
I never have good luck with walmart clothes but might be because I am tall guy. But need to ask do you wear some sourt of suit over you clothes when you clean then.
Mike V
Member
Guy....I am assuming you are kidding? How in the world you got smartass or lack of respect for the Armed Service is beyond me.
As far as getting run our of gated communities....we have not been because we do not go door to door....but have heard and seen various companies out soliciting door to door get run out.
If you read what I wrote...I am asking for help too.....hence the questions regarding how various guys approach the door to door sales method.
As far as respect for the Armed Forces....I am a graduate of The Citdadel. Many of my classmates are serving right now....ever heard of Camp Eggers in Kabul? Dan Eggers was a classmate and a friend...Google it.
But again....I assume you are kidding or half asleep.
Mike V
Member
A few more things....
Guy....if you are not selling what are you doing when you knock doors? Do you just stand there? I always thought the benefit to knocking on doors was to sell your service and hopefully close it and do it right then....ya know, the whole "We're in the neighborhood and noticed your house was in need of a low-pressure cleaningm we can do it fo $XXX.
Chris.... Ash Gray T-shirts are whatall my guys wear....they do get dirty, but they do not show bleach stains as much and I would guess most homeowners do not expect to see someone doing thistype of work dresses to the 9's when performing these services.
I would guess if you had a crew working in a particular neighborhood, you could go knock on doors, dressed nicely and say " Hello, we are over wahing the Blackmon's House and wanted to know if you would be interested in a quote, we can reduce the price a bit since we are already here"
Just some constructive thoughts and questions.
Guy....if you are not selling what are you doing when you knock doors? Do you just stand there? I always thought the benefit to knocking on doors was to sell your service and hopefully close it and do it right then....ya know, the whole "We're in the neighborhood and noticed your house was in need of a low-pressure cleaningm we can do it fo $XXX.
Chris.... Ash Gray T-shirts are whatall my guys wear....they do get dirty, but they do not show bleach stains as much and I would guess most homeowners do not expect to see someone doing thistype of work dresses to the 9's when performing these services.
I would guess if you had a crew working in a particular neighborhood, you could go knock on doors, dressed nicely and say " Hello, we are over wahing the Blackmon's House and wanted to know if you would be interested in a quote, we can reduce the price a bit since we are already here"
Just some constructive thoughts and questions.
Mike V
Member
Anthony,
Great stuff as usual...thanks.
The "Elevator Speech" is an essential part of any sales person's repertoire. Almost every sales and marketing book I have read touches on this topic. The basic thought process behind it is being able to convey your service, it's benefits and why the person you are talking to needs your service....all this needs to take place in as much time as you would normally have in an elevator riding from one floor to the next.....not long.
This is an article about it by a guy named Jerry Smith
_____________________________________________________
How about some elevator speech examples for when you are in a less competitive business? There is good news and bad news in this situation.
When your business is not something most people come across every day, you have the advantage that your elevator speech will likely be novel to those listening. In contrast to the networking event where there are 5 people who essentially give the same message, in your case you will almost certainly be the only one.
That's the good news. The bad news is that your audience will not have any idea what you do and you need to get that across quickly and in a manner that grabs their attention.
You may have heard examples of elevator speeches that leave you thinking: "Huh? I heard the words but I didn't understand what that person does". That isn't a reaction you want. When there is a lack of understanding there tends to be a lack of action.
The businesses I am talking about include any that defy an easy label. Examples are endless but could include various specific forms of consultancy, coaching, niche specific services that help businesses save money and so on. The fact that they are specific is the challenge - how do you get people to understand and identify themselves to you as potential clients?
How do you gain attention in this situation?
Here are some fictional elevator speech examples with an explanation of the thinking:
"I work with small business owners who are frustrated that although they love their business, it has taken over their lives and they are beginning to resent the lack of time they have to spend with their family"
This example identifies the target audience and the issue they are dealing with. It avoids the use of terms that might confuse such as "coach" and invites the listener to think about who they know that might fit that definition. It also invites the question: "How do you do that?" which is a good thing.
Another example:
"We are focussed on fast growing, medium sized businesses that are struggling to bring the right people into the business to manage such growth, and are concerned that they are not keeping up with legal and administrative issues as they bring people on board so fast"
Again, identifies the target and a couple of issues. The language is simplistic, avoiding jargon, and keeps the focus on the challenges the ideal clients are facing.
In summary, the solution to the challenge of having an unfamiliar service is essentially the same as it is when describing a familiar one:
1. Clearly defined client niche - especially important when your service is specialized
2. The nature of the issues those clients face and their concerns
3. No "traditional" elevator speech material about your services, experience and where your office is located.
4. Avoids jargon - a particular temptation when you work frequently in a very specific niche.
These elevator speech examples follow this model and the great news is that once you have grabbed attention and are in a conversation with a prospect, they will likely not have been exposed to your type of service before. They may not even have realized there was a solution to their challenges. That is a great conversation to have!
Jerry Smith is the co-founder of Marketing Action Club, focusing on small service based businesses and independent professionals who want to grow but struggle to attract quality clients consistently.
Visit http://www.30SecondElevatorSpeech.com for a step by step, "how to" program for putting together an attention grabbing message tailored to YOUR business
Great stuff as usual...thanks.
The "Elevator Speech" is an essential part of any sales person's repertoire. Almost every sales and marketing book I have read touches on this topic. The basic thought process behind it is being able to convey your service, it's benefits and why the person you are talking to needs your service....all this needs to take place in as much time as you would normally have in an elevator riding from one floor to the next.....not long.
This is an article about it by a guy named Jerry Smith
_____________________________________________________
How about some elevator speech examples for when you are in a less competitive business? There is good news and bad news in this situation.
When your business is not something most people come across every day, you have the advantage that your elevator speech will likely be novel to those listening. In contrast to the networking event where there are 5 people who essentially give the same message, in your case you will almost certainly be the only one.
That's the good news. The bad news is that your audience will not have any idea what you do and you need to get that across quickly and in a manner that grabs their attention.
You may have heard examples of elevator speeches that leave you thinking: "Huh? I heard the words but I didn't understand what that person does". That isn't a reaction you want. When there is a lack of understanding there tends to be a lack of action.
The businesses I am talking about include any that defy an easy label. Examples are endless but could include various specific forms of consultancy, coaching, niche specific services that help businesses save money and so on. The fact that they are specific is the challenge - how do you get people to understand and identify themselves to you as potential clients?
How do you gain attention in this situation?
Here are some fictional elevator speech examples with an explanation of the thinking:
"I work with small business owners who are frustrated that although they love their business, it has taken over their lives and they are beginning to resent the lack of time they have to spend with their family"
This example identifies the target audience and the issue they are dealing with. It avoids the use of terms that might confuse such as "coach" and invites the listener to think about who they know that might fit that definition. It also invites the question: "How do you do that?" which is a good thing.
Another example:
"We are focussed on fast growing, medium sized businesses that are struggling to bring the right people into the business to manage such growth, and are concerned that they are not keeping up with legal and administrative issues as they bring people on board so fast"
Again, identifies the target and a couple of issues. The language is simplistic, avoiding jargon, and keeps the focus on the challenges the ideal clients are facing.
In summary, the solution to the challenge of having an unfamiliar service is essentially the same as it is when describing a familiar one:
1. Clearly defined client niche - especially important when your service is specialized
2. The nature of the issues those clients face and their concerns
3. No "traditional" elevator speech material about your services, experience and where your office is located.
4. Avoids jargon - a particular temptation when you work frequently in a very specific niche.
These elevator speech examples follow this model and the great news is that once you have grabbed attention and are in a conversation with a prospect, they will likely not have been exposed to your type of service before. They may not even have realized there was a solution to their challenges. That is a great conversation to have!
Jerry Smith is the co-founder of Marketing Action Club, focusing on small service based businesses and independent professionals who want to grow but struggle to attract quality clients consistently.
Visit http://www.30SecondElevatorSpeech.com for a step by step, "how to" program for putting together an attention grabbing message tailored to YOUR business
Christopher
Moderator
+20 ! ! !
Great answer Guy!
Maybe he did not read or just does not care about helping, just wanting to be a smart a$$ with a "holier than thou" attitude?
Anyway, Ryan, feel free to give me a call if you can and I can give you more ideas so you don't have to read through anymore of this stupid crap like what Mike wrote. I am not the best salesman but can do ok most of the time and I might have some ideas for you.
Mike V
Member
Chris,
WTF?? How in the hell do you get anything but me asking for help? Maybe I should have made it easier to read, try this....
Hi, we do not currently knock on doors but I am interested to learn your approach and pitch to this type of sales. What has worked for you? What is the best time of the day to this, are weekends better since people are more likely to be home? Do you ever have any issues with " no soliciting" rules or homeowners who are skeptical about door to door selling?
Thanks,
Mike
WTF?? How in the hell do you get anything but me asking for help? Maybe I should have made it easier to read, try this....
Hi, we do not currently knock on doors but I am interested to learn your approach and pitch to this type of sales. What has worked for you? What is the best time of the day to this, are weekends better since people are more likely to be home? Do you ever have any issues with " no soliciting" rules or homeowners who are skeptical about door to door selling?
Thanks,
Mike
Don M.
New member
You guys have been out in the sun too much or something. I dont see any disrespect from Mike.
To the original poster-I dont know how long you have been in business. But its tough. My first three years sucked. It was a fight and a battle.
Keep this in mind for next year..when you are busy in the spring, throw a lot of funds towards marketing for the summer. July and August are slow in the resi world. But we got plans to get through the slow months with some marketing and I think we will be fine.Actually looking at the books we are almost booked up the next two weeks.
To the original poster-I dont know how long you have been in business. But its tough. My first three years sucked. It was a fight and a battle.
Keep this in mind for next year..when you are busy in the spring, throw a lot of funds towards marketing for the summer. July and August are slow in the resi world. But we got plans to get through the slow months with some marketing and I think we will be fine.Actually looking at the books we are almost booked up the next two weeks.
Nichole
Ms Awesome
I know a lot of guys who have gotten some serious work using stencils.
http://www.propowerwash.com/board/upload/showpost.php?p=178581&postcount=6
http://www.propowerwash.com/board/upload/showpost.php?p=169203&postcount=3Do a search here for stencils to find out who else uses them and has had luck and other vendors who sell them.
http://www.propowerwash.com/board/upload/showpost.php?p=178581&postcount=6
http://www.propowerwash.com/board/upload/showpost.php?p=169203&postcount=3Do a search here for stencils to find out who else uses them and has had luck and other vendors who sell them.
Attend some Local org that your customers are involved in. Work Charities and all other forms of networking.
Develope a program for it.
Just dont fly by the seat of your pants
Christopher
Moderator
Ryan, if you can get down to the Tampa event, you will have a great opportunity to network with guys from all around the country.
Florida is a tough market where you have a lot of guys lowballing prices, hacks doing terrible work and on and on but the guys there in florida are surviving, some are thriving so getting to talk to them in person would be really great.
Don't ask info online from them as their competition is watching and I am sure that they would not want to reveal some of their great info online so being there in person would greatly benefit you, probably one of the best round tables this year in many ways.
There will be not only great people there but great speakers and great vendors to give you some ideas to help build or help your business.
Florida is a tough market where you have a lot of guys lowballing prices, hacks doing terrible work and on and on but the guys there in florida are surviving, some are thriving so getting to talk to them in person would be really great.
Don't ask info online from them as their competition is watching and I am sure that they would not want to reveal some of their great info online so being there in person would greatly benefit you, probably one of the best round tables this year in many ways.
There will be not only great people there but great speakers and great vendors to give you some ideas to help build or help your business.
Christopher
Moderator
+10
I know some guys that have done good and some that have done great using stencils.
MHasterok
New member
Chris, this is what I wear. Ordered several polos from Queensboro. They're alright, but going to try another company next cuz the fit is always a little off. I wear dockers pants. I like to present a professional image. Whatever you guys do, at least have some sort of logo on your shirts.
Someone in another post mentioned they do sales calls in their work t-shirts all dirty which shows they're out doing work, good idea too.
Since I only do 95% commercial, I do sales during the day and dress nice.
BTW, I didn't read anything negative from Mike's post either. Can't we all just get along? :deadhorse:
Attachments
Lou Zehnder
New member
Yeah....I didn't see it either.
You know I wouldnt mind seeing some videos on how to appoach people by the door to door method. I know Guy does it and william.....More info on this subject would be nice. I kinda know how guy does it.....no pressure. I would mind seeing how someone does it with pressure in trying to close a sale in door to door.
I met the Ryan in Kentucky....Good guy. Like him I want more business too. I am between doing the Res. and Comm work. Res. puts money in my pocket now and Comm is how I wanna grow. I personaly don't wanna go door to door but if thats what it will take to put money in the account its something i will do. I would much rather do 3 to 5 200.00 house washes a day than sit at home and hope someone calls about a 400.00 one.
Ryan I really don't have a answer for you except keep your head up. One day the phone will ring off the hook and you will be looking for a much needed vacation until then I hope the best for you, me and the rest of the newer guys trying to make a living in this field.
You know I wouldnt mind seeing some videos on how to appoach people by the door to door method. I know Guy does it and william.....More info on this subject would be nice. I kinda know how guy does it.....no pressure. I would mind seeing how someone does it with pressure in trying to close a sale in door to door.
I met the Ryan in Kentucky....Good guy. Like him I want more business too. I am between doing the Res. and Comm work. Res. puts money in my pocket now and Comm is how I wanna grow. I personaly don't wanna go door to door but if thats what it will take to put money in the account its something i will do. I would much rather do 3 to 5 200.00 house washes a day than sit at home and hope someone calls about a 400.00 one.
Ryan I really don't have a answer for you except keep your head up. One day the phone will ring off the hook and you will be looking for a much needed vacation until then I hope the best for you, me and the rest of the newer guys trying to make a living in this field.
AMPWLLC
New member
Thanks to everyone for the feedback! It's been great. Just got done reading each and every post. I'm ordering the stencils, great idea. As for the elevator speech article, great stuff there. Residential is a tough thing to do because the homeowners are always unsure about whether or not they want to fork over money. With commercial, it's usually how Lou put it, it's steady work and long term because they need to make money too and that revenue partly comes from the image of their facility. Like Ron was telling me too is the get in your face attitude.
Guy's quote is genius, Act, Walk, Talk Charge like a professional. Look forward to talking with you on the phone by the way.
Chris, thanks for the help as well man.
Again, thank you everyone for the input!
On a side-note, if anyone wishes to travel to Wash DC to visit our nation's capital, let me know a couple weeks in advance and I can set-up a private tour for you and your families at the White House. I work with WAKA and Secret Service closely and can pull some strings. The least I can do for my fellow colleagues.
Semper
Guy's quote is genius, Act, Walk, Talk Charge like a professional. Look forward to talking with you on the phone by the way.
Chris, thanks for the help as well man.
Again, thank you everyone for the input!
On a side-note, if anyone wishes to travel to Wash DC to visit our nation's capital, let me know a couple weeks in advance and I can set-up a private tour for you and your families at the White House. I work with WAKA and Secret Service closely and can pull some strings. The least I can do for my fellow colleagues.
Semper
AMPWLLC
New member
Thanks man I spoke with Ron about it the other day and he suggested it too. It sounds great. Count me in.
AMPWLLC
New member
AMPWLLC
New member
DJ Carroll
Member
The thread is titled landing job. Are you referring to closing the jobs or actually getting the leads?
Answer this for me so I can better answer your question.
Answer this for me so I can better answer your question.