hydro-clean
Member
i am thinking about just calling busineses and looking for work, what do you say when calling? does it usually work?
cold calls
- Thread starter hydro-clean
- Start date
I try to Call everyday, yes it works. Just ask them if you can do any pw for them. Its that easy.
oneness
Member
Ron:
Can you suggest any web or book resources that would help someone just getting into the business but who is a lousy salesperson? I don't think finding customers will be a problem, but it is convincing them that I'm the one they need to hire is the area I'm concerned with. Any suggestions?
Thanks!
Mike
Can you suggest any web or book resources that would help someone just getting into the business but who is a lousy salesperson? I don't think finding customers will be a problem, but it is convincing them that I'm the one they need to hire is the area I'm concerned with. Any suggestions?
Thanks!
Mike
Waterboy
New member
Mark - I realize that you were just using Ones (Mikes) name in good fun but he was asking for some help and laying on the line.....
I think it takes balls for us new guys to come out and say we don't know everything and ask for some direction.
I also think it takes considerable amount of kindness for you guys who have been there for awhile to keep coming back and answering some of our questions over and over.
THANKS!
Mike - I am with you buddy. Just starting out is tuff. I think the right words to land a sale in almost every situation are going to come with time. We just got make our mistakes and hopefully avoid some by coming here and learning.
Here is a link to Delco's Sales technique page and it has a good section about soliciting sales over the phone.
Delco's:Sales
I think it takes balls for us new guys to come out and say we don't know everything and ask for some direction.
I also think it takes considerable amount of kindness for you guys who have been there for awhile to keep coming back and answering some of our questions over and over.
THANKS!
Mike - I am with you buddy. Just starting out is tuff. I think the right words to land a sale in almost every situation are going to come with time. We just got make our mistakes and hopefully avoid some by coming here and learning.
Here is a link to Delco's Sales technique page and it has a good section about soliciting sales over the phone.
Delco's:Sales
Clean County PW
Active member
Mike(Oneness),
I have been in business now for 7+ yrs and I have never cold call. I have reasons for this and I am not using them for excuses. Ron M. is right. If you want or need more business then as Micheal Jordan said in those infamous Nike Commercials "Just do it".
Just be well prepared and it sounds like you believe in yourself and you have integrity I'm sure you will do fine.
As for my reasons that I never cold called I'll put them in this order. 1-I have a cushion fulltime job
2- I have enough work that keeps me powerwashing year round.
3- I am.........Shy by nature. Everybody tells me I'm not but I am and that would make it doubly hard for me to cold call.
A major drawback for me not cold calling is that I don't have enough work to HIRE fulltime guys... hence less money in my pocket.
I will add that I am in the process of trying to nail new accounts by networking and eventually cold calling most likely...and if I didn't have my "Cushion" Fulltime job that pretty much pays all my major bills then I would be Cold Calling and I would eventually get pretty good at it as I'm sure you can and will be. So give it a go.
Good Luck.
I have been in business now for 7+ yrs and I have never cold call. I have reasons for this and I am not using them for excuses. Ron M. is right. If you want or need more business then as Micheal Jordan said in those infamous Nike Commercials "Just do it".
Just be well prepared and it sounds like you believe in yourself and you have integrity I'm sure you will do fine.
As for my reasons that I never cold called I'll put them in this order. 1-I have a cushion fulltime job
2- I have enough work that keeps me powerwashing year round.
3- I am.........Shy by nature. Everybody tells me I'm not but I am and that would make it doubly hard for me to cold call.
A major drawback for me not cold calling is that I don't have enough work to HIRE fulltime guys... hence less money in my pocket.
I will add that I am in the process of trying to nail new accounts by networking and eventually cold calling most likely...and if I didn't have my "Cushion" Fulltime job that pretty much pays all my major bills then I would be Cold Calling and I would eventually get pretty good at it as I'm sure you can and will be. So give it a go.
Good Luck.
Mike Smith
Member
I have been in the biz now for 4 years this will be my 5th. I don't do cold calls but do agree that it is a good way to get your name out. Be yourself and be honest. Salesmanship comes with experience. You will learn that a good attitude, descent appearance, having knowledge and ability to answer questions on the spot, and presentation( professional business image-business cards, printed estimates and forms) will be enough to land you plenty of work. Always let your potential customers know you are licensed and insured) I am shy by nature as well but when I get a call from my ads or people see my truck when Im working I know I must put my best foot forward. Always let the customer know what they can expect. Sometimes you can't get it back to new condition, it is just a fact of life. Bottom line........Confidence in your abilities, knowledge, and professional image will sell the job.
Good luck!!!!
Good luck!!!!
oneness
Member
Thanks for all the advice, support, and suggestions!
Mark: I do believe I am the one, but it is conveying that to the potential customer that is the problem.
Waterboy: Thanks for the link to Delco's techniques page, I'll check it out!
I'm not looking to cold call at first, but my concern is dealing with potential customers who call for an estimate, etc. I know getting them to call is one step, but landing the sale is another, and if I can't do that, then it doesn't matter how many call, or how many I call. I have no doubt I can do the work, and with all the help available here and at various sites I have no doubt I can attain the knowledge to do it right.
thanks!
Mike
Mark: I do believe I am the one, but it is conveying that to the potential customer that is the problem.
Waterboy: Thanks for the link to Delco's techniques page, I'll check it out!
I'm not looking to cold call at first, but my concern is dealing with potential customers who call for an estimate, etc. I know getting them to call is one step, but landing the sale is another, and if I can't do that, then it doesn't matter how many call, or how many I call. I have no doubt I can do the work, and with all the help available here and at various sites I have no doubt I can attain the knowledge to do it right.
thanks!
Mike
Jon
Member Specialist
Oneness and Hydro-clean do you two guys have business plans made and in place yet?
If not I would suggest you do that before stepping out into the cold wet world of pressure washing.
Cold calling takes practic and a good ear to know when the prospective customer wants you to step in and make the closer.
That takes practic and the one thing I lack, hearing yet I do it by letting them know I cannot hear well, that tends to force them to ask for the close, how often, how much, what do you recommend ect.
Now sit down and get your business plan made, if you need help contact your local SBA office, they offer free advice but will not do it for you, you do it, they review it, suggest corrections, you go home and make them and take it back.
Cold calling, just think of it as asking a girl out on a first date, your shaky, your thrilled, your scared yet you asked her, she said YES and WOW I got a date, JOB an ACCOUNT.
Go forwards but look back and learn from your errors.
If not I would suggest you do that before stepping out into the cold wet world of pressure washing.
Cold calling takes practic and a good ear to know when the prospective customer wants you to step in and make the closer.
That takes practic and the one thing I lack, hearing yet I do it by letting them know I cannot hear well, that tends to force them to ask for the close, how often, how much, what do you recommend ect.
Now sit down and get your business plan made, if you need help contact your local SBA office, they offer free advice but will not do it for you, you do it, they review it, suggest corrections, you go home and make them and take it back.
Cold calling, just think of it as asking a girl out on a first date, your shaky, your thrilled, your scared yet you asked her, she said YES and WOW I got a date, JOB an ACCOUNT.
Go forwards but look back and learn from your errors.
I didn’t read all post, I just enjoy meeting people and use it as w way to meet and talk with people. It’s really that easy, I talk to everyone about it. I literally have a pocket full of calendars cups, pens and business cards and hand them to potential customers. For me a potential customer is anyone I meet. I ran into a contractor last night at a gas station and we did his job this afternoon.
I stop on the freeway the other day at a construction trailer and know we scheduled a bridge cleaning for Feb. the method of madness I use is just be yourself and don’t bullSh_t. everyone is making money and that how you want to do your work. Make a fair price and though some trial and error your will come up with some sorta pitch.
I recommend you take a selling course at your local community college. Even a better class would be a starting your own small business class. Something focusing on writing a business plan. Classes with guest speakers are wonderful. The classes that I took that had speakers I gained the most from.
I stop on the freeway the other day at a construction trailer and know we scheduled a bridge cleaning for Feb. the method of madness I use is just be yourself and don’t bullSh_t. everyone is making money and that how you want to do your work. Make a fair price and though some trial and error your will come up with some sorta pitch.
I recommend you take a selling course at your local community college. Even a better class would be a starting your own small business class. Something focusing on writing a business plan. Classes with guest speakers are wonderful. The classes that I took that had speakers I gained the most from.
Marv
New member
I am new at runing my own pw business, and have been in sales 7 of the last 10 years. I too am on the shy side, but I read in a book when I first decided to try sales, that introvert make better sales professionals. The extrovert may have carisma, draw attention, and often sounds convincing. The introvert studies, learns what the customer wants, and is prepared when opportunity occurs. Knowledge lends to confidence, and that is the number one thing people buy. Throw in sincerity and integrity, and you ready.
My best tools are,
eye contact
body language and
the skill of asking questions.
The best book I can recommend, is one that I have given away several times, and I keep an outline I wrote from it in my desk.
It is a little old, but great for what has been addressed in this thread.
How to have Confidence and Power in Dealing with People
by Les Giblin
My best tools are,
eye contact
body language and
the skill of asking questions.
The best book I can recommend, is one that I have given away several times, and I keep an outline I wrote from it in my desk.
It is a little old, but great for what has been addressed in this thread.
How to have Confidence and Power in Dealing with People
by Les Giblin
the best way to be good
at sales is to know 100% about what you are selling.
Second is price, you never want to be on the defence.
I ask the customer to look and listen to what i have to offer.
I ask them if they have a service? Then if they are happy with the service? What would it take for me to become there cleaning contractor? What can i do for you? How can i make things better and easyer? After you know the customer's needs, then have input on services they might not have even thought about,get them excited about what a great job you can do for them,then hit them with the picture book. Then you offer a free demo.[small not the whole job,i cold call with my rig]. After you have done all this then give them the price.
This may sound like a lot but remember you can make more money with your mouth then you ever can with the wand.
10 trucks a week for 1 year=520 wash's so every dollar per truck is worth $520
so if you had 100 trucks $5,200.00[that $1 per rig=a new wash unit every year or a new rig every 2]
this is what the bean counters are looking at.
So when someone beat's you out of a truck washing gig by a $1 per rig,even if your twice as good, it might not be your work. It might be there budget. Some/most co only have X amount to spend on maint.
Co. like fleetwash understand this and set-up programs that fit the customers structure. Yes you can do better work but can you do better work at the price of fleetwash?
The world needs lowballers. They ask for them by name.
Ever been to WALMART? Same thing. Smaller profit on every item but sell them[us] EVERY item.
VOLUME vs VALUE.
at sales is to know 100% about what you are selling.
Second is price, you never want to be on the defence.
I ask the customer to look and listen to what i have to offer.
I ask them if they have a service? Then if they are happy with the service? What would it take for me to become there cleaning contractor? What can i do for you? How can i make things better and easyer? After you know the customer's needs, then have input on services they might not have even thought about,get them excited about what a great job you can do for them,then hit them with the picture book. Then you offer a free demo.[small not the whole job,i cold call with my rig]. After you have done all this then give them the price.
This may sound like a lot but remember you can make more money with your mouth then you ever can with the wand.
10 trucks a week for 1 year=520 wash's so every dollar per truck is worth $520
so if you had 100 trucks $5,200.00[that $1 per rig=a new wash unit every year or a new rig every 2]
this is what the bean counters are looking at.
So when someone beat's you out of a truck washing gig by a $1 per rig,even if your twice as good, it might not be your work. It might be there budget. Some/most co only have X amount to spend on maint.
Co. like fleetwash understand this and set-up programs that fit the customers structure. Yes you can do better work but can you do better work at the price of fleetwash?
The world needs lowballers. They ask for them by name.
Ever been to WALMART? Same thing. Smaller profit on every item but sell them[us] EVERY item.
VOLUME vs VALUE.
on another note
Hello [mr/ms] so and so. My name is ron[try to get them on a more persnable level] and im the owner of PRO-WASH and im an exterior washing contractor. I would like a couple min. of your valuable time to tell/show you how i can make your buissness more money.[that's called the hook,everyone likes to make money].
You only get one chance to make a first impression and by the looks of [whatever] you could use some help.
When things are clean it gives people good thoughts about doing buissness with you and gives employee's a better attitude about there job.[this is how your making them money]
Can i SHOW you what im talking about?
[give them the picture book]
Ask your questions while he/she is looking.
Do you have a service?
Are you happy with their service?
What could be done to improve your current service?
Then i say"i know your time is very valuable and i feel i can be of great service to you,will you allow me to do a sample area/truck/ect...?" If yes,then do it. If no then ask if there is anything they have questions on. Thank them for there time. Leave a card and make sure you get the office persons name.
This person is the one who can help you the most.
All this should be taken care of in 15 min or less.
[not the demo]
Try and make another appointment in 30 days.
A mug of flowers to the office person on the next appointment.
If you dont get the work after the second appointment wait a day or two and call the office person to see if they will give you the scoop on why your not getting the work?
30 days later you try again.
After that i would wait 90 days but i hav'nt got that far yet.
Hello [mr/ms] so and so. My name is ron[try to get them on a more persnable level] and im the owner of PRO-WASH and im an exterior washing contractor. I would like a couple min. of your valuable time to tell/show you how i can make your buissness more money.[that's called the hook,everyone likes to make money].
You only get one chance to make a first impression and by the looks of [whatever] you could use some help.
When things are clean it gives people good thoughts about doing buissness with you and gives employee's a better attitude about there job.[this is how your making them money]
Can i SHOW you what im talking about?
[give them the picture book]
Ask your questions while he/she is looking.
Do you have a service?
Are you happy with their service?
What could be done to improve your current service?
Then i say"i know your time is very valuable and i feel i can be of great service to you,will you allow me to do a sample area/truck/ect...?" If yes,then do it. If no then ask if there is anything they have questions on. Thank them for there time. Leave a card and make sure you get the office persons name.
This person is the one who can help you the most.
All this should be taken care of in 15 min or less.
[not the demo]
Try and make another appointment in 30 days.
A mug of flowers to the office person on the next appointment.
If you dont get the work after the second appointment wait a day or two and call the office person to see if they will give you the scoop on why your not getting the work?
30 days later you try again.
After that i would wait 90 days but i hav'nt got that far yet.
Mark
New member
Unstoppable Confidence
Here is a link about a book I plan to order, it sounds like it would be a great addition to any business owners Must Read Library!
http://www.unstoppable-confidence.com/
Here is a link about a book I plan to order, it sounds like it would be a great addition to any business owners Must Read Library!
http://www.unstoppable-confidence.com/
Jon
Member Specialist
One of the things I do is call and get the name of the person in charge of facilities managment, then either make an appointment or show up asking for him/her.
Knowing the name helps more then you think as the palace guards are told NO CALLS though if not on the pass though list.
That is why you would be told they are in a meeting, out of town, not here, unavailable etc.
After your first meeting call back the next week, and the week after for 4 to 6 weeks, then taper it back for the first 3 month.
Remember the more they see you the more they know your serious about doing the work, some might give you a try, others might just say NO stop calling or coming in, if they do that stop but go back in 6 month or call and just ask if things are the same?
As to the flowers and candy stuff, well here in CA. that might be taken as sexual harrassment, really, even calling the gal honey or sweetie or saying anything nice has been taken to court on here.
Knowing the name helps more then you think as the palace guards are told NO CALLS though if not on the pass though list.
That is why you would be told they are in a meeting, out of town, not here, unavailable etc.
After your first meeting call back the next week, and the week after for 4 to 6 weeks, then taper it back for the first 3 month.
Remember the more they see you the more they know your serious about doing the work, some might give you a try, others might just say NO stop calling or coming in, if they do that stop but go back in 6 month or call and just ask if things are the same?
As to the flowers and candy stuff, well here in CA. that might be taken as sexual harrassment, really, even calling the gal honey or sweetie or saying anything nice has been taken to court on here.
DAN COSGROVE
Member
TO TAKE A CHANCE INVITES FAILURE...TO NOT TAKE A CHANCE GUARANTEES IT !!! DAN COSGROVE.