[windiewasher]

to find out if they might need a window cleaner etc?

[kate1]

You really need to ring first Doc, to get the correct mail and decision maker.  We call it pipelining.  Get and glean as much info as you can, renewals dates etc.  Also you dont want to be seen as spam, so you need to get the "opt in" from people to receive information.

[windiewasher]

ok,what do i say to companys?
im interested in this because im very good on the phone!

You really need to ring first Doc, to get the correct mail and decision maker.  We call it pipelining.  Get and glean as much info as you can, renewals dates etc.  Also you dont want to be seen as spam, so you need to get the "opt in" from people to receive information.

[kate1]

Probably need to ask for whoever is in charge of maintenance/facilities, dependent on the size of the building.  Be calm, dont sound too pushy dont let the receptionist put you off, they dont make the decision. 

I tend to mimic who im talking too, but I dont use a hard sell approach.

Even if they say they have somebody, normally have a brief chat,  is it on a contract? whens the renewal.  If its not on contract, I would try and get someone in on a price/service factor.

Also try and get email addresses, then you can send mail, ask if they mind.

Its a pretty straightforward sell Doc, but you would need to make at least 125 calls a day to get results

[windiewasher]

what expect 1 result from 125 calls?

[kate1]

No, but to do a good campaign you need to be constant.

Not sayng that you would need to do that amount of calls to get a result.

But you will have meetings, engaged, not in the office, on holiday, sick, answserphone, so you may make 10 calls and speak to only 1 person due to those reasons.

[gordonswindows]

Hi Doctors

great advice from Kate she is the professional and knows the best methods,

but and it is a but

 we email newsletter or press release then bits of news about their business our business the local economy and drip feed them our brand until they get used to our name.

We recently finished a facia job where I have yet to meet the client, introduced via Linkedin then did deal via e-mail having sized up the building on google  (no telephone calls) the lads went out completed the job got it signed off, i sent the bill by e-mail and they paid it by bacs to the bank

No it doesn't always work but traditional methods are traditional for a reason but being different and using new methods can sometimes let you stand out from the crowd.

Try it and see

Gordon

[kate1]

Nice one Gordon.

Thats why you need to glean as much info as possible, so you can do the newsletters, and the slow drip

[Clive McDonald]

just my opinion, i'm not saying it carries any weight.

Most windy companies are hopless on the marketing side and could do with some consultation. Even basic stationary such as compliment slips is often non existent.

[kate1]

For some people it might be a confidence thing using the phone.

[clarkson]

   Hi
   I tried a company once , designed me a catchy email template sent out 12000 emails to there clean data base. i got 4 leads which didnt get any real work

  I wont try this again wasnt cost effective. the difficulty is getting clean data that are remotely interested in your services.

  As Kate says its best to call but if you are going to call to get there email, you might as well just telesale your services to them?

  cheers

   john

[kate1]

Yes John

Ideally the aim is to get an appointment, initially but then if thats a no go, try and get renewal dates, email address.

[clarkson]

  Hi Kate
   I agree but you are approaching it from a business development perspective. nothing wrong with that but if you arent a dedicated sales proffessional you havent got the time to do the whole canvas, appointment,meeting,  presentation, close.

  A lot of the guys on here have got to do 40 hours on the poles to earn there living, then they fit there marketing in.
 
   I think proper marketing skills have there place but the business has to be a certain size before these can be applied in any real sense. As you say a day on the phone, but you need a team out doing the work whilst you do that day.

   if you are getting a 3 bed semi once a month for 10 pounds from mrs smith . Do you really need to set up a sales meeting for that?

   By the way didi you ever go canvassing in derby?

   cheers
   
   john

 

[kate1]

Hi John

Yes Im talking commercial, not domestic.

No harm in outsourcing this kind of work, because if you dont have the time to do it, somebody can do it for you, as long as you can give a couple of days over to do appts.  So you can still go out, knowing that someones on the phone on your behalf.  Or you set aside an afternoon, and make the calls yourself.

No, didnt go out in Derby, wasnt got back to.

Completely understand about time issues, but I think you have to make time to grow.  If I make appts for people I have to say you need to give me a couple of days that you can go out and see them, I need the alternative choices because I just cant give that day, as an option, there has to be a choice.

[clarkson]

 Hi Kate
  I did email you on your acasia email when you proposed going to derby. If you have anytime free for sales b2b,b2c or canvassing.

  I have been trying to get someone for awhile. i have advertised on gumtree,jobcentre, leicester mercury, and people per hour they are either top class proffessionals wanting massive basics or complete novices who couldnt do the job for various reasons.

  Derby is a little out of our way but Loughborough,castle donnington is between us. we have contracts in loughborough anyway.
  We also go to notts once per week, wouldnt really want domestic rounds there but would go for commercial.

 if interested let me know.
 
  john@leicestercleaners.com

  cheers

  john

p.s. sorry for hijacking the email thread!!

[kate1]

Hi John

Emailed you