LanierProWashSara06
New member
Getting in touch with property managers seems to be a little hard. I want to start getting commercial contracts..... but when I contact them they just put me on what is called a vendors list??
Getting on PM's List????
- Thread starter LanierProWashSara06
- Start date
superiorpw
New member
Jason or Sara,
I'm in no way a guru, but I've been tuning into these roundtables and I'm on yahoo live every week talking with Lani (Ron's lead salesperson). You definitely need to make sure you attend one of these roundtables or get on Yahoo Live. Ron discusses the method for getting on the 'Preferred Vendor List' in great detail.
There's a roundtable up in Kentucky 2 weekends from now. I believe Ron will be there in person, you could register for it, attend and pick Ron's head personally. You could also pick up the phone and call Ron, he's a very nice guy and he could probably help you if he's not busy. Michael Kreisle is hosting this roundtable, and it's sure to be packed with really good information. You'll be able to listen to seasoned pros and to network with other contractors from around the country.
Start getting involved with some of the events going on, and for almost next to nothing, you will learn a ton!
I'm in no way a guru, but I've been tuning into these roundtables and I'm on yahoo live every week talking with Lani (Ron's lead salesperson). You definitely need to make sure you attend one of these roundtables or get on Yahoo Live. Ron discusses the method for getting on the 'Preferred Vendor List' in great detail.
There's a roundtable up in Kentucky 2 weekends from now. I believe Ron will be there in person, you could register for it, attend and pick Ron's head personally. You could also pick up the phone and call Ron, he's a very nice guy and he could probably help you if he's not busy. Michael Kreisle is hosting this roundtable, and it's sure to be packed with really good information. You'll be able to listen to seasoned pros and to network with other contractors from around the country.
Start getting involved with some of the events going on, and for almost next to nothing, you will learn a ton!
Matthew Norman
Moderator
Getting in touch with property managers seems to be a little hard. I want to start getting commercial contracts..... but when I contact them they just put me on what is called a vendors list??
If they are putting you on there vendor list that's a start. I think Ron and other commercial guru's will tell you to do unsolicited proposals. Measure some properties, find out the property manager and send them an unsolicited bid.
Steven Button
Administrator
... property managers and many businesses have a vendor list - these are product/service providers they have on file if they ever need what they offer.
What I have learned is that you are far down on their list of priorities - do you get calls from business looking to offer you something? What do you do?... if you don't palm them off, you probably tell them that you'll keep them in mind.
In a way, that's what PM's do to service providers... 'yeah sure, send me your information and I'll keep it on file' - sound familiar?!
Are they asking for proof of General Liability Insurance, Workers Comp., Commercial Auto coverage? If yes, you are more likely to be on the actual vendor list - if not, it is likely that they are just being polite.
If they have asked for comprehensive information and you are possibly on their vendor list - this doesn't mean you can sit back and wait for the work orders to come rolling in... you need to keep your name in front of them and sell them on why you are better than the other PW contractors, or why they should change from their current contractor who does an adequate job. Although, you don't want to pester the life out of them - they are the same us... LEAVE ME ALONE, type of thing... lol!
You need to make their job easier, don't wait for them to ask you for a price - this is more time out of their already busy schedule. If they have contractors on file who meet their requirements, and these contractors have submitted pricing, who is more likely to get the work? Someone who has just sent in a letter saying, 'hi, I'm steven at CleanFast USA... I pressure wash everything and do a quality job'... or the contractor who has submitted bids on all aspects of their properties, highlighted maintenance issues on their property and has made the PM's job easier?
Here's what I've learned in a short period of time (Sales wasn't my strongpoint, but some very good people on here and local to me have been a BIG help)... I used to call up a PM company, if and when I got through to the PM and not just the receptionist -
I'd ask 'are you needing pressure washing services?'....
'not at the moment, but we're always looking for new vendors - send me your info'...
'ok, I will, thank you for your time',...
'thanks, bye'
... not very good, and not much success.
Now when I get through I ask them leading questions to try and get some conversation and information. Without knowing them, who they are, what there needs are, what is going on in their job/industry, how many properties they have, industry trends/statistics... I am just another contractor calling looking for work - and it shows.
I am pretty confident that my pitch is more 'what can I give you' rather than 'what can you give me'...
it can be a long process with PM's - increase your chance of success with them:
- Just like any other target market, learn about them.
- Relate to their needs
- Do your homework, get out and see their properties
- Join industry organizations/groups
- Network (cannot stress enough how good this can be!!!)
- Target a lot of PM's, build up a database and keep track of contact (take notes when contact is made - you can follow up and build up a rapport)
- Ask for their business
Many of the more experienced guys/gals on here will tell you the same and more - be patient and persevere!
What I have learned is that you are far down on their list of priorities - do you get calls from business looking to offer you something? What do you do?... if you don't palm them off, you probably tell them that you'll keep them in mind.
In a way, that's what PM's do to service providers... 'yeah sure, send me your information and I'll keep it on file' - sound familiar?!
Are they asking for proof of General Liability Insurance, Workers Comp., Commercial Auto coverage? If yes, you are more likely to be on the actual vendor list - if not, it is likely that they are just being polite.
If they have asked for comprehensive information and you are possibly on their vendor list - this doesn't mean you can sit back and wait for the work orders to come rolling in... you need to keep your name in front of them and sell them on why you are better than the other PW contractors, or why they should change from their current contractor who does an adequate job. Although, you don't want to pester the life out of them - they are the same us... LEAVE ME ALONE, type of thing... lol!
You need to make their job easier, don't wait for them to ask you for a price - this is more time out of their already busy schedule. If they have contractors on file who meet their requirements, and these contractors have submitted pricing, who is more likely to get the work? Someone who has just sent in a letter saying, 'hi, I'm steven at CleanFast USA... I pressure wash everything and do a quality job'... or the contractor who has submitted bids on all aspects of their properties, highlighted maintenance issues on their property and has made the PM's job easier?
Here's what I've learned in a short period of time (Sales wasn't my strongpoint, but some very good people on here and local to me have been a BIG help)... I used to call up a PM company, if and when I got through to the PM and not just the receptionist -
I'd ask 'are you needing pressure washing services?'....
'not at the moment, but we're always looking for new vendors - send me your info'...
'ok, I will, thank you for your time',...
'thanks, bye'
... not very good, and not much success.
Now when I get through I ask them leading questions to try and get some conversation and information. Without knowing them, who they are, what there needs are, what is going on in their job/industry, how many properties they have, industry trends/statistics... I am just another contractor calling looking for work - and it shows.
I am pretty confident that my pitch is more 'what can I give you' rather than 'what can you give me'...
it can be a long process with PM's - increase your chance of success with them:
- Just like any other target market, learn about them.
- Relate to their needs
- Do your homework, get out and see their properties
- Join industry organizations/groups
- Network (cannot stress enough how good this can be!!!)
- Target a lot of PM's, build up a database and keep track of contact (take notes when contact is made - you can follow up and build up a rapport)
- Ask for their business
Many of the more experienced guys/gals on here will tell you the same and more - be patient and persevere!
Chris Francis
Member
Steve that is alot great information I am going to try that the next time contact PM.
superiorpw
New member
... property managers and many businesses have a vendor list - these are product/service providers they have on file if they ever need what they offer.
What I have learned is that you are far down on their list of priorities - do you get calls from business looking to offer you something? What do you do?... if you don't palm them off, you probably tell them that you'll keep them in mind.
In a way, that's what PM's do to service providers... 'yeah sure, send me your information and I'll keep it on file' - sound familiar?!
Are they asking for proof of General Liability Insurance, Workers Comp., Commercial Auto coverage? If yes, you are more likely to be on the actual vendor list - if not, it is likely that they are just being polite.
If they have asked for comprehensive information and you are possibly on their vendor list - this doesn't mean you can sit back and wait for the work orders to come rolling in... you need to keep your name in front of them and sell them on why you are better than the other PW contractors, or why they should change from their current contractor who does an adequate job. Although, you don't want to pester the life out of them - they are the same us... LEAVE ME ALONE, type of thing... lol!
You need to make their job easier, don't wait for them to ask you for a price - this is more time out of their already busy schedule. If they have contractors on file who meet their requirements, and these contractors have submitted pricing, who is more likely to get the work? Someone who has just sent in a letter saying, 'hi, I'm steven at CleanFast USA... I pressure wash everything and do a quality job'... or the contractor who has submitted bids on all aspects of their properties, highlighted maintenance issues on their property and has made the PM's job easier?
Here's what I've learned in a short period of time (Sales wasn't my strongpoint, but some very good people on here and local to me have been a BIG help)... I used to call up a PM company, if and when I got through to the PM and not just the receptionist -
I'd ask 'are you needing pressure washing services?'....
'not at the moment, but we're always looking for new vendors - send me your info'...
'ok, I will, thank you for your time',...
'thanks, bye'
... not very good, and not much success.
Now when I get through I ask them leading questions to try and get some conversation and information. Without knowing them, who they are, what there needs are, what is going on in their job/industry, how many properties they have, industry trends/statistics... I am just another contractor calling looking for work - and it shows.
I am pretty confident that my pitch is more 'what can I give you' rather than 'what can you give me'...
it can be a long process with PM's - increase your chance of success with them:
- Just like any other target market, learn about them.
- Relate to their needs
- Do your homework, get out and see their properties
- Join industry organizations/groups
- Network (cannot stress enough how good this can be!!!)
- Target a lot of PM's, build up a database and keep track of contact (take notes when contact is made - you can follow up and build up a rapport)
- Ask for their business
Many of the more experienced guys/gals on here will tell you the same and more - be patient and persevere!
Very good info. Steve, thank you for taking the time to post all of that.