Sales

D

dbgpowerwash

New member
I have a quick question. When going out and doing sales how do you approach a management company that has several managers? When I go out I usually ask if so and so is in, explain our services, drop off brochures or candy or both etc. If a place has ten different managers and I plan on trying to hit each one 2x a month should I be making 20 visits to the same office? Would that seem like too much pressure? I would feel weird asking if each one was there individually, it would also be difficult to pick a day and only ask for one person because its very possible that they would be out or not available, but we could catch someone else in while we are there.

I realize there are a lot of things we could do. Try and set up a meeting to meet everyone, call or email to set up appointments etc but the drop by has been most effective for us so far...

any other ideas?
 
In this situation, I would precede a visit with a blanket phone call and/or email to 'qualify' and see who is receptive. This would involve securing a meeting and/or list of properties they are responsible for.

I would then work on securing their colleagues info after creating a rapport with them.

If you get work with the 'qualified' prospects and visit the office to see them, you will become known in the office and may find that the other PM's seek you out.

There will be the usual steps involved in the marketing process - but calculated persistence pays off.
 
Steven Button said:
In this situation, I would precede a visit with a blanket phone call and/or email to 'qualify' and see who is receptive. This would involve securing a meeting and/or list of properties they are responsible for.

I would then work on securing their colleagues info after creating a rapport with them.

If you get work with the 'qualified' prospects and visit the office to see them, you will become known in the office and may find that the other PM's seek you out.

There will be the usual steps involved in the marketing process - but calculated persistence pays off.
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but calculated persistence pays off. !!!!!!!!!!!!
 
What do you do/say when they say that they will not give the list out as it is private/proprietary/ or just don't trust anyone?

I can find out who owns properties but not who manages them a lot of times.

Sometimes there is a sign out front or inside the building or some other places, just wondering a faster way if there is one other than driving around and going inside each building I see and spending time in there looking around.

I was wondering if there is a list out there that lists the properties managed by pm's that you can search on the internet when they will not give out a list?

I have called some property managers and they are ok with unsolicited bids for work but will not give me a list.

Options?

Thanks.
 
Christopher said:
What do you do/say when they say that they will not give the list out as it is private/proprietary/ or just don't trust anyone?

If I can't find it on their website or online, and they won't give it out for the reasons you mention, I would try to work them on one property...

I can find out who owns properties but not who manages them a lot of times.

Sometimes there is a sign out front or inside the building or some other places, just wondering a faster way if there is one other than driving around and going inside each building I see and spending time in there looking around.

I was wondering if there is a list out there that lists the properties managed by pm's that you can search on the internet when they will not give out a list?

If the list is not online and you can't get it emailed to you - it probably needs the legwork...

I have called some property managers and they are ok with unsolicited bids for work but will not give me a list.

Options?

Since I started nearly 4 years ago I have listened to and read the advice of the veterans, specifically Ron, Russ S, Nick and Greg... what have I learned? Do what you say you are going to do, listen to what they want and be persistent - in my opinion, too many try to emulate exactly what others on the boards are doing. Trying to do this won't reap the expected rewards as it does not work to your own sales/company strengths and weaknesses...

I stress persistence because commercial work can have a slow decision-making process... It took me 2 and a half years to land one specific commercial account, the others typically take 3 months to 1 year (if we are doing the chasing... when they come to us, we can usually have a signed agreement in a week) - sometimes this is because of budget cycles, usually it is because the PM is not familiar with the company name, service and has not built up any recognition or trust.

Options? Keep at it and maintain consistency in your message, frequency of contact and image. It will come.

Thanks.
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I speak of my own experience - other, more accomplished sales guys will have a different approach.
 
Thanks Steve, that makes a lot of sense. It gives me a better idea as to who I can focus my attention on. Once they see our work and others see us in the office its a no brainer that it would branch out from there.
 
DJ, It's Christmas. For this whole month I promise everything I respond to you will be constructive or in good fun and not meant to be hurtful in any way.

Apparently you are a salesman. That's what you've chosen to learn and work towards becoming an expert in and the guys here could learn a lot from your study.

My hat's off to you. I can't sell a mediocre product. I can't even sell my own product if I'm having technical problems with a particular prospect's bid.

When I sold cars even though we had a group of 9 dealerships I could sell from on any given day I stuck with Toyotas and BMW's and sold mostly new cars. At that time Chrysler and Chevy cars and vans were junk and I never sold a single one of them. I'm sure I would have made a lot more money if I did. But I wouldn't have been able to sleep nights. That's just my personality.

My former business partner and best man at my wedding averaged $25k in commissions per month at the same dealership group, sitting at a desk right next to me. He was the top car salesman in the state at that time. I averaged about $7k. Given the slightest opening he would sell a Celica to a single mother of eight kids if that was the bonus car of the week. He seemed to sleep fine.

My question is this.

If you are selling PW services and you have small doubts of your ability to complete a job as promised, or maybe the job is stretching your experience level, or you're not quite sure if you're going to be able to get the job done right, does that affect YOUR personal ability to sell the job at all? How do you overcome that?



Now for the fun part:

BTW, that tie is perfect. It matches your shirt well and the silvery color offsets the earrings. Do you find your charm and good looks work well on the ladies and the earrings help with the others? That is a tie right? It's hard to remember. We don't wear those things out here in the desert unless we are in court. :smash:

(I told you it's all good fun this month, I'm just playing with you about the earrings - but they are kindof cute) :grin:
 
The first time I met scrappy was in Myrtle Bch at Jeffs RT. And we took him out to Masters, and I got to tell you the Girls were selling him...lol... Oh and thats a clip on tie.
Just messin with ya !!
 
DJ Carroll said:
http://apps.attainresponse.com/ComF...t=true&stretchToFit=true&width=380&height=310
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48d0aa61-6809-78b9.jpg
FYI on file

I'm attempting mobile


Ron Musgraves text me for questions 480-522-5227 Pressure Washing Institute
 
DJ Carroll said:
my response ----> www.salesswag.tumblr.com
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This could get entertaining, I'll make a video about this intimacy. I have a difference of opinion on lunches breakfasts and desert. Dinners are intimacy for sure. I'll explain why lunches and deserts are actually not at all with my company.

I'll video my response just for fun.

DJ much respect for all you have studied. The personality types are great. What do you think a pm's are mostly? I'm curious of your thoughts and keeping in mind you live in a slow pace area.

Tony lives in the wildest , but even las vegas is a bit different than Phx. La is way different than both. Atmosphere can breed types of personalities. I'm truly interested in your opinion on if you think it matters.

Second do you have a company that you can't make headway?

Until my video response


Ron Musgraves text me for questions 480-522-5227 Pressure Washing Institute
 
dbgpowerwash said:
I have a quick question. When going out and doing sales how do you approach a management company that has several managers? When I go out I usually ask if so and so is in, explain our services, drop off brochures or candy or both etc. If a place has ten different managers and I plan on trying to hit each one 2x a month should I be making 20 visits to the same office? Would that seem like too much pressure? I would feel weird asking if each one was there individually, it would also be difficult to pick a day and only ask for one person because its very possible that they would be out or not available, but we could catch someone else in while we are there.

I realize there are a lot of things we could do. Try and set up a meeting to meet everyone, call or email to set up appointments etc but the drop by has been most effective for us so far...

any other ideas?
Click to expand...

I just read that , 20 trips!!!! No don't have a minute but I'll respond hopefully while traveling Thursday


Ron Musgraves text me for questions 480-522-5227 Pressure Washing Institute
 
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