Selling Commercial Jobs

LanierProWashSara06

LanierProWashSara06

New member
My name is Sara Murray & I do the sales for my husband's Pressure washing company! I have been working on getting him some commercial work. The people around here always say "we do it our self" and when they say that I try to point out that if they did then why is the building have mold all over it etc.. I try to make them see that they need it done. The business owners that I have spoke with are very cheap. I don't no if I am doing something wrong!! I need help on how to sell commercial jobs.... :confused: :confused: :confused: !! PLEASE!!!
 
Hello Sara,

Welcome to PWI, from a fellow Georgian. I hate to admit, but I had to look up your location, I wasn't familiar with Sautee Nacoochee. I bet it's beautiful up there.
You've definitely come to the right place for assistance with commercial work. How are you going about approaching these future customers? Are you offering demos of any kind? Also, have you approached them in the past? I'm not sure what methods you are using to try and sell these jobs, if you could detail that, it might help us out some.
I'm going to let some of the guys that do a lot of commercial work chime in, as my work is mostly residential, with an occasional commercial client.
 
Welcome Sara. I get a lot of that around here too. The building, walks look like crap but they "do it themselves". Don't waste your time just move on to someone else. Keep at it.
 
Ron Musgraves said:
tune in live saturday alll day.
Click to expand...

I was going to suggest she attend and then remembered it was full. Sara, go and sign up a Yahoo Live account. Go to http://live.yahoo.com/Pressurewashinginstitute and then make sure you get a signon id so that you can watch, listen, and participate in the Roundtable Event that will be going on this weekend. This is going to be a very large event that you will be able to view from any high speed connection.
 
Sara,
You will hear "NO" often in commecial.Don't take it personally and tell them if they ever change their mind or need your service in an emergency to please call.
If you point out the flaws in any work their supposed in house people are doing it sets a bad tone for any further contact with a potential customer.

Offer a demo,be sure to get a demo waiver signed to release you from having to come back and reclen an area because someone decided they would try to get a free cleaning.
 
I have tried some cold calling and either get hung up on or told "I do it myself" These people don't understand that a cold water pressure washer will work but it won't do what we can do. They say they do it themselves but alot of them don't realize that they don't really have time and it would he lessof a hassle and cheaper to pay someone to do. If I go into a business I will introduce my self and tell them the name of the company. I ask if they would be interested in getting there place washed such as building concrete etc. I get a no most of the time sometimes they want a card for future reference. Im new at it so I really don't no how to go about it. When I first go in all the men look at me n smile n see very interested bc im a woman. lol
 
When I go into a commecial job. I try to make a friendship. I show them some pictures of the work I did McDonalds or KFC, grease removal. Fleet washing. Before and after. I can give you a free estimate. Then I give them some free pens. But the most important part is contacts with them. IStop by at least 3 times. I dont call until after the 3times. You cant read a persons face over the phone and its to easy to say no. I can tell most of the time when someone is ready to buy. After the third time you will know if it is still worth it. I put in follow up notes about them and when I should drop by again.
 
Also I Try a few key lines, I will say. You know first impression a customer sees is the dirty (what ever needs to be clean) I tell them because you know for the next few days the will go out and see it and notice it every time the go by it. I also pray
 
Ron, will there be a limit to how many can log on for Saturday and Sunday?

Just wondering.

Thanks.
 
Just keep in mind that when face to face, only 7% of what someone says is verbal, the other 93% is body.
 
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