Phone Calls to Commercial/PM

NickGann

NickGann

New member
I have been calling A LOT of commercial/pm applications today and I am curious what a typical phone call might sound like for you guys who sell these accounts.

Maybe a version where the customer says "WE do everything in house" or similar "We don't outsource any work"

A version where they say "We just started and haven't the capital to outsource at this time"

A version "Send me an email with your information and we will add you to our list of contractors"

Any other versions you encounter regularly and may find to be useful.
 
Send a email presentation of your capabilities with a web page link or a visual presentation and insurance and offer to meet them whenever/wherever. They are usually running from one fire to the next with work and have little time or paitence for a "sale" Also be persistent.
 
Alexy said:
Send a email presentation of your capabilities with a web page link or a visual presentation and insurance and offer to meet them whenever/wherever. They are usually running from one fire to the next with work and have little time or paitence for a "sale" Also be persistent.
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Persistence yes, email is likely never seen by larger pm's
 
i meant your response to any of those responses should be ---- GREAT, ..... then go on with your next sentence.

"DJ, we already do this in house." "GREAT, If I could just have five minutes of your time, I could show you how our service works perfectly along side of the maintenance plan you already have in place. I know you are very busy and so am I, So I can assure you I will be very respectable of your time."
 
DJ, perfect response. I was looking for a concept that could help me wrap my head around what a successful diversion of unwanted responses might be. This has helped to put my mind on the right track.

Persistence seems to be key with everything.
 
Just bribe them with cash!!!
 
Russ Spence said:
I like the soft approach .................... Baseball bat and a gas can!
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I won't take any advice from you any more. I just spent the last 9 hours in jail and just made bond 30 minutes ago. Don't try this approach. The bat wasn't the problem as much as the gas can. Now I am going to have to hire a lawyer and plead insanity.
 
fromgreentoclean said:
I won't take any advice from you any more. I just spent the last 9 hours in jail and just made bond 30 minutes ago. Don't try this approach. The bat wasn't the problem as much as the gas can. Now I am going to have to hire a lawyer and plead insanity.
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Your in the power washing industry, of coarse your insane lol. Just forward your accounts and equipment to me and I will take gooooood care of them for ya. Muhahahahahaha!!!
 
I sure do. Nice guy with a heck of a sensitive side. Him crying saved me yesterday. I sure feel bad for his next cell mate.
 
NickGann said:
I have been calling A LOT of commercial/pm applications today and I am curious what a typical phone call might sound like for you guys who sell these accounts.

Maybe a version where the customer says "WE do everything in house" or similar "We don't outsource any work"

A version where they say "We just started and haven't the capital to outsource at this time"

A version "Send me an email with your information and we will add you to our list of contractors"

Any other versions you encounter regularly and may find to be useful.
Click to expand...

Are these Companies local?

While I sell most of our Residential over the phone, I find it easier to sell PM's in person. These folks get phone calls all the time, put yourself in they're position what would you do? You're putting a face to your Company. They'll remember a face (and personality) longer than a phone call.

You might not talk to the decision maker in a f2f, but you can "Glean" a lot of info from them. Make the right impression and the door will open.

In Cold Calling you've got to be on your game as a salesman, even if you're just trying to set appointments. Can't hang the phone up in a f2f.
 
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