Approaching customers

M

MONTIJ

New Member
I have always felt uncomfortable when it comes to
approaching businesses searching for new accounts.
however I find if I call them up first and ask If it would
be ok to leave one of my brouchures and business card,
this loosens me up a bit.
Does this seem to be a cowardly way to do business,
or does anybody else do this?If this is OK I also feel
uneasy when it comes to putting flyers on peoples doors.
Thanks for the Help
Montij
 
M

MARK W.

Guest
I feel better when I can talk to a customer face to face. I feel I can tell a customer that we are not some fly by night business. The best way to sell your services is to be able to relate to there needs. If I give a est. that the customer thinks is high, I can tell them what makes us differant than the other guy. You can't do this by giving them a chance to call someone else. Selling is a big part of this business.
 
M

MarkBebout

New Member
I think that you are right when you say that you feel uneasy with cold calling businesses. Many businesses that you cold call probably wish that they had a "No Soliciting" sign on the front door.

This is not because it is you calling on them, it is not even because they don't need your services, indeed, many do. It is, however, because most of them are just not thinking about it right now. Mailings and advertisements can be ignored. That is why most people tolerate it. However, telephone calls and face to face cold calling require a direct confrontation (at least that is how they see it) and it quickly becomes less tolerable.

Many businesses that you call on will need your services, but they do not have the time to talk about it right now and certainly do not enjoy having to tell you to go away. They want to be nice to people, but they have been conditioned by persistent salesmen if they want you to go away, they need to be rude. This will quickly take the fight out of you and will result in you having a jaded perspective of the market.

In addition, you need to consider how this reflects on your company image. Countless research has shown that in most industries (they are always careful to exclude a few) door-to-door selling has a significant negative impact on your business. Prospective customers tend to see the company as "cheap and desperate". Although in most cases this is not the case, door-to-door salespeople hold a very bad stereotype in Americans minds, and you must deal with this reality.

That is not to say that some people, possibly even in this forum, have experienced some degree of success with cold calling. However, I would contend that the time they have invested in it could have been better spent on more effective marketing.

If you insist on this type of promotion, at least try to disguise it a bit. For example, many of us use door hangers (for residential work). So if we run into the homeowner, our excuse for being on thier property is to leave a doorhanger. We are not going to knock on the door and make them tell us "NO" we are simply supplying information. That is much less threatening.

I have several other ideas on marketing to businesses if you are interested. You can either email or IM me.

Thanks.
 
Jon

Jon

New Member
Mark you need to include your Email address in the post so others can get it and Email you.

And like Mel says, you stopped to soon.

Go ahead and keep that post going it is informative and interesting.

Jon
 
C

Clean County

New Member
Mark,
Great post. I enjoyed reading it. Very informative. I hope you continue this post via the bb so it can be like an open discussion.
 
Vrollingthund

Vrollingthund

New Member
Mark thanks for posting on this subject. It is true about knocking on peoples doors. In my development it is not allowed not even leaving door hangers. Any ideas you can offer will be greatly appreciated to all. Just add it as a daily post. Anna:)
 
M

MarkBebout

New Member
All,

I would certainly recommend everyone read (or re-read) a post that was done by Dan Flynn quite a while ago. It is still posted in the Marketing & Business section of the board, in the Library.

It can be found by clicking this link:

http://www.powerwashnetwork.com/showthread.php?threadid=2421

In it, Dan presents just about every possible angle on marketing and is a great piece on starting out in marketing. Print it out, grab a highlighter and go to work!

If you have tried some of these techniques and they just don't seem to be working, let the board know your specific situation and maybe we can help you out. Everyone in this business should be enjoying a substantial income (assuming you are getting most of the basics right), but if not, let's talk about how you can make it happen.

Thanks.
 
Mike Hughes

Mike Hughes

New Member
For the record, I believe that article was written by Pete from Sunbrite...........Pete is pretty sharp with marketing.
 
P

Phoenix

New Member
Greeting prospects

I was involved with several jobs in which selling was a major factor.. here, its your lifeblood. When you are faced with the fears of meeting a new prospect, before you talk to them, take a minute, look in your wallet, is that wallet full of money? Now take a look at that picture of the wife and kids.. those might provide the inspiration you are loking for. Think and remember that there is one gesture and 5 simple words that will pave the way for you. The gesture.. a firm solid handshake as you look him in the eyes and give him these 5 words.. "Hi, my name is ......"
Trust me, if ya practice it.. you'll feel a lot easier, and if you give each job 110%, you know goin on that you are being the very best you can be!
Knock 'em dead pal.. I KNOW you can do it!
 
I

Ike

New Member
Good reply Phoenix.:D That reasoning will push you more, than

all the books on saling combined! How are you doing since you

said you were a newbie to, and do you still wear the hat.[white]

Ike
 
I

Ike

New Member
Mark the correct spelling is Y'all. Ziglar's a good Southern Baptist but speaks like a yankee.:D
 
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