No one likes rejection and cold calling can beat the best of us down when we try to grow our business by going door to door or using telephone marketing. Today the Building Service Contractor that is just starting out has to find ways of differentiating his/her company from both larger cleaning services as well as other companies their own size. 

 

One key idea to consider is identifying a niche that has a demand but little competition in a geographic area. What are prospects looking for that others either can’t or won’t provide. This could include everything from construction clean up to hard floor care to plant services to sanitizing restrooms in convenience stores. This might be a great opportunity to conduct surveys to learn what needs there are. Of course, begin with your own accounts when possible. 

 

Using either an old fashioned legal pad or an electronic tablet, list 10 or more prospects who could use a specialized service that you can provide with little cost in equipment or supplies. Develop a marketing pitch and possibly a brochure to addresses the need. Offer a special one time pricing that hopefully will get you in the front door. Once you get a yes, exceed expectations and write it off to advertising or simply education. 

 

If at all possible use this introduction to develop a relationship with the satisfied prospect. Become recognized as a trouble shooter or problem solver who is there to consult and provide the additional services that have been lacking in the past. Be on the alert for any opportunity to demonstrate that you are dependable and worthy of their trust. 

 

With patience and persistence you will get more business. Your comments and questions are important. I hope to hear from you soon. Until then, keep it clean…

 

 

Mickey Crowe has been involved in the industry for over 35 years. He is a trainer, speaker and consultant. You can reach Mickey at 678.314.2171 or CTCG50@comcast.net.


posted on 5/15/2014