Carlos Gonzales
New member
As you continue to pursue market dominance both in the commercial and residential areana there are times when you approach a potential client that tells you that they already have a washer performing the services needed. This is common in our industry.
Question is what do you do?
Do you walk away and thank then for their time?
Do you try to find out when the contract expires? If you get that information...WRITE IT DOWN and put it in a monthly tickler file. Also, make sure you get the clients contact information.
Do you from time to time swing by or pass through and evaluate the current washers performance? If so, write down areas where you think your service can out perform the existing contractor. One thing to remember is to remain professional and never bash.
Do you leave your contact information with the client? If so, tell them that if they ever need you to "fill in" for the contractor that they should call you. What happens if the current contractor misses a service or may have to leave on a family emergency. What if his rigs break down or two crew people call in sick? The client is not worried about that...they want the contract serviced.
What happens if the Vice President or the President of the building or company decides to pay a site visit and only gives the Manager a 2 day notice? And the manager can't track down the current contractor or the current contractor says he can't do the wash because he is busy doing other things.
The impression that you left with that manager and your contact information could be your ticket to get your foot in the door.
When talking to commercial clients, don't just walk away when they say they already have someone. Give them the reasons above and more to take your card.
If and when they do call you for help...this could be the beginning to the end of the other contractor. Be aggressive but be professional. If you are good at what you do...walk around with a confidence about yourself during your time infront of potential customers.
Know your business and know their business....they will pick up on your confidence!!
Rock and Roll for '09
Question is what do you do?
Do you walk away and thank then for their time?
Do you try to find out when the contract expires? If you get that information...WRITE IT DOWN and put it in a monthly tickler file. Also, make sure you get the clients contact information.
Do you from time to time swing by or pass through and evaluate the current washers performance? If so, write down areas where you think your service can out perform the existing contractor. One thing to remember is to remain professional and never bash.
Do you leave your contact information with the client? If so, tell them that if they ever need you to "fill in" for the contractor that they should call you. What happens if the current contractor misses a service or may have to leave on a family emergency. What if his rigs break down or two crew people call in sick? The client is not worried about that...they want the contract serviced.
What happens if the Vice President or the President of the building or company decides to pay a site visit and only gives the Manager a 2 day notice? And the manager can't track down the current contractor or the current contractor says he can't do the wash because he is busy doing other things.
The impression that you left with that manager and your contact information could be your ticket to get your foot in the door.
When talking to commercial clients, don't just walk away when they say they already have someone. Give them the reasons above and more to take your card.
If and when they do call you for help...this could be the beginning to the end of the other contractor. Be aggressive but be professional. If you are good at what you do...walk around with a confidence about yourself during your time infront of potential customers.
Know your business and know their business....they will pick up on your confidence!!
Rock and Roll for '09