Helping Contractors Find More Commercial Work
Suggestions to Win More Commercial Work in 2017
Here at Connex Property we are always looking for new commercial projects to invite contractors on which to bid. Over the years we have utilized many strategies to engage building owners and property managers from email campaigns, cold calling, and social media. Understanding that a contractor’s time is limited and resources scarce, I thought I’d share some relatively simple suggestions to find more work. This is not rocket science but a sales refresher never hurts.
Make 10 cold calls per week to brand new prospects
One strategy that I have always favored is to step outside your comfort zone and cold call (phone) brand new ownership and management firms every week. My suggestion is to research at least 10 new contacts and pepper those leads into your weekly sales strategy. Sure, it’s easy to call your current customer base, but making inroads with new organizations will unlock an enormous amount of potential. To find these new prospects’s contact information quicker, consider purchasing a list from companies such as InfoUSA or data.com. They’re relatively cheap and the information is of good quality.
These first prospecting calls are not sales calls-
When calling these brand new owners or property managers, my main objective is to keep the conversation brief and to only see if there’s any potential interest. If you have uncovered a good prospect, make the suggestion to schedule a follow up call where you can discuss in more depth your service offerings. After this initial call, send the contact a calendar invite of your meeting time, as well as any marketing collateral. Again, keep these introductory calls rather quick and make the building representative feel as comfortable as possible.
This Sustained Sales Activity Will Lead to More Opportunities
After maintaining a program of contacting 10 brand new leads weekly, you will start developing new relationships with more potential buyers and fill your pipeline. Of course, maintaining contact with your current customers is very important as well. Just be sure to set a goal of calling new prospects every week as you want to cast as wide of a net as possible. Think of it this way; say you call 10 brand new people per week, that’s 520 contacts in one year. And let’s take this a step further and assume you uncover opportunities from only 10% of these calls? Well that’s 50 potential jobs- one per week! Add in your current client work throughout the year, and you see where I’m going with this…
Good Luck in 2017!