Initiating The First Call To A Prospect

dirt diggler

anybody ever call a prospect before they called you (or even heard of you) just cuz someone gave you their phone number?

I've gotten several phone numbers .... but always feel like a slimy telemarketer.

Double-A

Yes, I have. I feel nervous as well, but look at it this way, they gave you the persons number for a reason.

How you come across will make all the difference in the world. Just be sure to mention that you're calling on referral from the 'friend' and that you just wanted to follow up on the request of the friend.

Another approach is not to call at all, but to take some photos of the work you've completed and make a small portfolio of this work, with a letter of introduction saying you were referred by the friend. Send this through the mail.

Follow this up with a phone call in a about a week after you think he's received it.

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"My clients’ wishes are the center of my attention." -- David Guido, a contractor in Woodstock, N.Y.
New York Times, July 20, 2006

camaroman2125

I used to do it all the time. Once you do it a few times it gets easier(atleast for me it did)

I would just call and say

Hi mr or mrs whoever. This is (my name) and the reason i'm actually giving you a call is cause I got your number from whoever. I just did a project/job for them and I was wondering if you needed anything done at this time??? Yes/No whatever that answer I would say ok thats great, But if you have 15 min sometime this week I would like to drop off a portfolio of work I have completed for you to look over in case you ever need anything done.

had about a 75% closing rate with that little thing there.

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SOME PEOPLE ARE LIKE SLINKIES - NOT REALLY GOOD FOR ANYTHING BUT THEY BRING A SMILE TO YOUR FACE WHEN PUSHED DOWN THE STAIRS.

joasis

I do not do it....what I do is if someone is going to be getting a job done I am interested in, I try for a backdoor approach, like ask a mutual friend to drop a word for me...sometimes it works, but since we have been lucky enough to have a full schedule, I don't actively solicit work. Matter of fact, I stopped by a friends home this morning after delivering materials to a job site, and they asked the magic question: How much for a metal roof on their house and out buildings? I said I would get around soon and come and measure, and give them a price. We went on with our visit about horses, and when I was leaving, the guy said I sure didn't try to sell them on a roof! He was impressed...and I left with them knowing I will get them a price in a few weeks and I doubt they will shop around....soft selling works for me.

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Shamrock

I do it all the time...in a very soft and easy manner...basically just say that so and so told me that they might have an interest in whatever and I thought I'd drop by to answer any questions or throw some prices around. Generally ends up being a positive experience even if it doesn't lead to a project at that time.

maj

I have clients and friends as well that tell me so & so is thinking about building. Or so & so needs some work done..... that I should give them a call.........

I always respond, "Well tell them to give me a call when they're ready."

Too many times have I wasted both mine & and the prospective customers time by going over their.."I would like this" project. They usually never do it, because it was only a dream to begin with.

I DO NOT solicit work.... If someone wants something done, THEY call me!!!!!!

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The views expressed in this post are merely opinions of named poster and in no way shall be deemed meaningful by members of the herd. By no means does anything posted by named poster mean a damn thing for anyone else partaking in this thread.

Mike Finley

Hey, we agree on something to do with business!

I'm the same way, I hand the customer another of my biz cards and tell the customer to just have them call me at their convenience. It's a great qualifier. If they are even a bit serious they will call, if not they won't and you never have to mess with them.

I've found that sometimes a customer is stretching for you, they just want to help you so much that they take a friends "maybe" or "thinking about it" and pass it on to you like it is a red hot lead.

dirt diggler

can't say that's a bad thing --- I've had that happen. Almost means as much as a solid referral. To the heart that is, not the wallet

I'm kinda with maj ---

but at the same time, ive got several numbers ... and thinking of the odds

maj

I'm continually 6 - 8 months booked with work........ I don't need to waste time with the "maybe" jobs. 99% of my work is sold before I put anything on paper (contract or estimate), or even start a material list for that matter.

__________________
The views expressed in this post are merely opinions of named poster and in no way shall be deemed meaningful by members of the herd. By no means does anything posted by named poster mean a damn thing for anyone else partaking in this thread.

mdshunk

People give me so-called "tips" on other's work that needs done all the time. I don't call these folks. I'm not going to twist someone's arm and make them let me do work for them.

I must say, however, that if work was slim I wouldn't hesitate. When you're running outta work, you've got to go down every trail. I'm just not in that position.

fox builders

I've had this happen many times and I have a standard answer for same.
I give the person my # to give to them and if they are interested they will call you I do not ever call a client looking for work, I feel it puts you at an unfair disadvantage (just the way I do it)

Gordo

Give it a try. It may work for you.

I very rarely call trying to drum up work for the same reasons others have listed...but man I have scored some sweet jobs just calling because an existing client had a friend who....

It won't kill you and will probably make you stronger.

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Looks like some pros were here.

Double-A

Its not quite the same as paying for a lead service, but the initial contact call is the same.

If you're busy enough and don't need the work, fine, but, you were given the peoples name for a reason.

We're not always in a position to be months behind on work, and you never know what kind of work can come of it, so I'd call. How you meet clients is not as important to me as meeting them. You can't do business just swinging a hammer, sometimes you have to use the phone.

As for being at a disadvantage, I'm not sure what disadvantage that would be. They want work done, you're in the business of doing that sort of work. Either you'd like to earn their business or you don't.

One thing is for sure, if you don't call them and they don't call you, you'll never know what you missed, good or bad.

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"My clients’ wishes are the center of my attention." -- David Guido, a contractor in Woodstock, N.Y.
New York Times, July 20, 2006

dirt diggler

i think you're right

theworx

I've read through many threads in the Marketing/Sales area of the forum where many are worried about how many replies they get from door hangers, flyers, and ads in either the phone book or newspapers. Not to mention how many clients they actually land after getting a call from the ads (they are paying for). It's a referral and you already have a foot in the door because I'm sure they've heard about the quality of your work (and that's why you're getting their number). I'm sure a client wouldn't pass along a phone number if you did crappy work and over charged (well unless they didn't like the person) !!

If you're booked for 8 months great. 8 months is only 3/4's of a year. Some have said the people they've called can't afford it right now, but maybe they will be able to afford it next year (schedule a time to talk to them later in the year and try to nail something down). It's not telemarketing, you were given the number by a client, and what the hell it's only a phone call. It's not like you are phoning random numbers for work. It's not a cold call, it's a lead (whether it works out or not) it's still in your best interest to make the initial phone call.

bcf

If someone gives me a number and says that person is actively seeking estimates, I will call. If it is one of those " so and so is thinking about getting a fence, give'em a call", I may or may not call them, depending on my schedule.

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Matt Ehrenzeller-General Manager
A Great Divide Fence Company
www.agreatdividefence.com