Follow Up Emails

schatze

Good Morning.
I sent out a mailing to architects in my area in hopes that it would generate some leads for my commercial construction company. I followed up by email AND phone and I'm having a hard time getting appointments. I was going to resend some of the follow up emails asking again, if they got my info and my previous email. It just seems so rude for these people not to respond to either communication. Any suggestions on what might make them email or call me back?? Thanks!

Mike Finley

I spent 5 years as a professional photographer working for advertising agencies, designers and the like. The marketing process was identical to what you are doing and I spent 5 years doing it.

The number 1 trait for success you need is patience. I spent 3 months every day 5 days a week 8 hours a day going on appointments before I landed my first job! Talk about rejection!

The type of selling you are doing is relationship based and it takes a long time. Sometimes you have to wait for somebody to die before you get a shot.

The 2nd trait you need to get is a thick skin, and lose the they are rude attitude. You are bothering them. If you contact 10 people like this, 5 out of 10 of the people you contact don't need your services no matter what. 1 of them is on the brink of economic or emotional disaster in their business, with things going on you have no idea about. 1 is a bandit who might use you and abuse you and become the biggest nightmare you have ever met. The others already have relationships with other vendors and need a reason to take a chance, making a change from a sure thing they have with those they know to you an unknown element that might end up screwing them over, or screwing up the job and making them look bad to their clients.

People don't want to take meetings for you because they don't need your services right now or don't want to take the chance. There are those who will always look at new vendors, but you have to hit them at the right time. The key is to keep your company name in front of them consistently.

There was one advertising agency that I wanted to work for very badly, they had some great accounts and were the biggest dog on the block it took me 3 years to finally get my shot. That was 3 years of keeping my name in touch with them every month, probably 20 phone calls and at least 3 different appointments to meet with them, all over 3 years.

Have patience and keep at it and it will work out. But it won't come instantly. If you are expecting instant results you are only going to be disappointed.

schatze

First of all, thank you very much for the reply.
I agree on the patience thing. I wish my boss would.
Did you do door to door cold calling (if so what was your pitch)? How often should I cold call door to door, make phone calls and send emails to any one architect before I just piss him off (I think I can handle the rejection, but this is what I worry about)? Did you do any kind of mailing routinely?

Mike Finley

I would do it heavily by mail. I did it heavily by mail. Once a month I would send out a mailer. It's a short list after all. Back then you had to do it the hard way and it was relatively expensive. With all the internet printing today it's pretty easy and cheap.

Once a month you might want to send them all a mailer with a new picture of a project you have done. A lot of your success will just be consistency and being at the right time and the right place. Keeping you name in front of them in a non-obtrusive way. After awhile it's "Who the hell keeps sending me this stuff?" then they get a phone call from you and pretty soon you are getting an appointment.

I would not recommend ever cold calling. Send those mailers then every 3 months follow up with a phone call and ask for an appointment if an appointment is your game plan.

Your chances of face time go up the more you appeal to that persons ego or benefit. It's always about "what's in it for me". A free lunch as a first meeting can get your foot in the door better than you think.

Maybe if you get desperate, try the old: "Hey, we've been trying to meet with you forever, I realize you're a busy guy, I have two extra tickets to ________ that I can't use. If you could use them I'd be happy to pass them on to you, the only thing I ask is let me meet you for a drink before the event to give you the tickets and take 5 minutes of your time explaining what my company can do for you.

schatze

Thanks! You're really helping me out here. The problem that I'm having is the owner of our company (my boss) is being sold by a management consultant that the "ONLY" way to get appointments is to keep banging on doors and the only way to get new architects to work with. I wonder how I can change their perception of cold calling.

kevjob

cold call everyon eon the planet and when no one signs with you he will get the message.

__________________
Kevin
Basement Finishing Highlands Ranch Colorado
Littleton Colorado, Basement Remodeling
Kitchen Remodeling Denver

marc

I would also start neworking a lot. Join the home builders association and go to the meetings. Get your face and name out there. Join BNI and go to the meetings. You may meet someone that knows someone that knows someone that can get you in to see the people you want to see. Get involved in projects that these guys are into. Don't ask me what those are........I deal with homeowners only. Join every group that you think may give you an edge. It may even be a golf league. Those guys golf don't they?

__________________
Marc

schatze

Kev, I am doing that now. I am going door to door and it's killing me. I've gotta be persistant. Thanks for the advice all...........

RidgeWalker

LOL yeah man hit the phones!

Mike alot of what you said reminded of the times I worked as a computers parts wholesaler. It's crazy hard sometimes to convince people to start purchasing from you.

@ schatze,

Work hard, follow your bosses direction and understand that it's his job to stay on your ass and push you for sales. If he doesn't like the smell of the lunch your eating at the offfice and tells you that whatever your eating is not to be brought back in the office again, start looking for a new job. = )

schatze

Well, to be honest with you Ridgewalker, I've been in sales and marketing for long time, unfortunately not in construction. This is a learning curve for me (the industry and cold calling). I gotta tell you though, I really don't need anyone on my ass to sell. I've had quotas before to meet and did them without anyone on my ass. Also, I wouldn't have a hard of a time if my boss told me to walk. Just thought I'd let you know. Thanks for the advice. LOL