Using Yellow Pages For Prospecting

CSB

Id like to make one extra call each day, and to do this Im thinking of calling on general contractors listed in the Yellow Pages to ask a few questions about their current cabinet suppliers and to see if we can be of service to them. Just curious if anyone has done this before, and if so, do you have any scripts/strategies you could share?

porkchop

We are just launching and I hired a "phone guy" to call up all the interior designers and a few other categories. We are still developing a script but would love to see some suggestions...

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- Chris
My construction company- Chicago Painting Contractor, Chicago Handyman, Chicago Remodeling. Chicago Internet Marketing by LSB.

john elliott

Does sound a little bit like tele-marketing, doesn't it?

I think you would need to check that they are not on any 'don't call' lists.

If I was looking of this kind of work I would visit the office on the contractor concerned, proffer some business cards and tell them that if they were ever super busy, and their regular cabinet people couldn't keep up, then to give you a call.
That way you haven't tried to imply that you can out-do their regular people. On the other hand, if it turns out that they were thinking of making a change then you are right there and can answer any questions they may have.

John

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Ed the Roofer said "John too, in his crass and blunt demeanor.............."

Ed the Roofer

I would ask them first off, after a short intoduction;

What is the most common problem you have with your cabinets or cabinet suppliers?

If I could provide a soulution to this dilemma, would you be interested?

Good. Can you meet tomorrow afternoon to discuss this in further detail, or would you prefer Thursday.

Now, create a solution and sell him on your capabilities.

Ed

220/221

I don't take phone solicitations. I refer them to Frank @ extension 202.

There is no Frank so he never returns calls.


Buy me lunch however and I'll tell you everything you want to know.

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silvertree

I am polite to venders that cold call, but I never make an appointment with them.
If it's a cold call it's always a polite "not at this time".

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Minneapolis Remodel Blog
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Jason Whipple

I think you would have a much better chance showing up on site. I've never had much luck with mailings or cold calls when it comes to GC's. On the other end of it, I can't think of one sub I hired that was a result of a cold call.

I believe your best bet would be to show up on site and make a good impression yourself, try to get the PM's name and contact info while you're there. It may not be a good idea to have a third party do this over the phone.

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Historic House Restoration, Cincinnati, Ohio
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Publisher1

If cold calling is your thing, okay, but if you are doing residential work, you might want to consider joining your local Home Builders' Association. Attend some meetings, learn the lay of the land and THEN make some calls. You'll likely have much better results!

mdshunk

You might want to begin by calling GC's outside of your market area under a bogus company name. This will allow you to perfect your pitch and famaliarize you with what their phone objections will commonly be. This will keep you from burning leads in your local market.