Sounds like you're darn good at it - much better than I would be.Excellent ideas carpenter. I did nail some work for the largest company in town (285 units) this week. By end of year I would like to breach the 1000 mark.
Typically when I go in the property managers office, I wait for them to be done with who they are dealing with. They usually say "be with you in a sec" and I reply with a smile and wave.
Then its my turn. Here's the usual Spiel:
Hi, I'm Bill with Rental Rehab. I do a lot of apartment painting interior and exterior around town. I just wanted to stop in and let you know that we are now offering bathtub counter-top re-glazing services. Is this something you guys do?
If the response is yes I continue:
Last month I went to South Carolina to train at the nations leading re-glazing factory, and have been certified in re-glazing. I did this because I want to give my clients comfort in knowing they are getting the absolute best product out there. We also Have the industries best warranty.
The other reason I did this was because my market research showed that currently 3 companies service this area, and wait times are extremely long.
This usually prompts them to ask how much. I give them my price and wait to see their reaction. I know my minimum and target numbers. So if I am too high I simply ask what they are currently paying. If its withing my price range I bite and give them a "discount" of some sort.
I try to lead them with yes or no questions so I can elaborate on the questions with answers I want them to hear. Does that make sense?
Are you kidding me? That is a skill to keep and to practice - solid gold if you can do it.Man, I tell you I have to psych myself up each time before I walk through those doors. It usually only takes 5 minutes or less, but what a stressful 5 minutes. It's hard not to look like a fool, because I sure feel like it.
I think a sales call is like any other sort of performance - nerves beforehand, then adrenaline kicks in during the call.I am a smoker. Before I walk through those doors I eat 4-6 cigs to calm down, then squirt the cologne & a eat mint. Tuesday I went through 2 packs of smokes in 8 hrs haha
I've always been a shy person, but being self employed kinda forces you not to be.
It's an interesting thought about the mints. I'd probably rather smell the smoke than wonder if you were trying to cover up being a drunk.Here's the deal....
I'll smell the cologne & mints as you walk up....
While you're jabbering away I'm sizing you up for what you are trying to cover up and why....
and then I'm going to wonder how far you will go to cover something up...
During your cold calling, lose the smokes....
If you can not give a brief professional presentation about your self and the services you offer you lack confidence.
Try a public speaking class st your community college...
I always pop in a piece of gun before a sales call. Nothing like bad breath to turn someone's attention away from what I am saying and instead making then wish I would stop breathing.It's an interesting thought about the mints. I'd probably rather smell the smoke than wonder if you were trying to cover up being a drunk.