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Random thoughts:

Try to make the coldest call be a referred call. Sit down with a property manager whom you know, with a list of properties and property owners, and ask him or her if those other managers are the people to whom you should speak. If he or she says yes, you can sit down in that cold call and honestly say, "Suzie Smith over at Star Prop recommended that I talk with you..."

Introduce yourself and your track record first - "Hi, I'm Driftweed. As you probably know I've been doing X and Y services for a number of properties around town. Maybe you've see our work at A, B, and C properties. Suzie Smith recommended that I talk with you."

Then get right to your value proposition. Property managers won't sit still for much of a spiel.

Make a specific offer - "If you have a unit currently turning over, I can schedule a tub refinish in that unit, next week, for $***. Here's our easy contract." Most properties won't sign that contract (in my experience), but it forces a decision.

If you don't get a quick yes, get out of there and on your way to the next one. Don't over-invest in a cold call.

Evolve the script as you go.

Keep on smiling. Use a little creativity and story-telling ability. If I were selling tub refinishes, for example, I'd probably talk about the target tenant (a professional woman who just wants to soak in a hot bath at the end of the day) instead of the crack-head laborer who won't even notice that scarred up tub left by the previous tenant.

All just my opinion, on a slow Wednesday night.

Good luck.
 

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Accidental Painter
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Discussion Starter · #8 ·
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?
 

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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?
Sounds like you're darn good at it - much better than I would be.
 

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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.
I think a sales call is like any other sort of performance - nerves beforehand, then adrenaline kicks in during the call.
 

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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...
 

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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...
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.
 

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Hair Splitter
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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.
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.
 

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1. I like phone calls as cold calls to set appointments. Waaay more efficient.
2. Knowing your numbers puts you at ease

For example,

100 calls, yields 12 appointments, yields 4 proposals, yields one new customer. Make a hundred calls and voila, 1 new customer. These numbers will improve as well as you get your game down.

The purpose of every step is to get to the next step.

Read anything by Stephen Schiffman. I swear by him. He psyches the hell out of me when I want some extra jet fuel. Love it. So simple. KNOW YOUR NUMBERS.

Its a numbers game and I know how to do it professionally. That is how it is done.
 

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Accidental Painter
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Discussion Starter · #18 ·
Don't get me wrong, once I walk through that door its like a light switch. I have practiced the hell out of my body positions to sell confidence. I routinely practice everything in front of a full body mirror. So once I walk through that door, instinct kicks in.

It's the figuring out what to say, what questions to ask, etc.. that I have a hard time with. For example What's the best way to introduce myself, should I ask this question, or that one? How to narrow down the pitch for maximum effect.

That's he tough part.

Over the phone its very easy to do. But in person, you now have to interpret body language, timing, etc...

I think I have the introduction part down. But the follow up could probably be better.

If you had to walk into an office and introduce yourself, what would YOU say, and ask?
 
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