[scottg041]

I've been doing sales for a GC for nearly 3 months now and haven't had any proposals go through. Our niche is nursing homes, assisted living facilities, etc but it seems so hard just doing cold calls to find out who it is that I really need to talk to. Anyone know any individuals that work for facilities such as those I listed that would make a decision on remodels, additions, parking lots, etc?

 

[Pearce Services]

It sounds like your employer threw you to the wolves.
You need a sales strategy, either your company needs to train you in their process, or you will to develop your own. Try this book for starters http://www.amazon.com/Sales-Advantage-Keep-Sell-More/dp/0743215915

 

[scottg041]

Head First

This has been an experience of defending myself and trying to implement tactics and useful ones at that. We are a small company and have been doing really well with one client in particular. However, we can't let them carry us through all the time. The owner thought it was time to try to advance to the next level and give me an opportunity to make some good cash. My background is construction rental so I am playing a role that I am not 100% familiar with. Either way, sales is sales.

Thanks for the recommended book.

 

[Destin Handyman]

Keep pushing, anyway, anyhow. Not everything is going to be comfortable or easy in any business. Sometimes you need to be the one who figures it out. The guys you are wanting this advice from probably felt just like you at some point. I am still on my way there also and I will keep on keeping on:thumbsup:.
The key is to just make contacts, things happen everyday.

 

[Solar Control]

We're subs, not GCs, but here are some ideas:

1. Subscribe to Healthcare Design, Long Term Living magazines and similar. Learn the industry inside and out.
2. Network, network, network
3. Join BOMA or
   
4. Join IFMA
5. Stay up to date with your local Dodge, Reed, or Builder's Exchange plan room.
6. Collaborate with other GCs or CMs that could use your company's expertise. If you're female or minority owned you may be an even more valuable partner.

Good luck.