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Point of contact

Jul 9, 2017
134
18
18
Real Name
stephanie barber
How do you find your point of contacts for new accounts?

Do you search social media platforms or websites for property managers, business office managers, office managers? Do you email, call or walk in to introduce your business? What’s your strategy to locating the person in charge?
 

PistolPete

Well-Known Member
Sep 28, 2014
1,997
1,269
113
Real Name
Peter Dymond
How do you find your point of contacts for new accounts?

Do you search social media platforms or websites for property managers, business office managers, office managers? Do you email, call or walk in to introduce your business? What’s your strategy to locating the person in charge?
I've found doing leg work to be most productive.

The phrase is "I'm trying to reach the person that makes decisions about your facilities maintenance, can you help me"

Many times you will be directed to the person who can answer that question.

Blind emails don't even get opened. Every salesperson just sits on their behind and calls, so that doesn't work either.

Dress nice, but not like a suit otherwise you'll be clocked as a salesperson.

Slacks, polo with dress shoes and a bunch of business cards.

The goal of the first contact is just the name and hopefully their email or phone number.

Remember the name of the person who actually helped you.
This is key because in your email subject line you write:
Person x (at location z) said I should talk to you...

Remember the golden rule of selling is what's in it for me? From the customers perspective.

Ask questions:
Are you looking for...
Are you tired of...
Do you wish your janitorial company was more...

Try to uncover pain points that the manager you deal with is experiencing.

Its rarely about price at the end of the day.
Sure they have a budget, but if they're constantly dealing with complaints about quality or lack of attention to detail then you might be able to get in.

Personally I like the Action Selling strategy. Google it.

Develop a step by step process where you win at each step until you either close the sale or lose the bid.
 
Jul 9, 2017
134
18
18
Real Name
stephanie barber
I've found doing leg work to be most productive.

The phrase is "I'm trying to reach the person that makes decisions about your facilities maintenance, can you help me"

Many times you will be directed to the person who can answer that question.

Blind emails don't even get opened. Every salesperson just sits on their behind and calls, so that doesn't work either.

Dress nice, but not like a suit otherwise you'll be clocked as a salesperson.

Slacks, polo with dress shoes and a bunch of business cards.

The goal of the first contact is just the name and hopefully their email or phone number.

Remember the name of the person who actually helped you.
This is key because in your email subject line you write:
Person x (at location z) said I should talk to you...

Remember the golden rule of selling is what's in it for me? From the customers perspective.

Ask questions:
Are you looking for...
Are you tired of...
Do you wish your janitorial company was more...

Try to uncover pain points that the manager you deal with is experiencing.

Its rarely about price at the end of the day.
Sure they have a budget, but if they're constantly dealing with complaints about quality or lack of attention to detail then you might be able to get in.

Personally I like the Action Selling strategy. Google it.

Develop a step by step process where you win at each step until you either close the sale or lose the bid.
Thank you I will google it!