Best way to approach potential commercial clients?

[Crazy Canuck]

What do you guys find is the best way to approach potential commercial clients that you would like to pick up? Better to try and contact them in person or is it better to write a letter and send it in the mail? I'm looking to solicite to property management firms, churches, school districts, nursing homes, etc, etc. Any thoughts?

 

[Koa Man]

When I first started out in business, I wrote letters to about 12 property management firms. Only one responded, but it was one of the 5 biggest ones in Hawaii. I don't do all their work, only for the branch office that I wrote to. Writing can cover ground wider and faster than visiting in person. I would write first, making sure they have easy ways to contact me (no problem now with cell phones). If no response in about 30-45 days, they pay personal visits to the accounts you would really like to get. Some may have long term contracts with others already. I have one 3 year contract and one 5 year contract for tree maintenance with 2 accounts.

 

[treeseer]

I'm looking to solicite to property management firms,

Call the firm and ask to be put on the agenda of the next meeting for ten minutes. THe topic: "Managing Tree Risk". Arrive prepared with tree care info brochures that you'll hand out and review with the folks. Tell folks they can bring in pictures and samples so you can offer recommendation to increase health and reduce risk.

I did this last fall and I've gotten some good no-bid work out of it :blob5: .

 

[alanarbor]

Walk in and ask for the person in charge. Get all the info you can, then ask if it's ok to send your information. Being there in p[erson is the best way to break the ice. Then foloow up with a seminar offer, as Guy suggests.

 

[fwf]

I have found the best results are achieved when you find someone in a company--just about anyone--who can refer you to the right person. Then you can call and say, "I was referred to you by so-and-so." You may not get to the right person immediately, but that call will generally get you another referral to move closer to the person you want. And having the name of the right person and a referral person really does wonders.

This all takes a little research. Talk with friends, family, associates, or anybody who can give you the name of someone in the company. It doesn't have to be a manager or an executive, just someone on the inside to move you one step closer the decision maker.

Once you identify the person you need to talk to, make an appointment for a face-to-face meeting. That meeting will normally tell you the process for getting business with the firm, or when bidding occurs if they run on contracts. Either way, your foot is in the door and you've got a shot.

Joe

 

[Crazy Canuck]

I have found the best results are achieved when you find someone in a company--just about anyone--who can refer you to the right person. Then you can call and say, "I was referred to you by so-and-so." You may not get to the right person immediately, but that call will generally get you another referral to move closer to the person you want. And having the name of the right person and a referral person really does wonders.

This all takes a little research. Talk with friends, family, associates, or anybody who can give you the name of someone in the company. It doesn't have to be a manager or an executive, just someone on the inside to move you one step closer the decision maker.

Once you identify the person you need to talk to, make an appointment for a face-to-face meeting. That meeting will normally tell you the process for getting business with the firm, or when bidding occurs if they run on contracts. Either way, your foot is in the door and you've got a shot.

Joe

I think that you've got some good ideas. Actually everybody who posted has good ideas. Probably a mix of all of the above would work really well. I have one management company that I do work for now. I got that because the owner, before starting the management company, hired me to prune at his one rental property. Since he's dealt with me he continues to deal with me. He lives in a high end condo complex and helped me to get the contract for there as well. Getting a taste of big jobs that can keep you busy for a while has def wet my appetite and I want more. Thanks for the advice.