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I have a targeted list of 2.8k potential clients... What should I do next?

by Luis Michael Orts
8 replies
Hey everyone. I currently run a Commercial Exterior Service company (Pressure Washing/Parking Lot Striping/Parking Lot Maintenance/Lawn Care) and I have a list of 2.8k potential clientele.

I'm looking for ways to catch their attention, and of course close the sale...

Could anyone point me in the right direction of what you would do?

My current process is something like this, though I've never done it before (and I would greatly appreciate constructive criticism)

1) Cold call them with a brief introduction, statement of value (what seperates us) and see if they would like to spare 10 minutes for quick over the phone meeting.

2) In between the day(s) of the phone meeting, send a sales video and some written copy to their email (and if it's a client I REALLY want, then I'll send the written copy in a sales packet)

3) Call them for the set appointment, and close.


Am I missing something? I'm not sure at what point I'd like to start qualifying the prospect, and even more so... I'm not sure a cold call without some form of material going out would be wise.

If you could provide your constructive criticism, I would greatly appreciate it!
#28k #clients #list #potential #targeted
  • Profile picture of the author Luis Michael Orts
    If it helps any... Some of this is Local to me, and some of this is not...

    And if it helps anymore, these are Property Management companies... They probably get these calls all the time lol
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    • Profile picture of the author savidge4
      You have a list of some what vertical services. Any one is the in to getting the others.

      I personally have a few vertical services. I have created "focused" mailings for each of my services individually. I send out 1 at a time in 2 week increments. so if I have 4 services, that's 4 separate mailings across a 2 month period.

      This is a bit of a 2 step process the obvious #1 process is to allow the mailer to act as the call to action and you get calls based on the service presented. The second is the follow up process. I personally wait for series of mailers to be delivered before I make my first phone call. The ideal response after all of this is to hear "Oh, Ive heard of that company" after you say "Hi, my name is Savidge4 with Savidge4 Industries"

      With 2800 pieces if you can pre-sort the address' you can mail each piece at .30 ( +/-) and the 2800 costs roughly $100 to print color 2 sided. So its right in the $1000.00 mark for each service .

      I don't know what you Gross and net are on the services, and even if the idea makes financial sense in your case. Just sharing a method I have used before with success for me.
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      • Profile picture of the author Luis Michael Orts
        Originally Posted by savidge4 View Post

        You have a list of some what vertical services. Any one is the in to getting the others.

        I personally have a few vertical services. I have created "focused" mailings for each of my services individually. I send out 1 at a time in 2 week increments. so if I have 4 services, that's 4 separate mailings across a 2 month period.

        This is a bit of a 2 step process the obvious #1 process is to allow the mailer to act as the call to action and you get calls based on the service presented. The second is the follow up process. I personally wait for series of mailers to be delivered before I make my first phone call. The ideal response after all of this is to hear "Oh, Ive heard of that company" after you say "Hi, my name is Savidge4 with Savidge4 Industries"

        With 2800 pieces if you can pre-sort the address' you can mail each piece at .30 ( +/-) and the 2800 costs roughly $100 to print color 2 sided. So its right in the $1000.00 mark for each service .

        I don't know what you Gross and net are on the services, and even if the idea makes financial sense in your case. Just sharing a method I have used before with success for me.
        Hey, that may be the way to go...

        The net is good enough to spend 3-4k in marketing, given that I close at least 2 or 3 companies (which could yield up to 20k-500k gross per company) which I make roughly 20% ebidta. Typically, if you close one shopping center, and they like the work... They'll give you more and more of their portfolio.

        My only issue now is figuring out what message I want to send to them in my marketing efforts. I was planning on sending to the affluent clients a cheap Flash Drive with a small sales video and a brief PDF instead of cards.

        These guys receive stuff ALL THE TIME and they have an incredible amount of responsibilities (and lack of time)

        Most of them are women Property Managers...

        So we shall see... Maybe I'll hire a copywriter, or I'll just figure it out with time!

        What kind of businesses do you own?
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        • Profile picture of the author savidge4
          Originally Posted by Luis Michael Orts View Post


          What kind of businesses do you own?
          hahaha a marketing firm. Web Design, Vinyl Lettering, Large Format Printing, Traditional Print.
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  • Profile picture of the author RosaMissList
    Originally Posted by Luis Michael Orts View Post

    Hey everyone. I currently run a Commercial Exterior Service company (Pressure Washing/Parking Lot Striping/Parking Lot Maintenance/Lawn Care) and I have a list of 2.8k potential clientele.

    I'm looking for ways to catch their attention, and of course close the sale...

    Could anyone point me in the right direction of what you would do?

    My current process is something like this, though I've never done it before (and I would greatly appreciate constructive criticism)

    1) Cold call them with a brief introduction, statement of value (what seperates us) and see if they would like to spare 10 minutes for quick over the phone meeting.

    2) In between the day(s) of the phone meeting, send a sales video and some written copy to their email (and if it's a client I REALLY want, then I'll send the written copy in a sales packet)

    3) Call them for the set appointment, and close.


    Am I missing something? I'm not sure at what point I'd like to start qualifying the prospect, and even more so... I'm not sure a cold call without some form of material going out would be wise.

    If you could provide your constructive criticism, I would greatly appreciate it!

    I personally like to offer them something for free. Be it a customized report/analysis, free mobile site mock up/website mockup then call them and arrange a face to face meeting to show them this. No obligations to buy of course.

    Another way to get into their pockets is give them something of value such as help them set up Google places, or foursquare and explain how it works.

    Then follow up with them again a week or so later
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    • Profile picture of the author Luis Michael Orts
      Originally Posted by RosaMissList View Post

      I personally like to offer them something for free. Be it a customized report/analysis, free mobile site mock up/website mockup then call them and arrange a face to face meeting to show them this. No obligations to buy of course.

      Another way to get into their pockets is give them something of value such as help them set up Google places, or foursquare and explain how it works.

      Then follow up with them again a week or so later
      Not a bad idea for a web design business, which I actually just so happen to have in the works...

      But I have the hardest time figuring out a freebie for a client who isn't local in an exterior service business.

      For local clients, and the ones who I figure are worth my time and resources, I can offer live demonstrations.

      What kind of free report could I possibly come up with for Pressure Washing? Or Parking Lot Striping?
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      • Profile picture of the author savidge4
        Originally Posted by Luis Michael Orts View Post

        What kind of free report could I possibly come up with for Pressure Washing? Or Parking Lot Striping?
        I would suspect that you know the reasons WHY you would do this. I get my parking area cleaned and sealed every 2 years to extend the overall investment made in having a asphalt parking area. ( its not cheap )

        So a couple before and after images. compare expense of cleaning vs resurfacing and you have a "report".

        Same goes with building washing or I am sure just about any other service you offer.

        There is actually a thread running around here on the specific pains of lawn care. I want to say it was in September maybe, I was not able to locate it in a search. but just from that thread alone you could produce a pretty solid little report. If nothing else a better than decent mailer!
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        • Profile picture of the author Luis Michael Orts
          Originally Posted by savidge4 View Post

          I would suspect that you know the reasons WHY you would do this. I get my parking area cleaned and sealed every 2 years to extend the overall investment made in having a asphalt parking area. ( its not cheap )

          So a couple before and after images. compare expense of cleaning vs resurfacing and you have a "report".

          Same goes with building washing or I am sure just about any other service you offer.

          There is actually a thread running around here on the specific pains of lawn care. I want to say it was in September maybe, I was not able to locate it in a search. but just from that thread alone you could produce a pretty solid little report. If nothing else a better than decent mailer!

          Hmmm maybe I just need a little inspiration... Once I get it, I'll word it AWESOMELY.

          As a matter of fact, I may just take some of the words off my website lol

          Be honest with you, I wasn't really sure what a report should consist of... Now that you gave me an idea, I'll just take one pain point and DRILL it.
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