Gaining More Commercials

[Colley614]

Hey all,

I started my business about 6-7 weeks ago. I posted the other day about mass leafleting and it seems to have worked a treat, what I have been doing is pricing a job, cleaning it and then saying "Mrs Jones, I'm glad your happy with my level of service. Do you think any of your neighbors would be interested?" to which they tend to grab me by the slieve and march me round their neighbors houses, try it!

The last two days though have been something else. I've got an escort van with a 250 litre system and now I'm finding I have to fill up at home half way through my day. So I started thinking about getting a bigger van with a 650 litre system. I thought if I sold my van and used a bit of money I could get a bigger van. What also dawned on me is a friend of my who is a fantastic window cleaner is out of work at the moment and I was thinking if I put him in my van and bought a second then I could build another full workload but this time I was thinking of going after commercial work.

So I just wondered what the best way would be to approach commercial work. I've tried going into reception but the receptionist basically says they don't know and if I phone I end up with the same receptionist. Is there any other ways to get in touch with local businesses. I have noticed a big office block that I'd like and also a local hotel which is massive and part of a chain but they don't have a window cleaner. How could I approach these. I'd love to send them all at least just a quote?

 

[rcproperty]

one thing with the bigger commercials, they need to have all the risk assesment and method statements, insurances, training and things like that.

street shops dont tend to look for things like that, so if you want to aim big, you have to make sure you can supply and show all that is needed!

 

[Colley614]

I am doing a course soon, but I also had a lot of training in my last job when I was a supervisor in charge of 3 vans with 650ltr systems in and a 22 metre access. With 6 window cleaners under me. The risk assessments and method statements I know I could do that and the insurances I'd just get what ever they told me I needed. I will go out my way to make sure I appeal to them, it's just getting to speak to them that I'm struggling with.

 

[rcproperty]

with the commercial work i've just put in for its taken me 2 solid weeks to do paper work, my insurance will jump from £60 per yer to £450 a year! they also look on how long the company has been going, back ground checks.

they might not take in account the time you was job as it wasnt your own company, it gets worse the bigger they get! plus the when the contract runs out, u might loose it to someone else, so you need other work to make sure money is still coming in, last thing you want is to loose contract and have nothing to fall back on!

 

[rcproperty]

but to get in there, phone up and find out the name of the manager or the name of the person that deals with contractors.

then get a business letter with you company logo, trading address, introduce yourself and your company, introduce what services your company offers and offer them a free quote.

then wait for a reply, the worst thing 70% might not reply in anyway!

 

[Colley614]

I understand that I will have to get more insurance, I'm currently thinking of changing my million public liability to 5 million and then getting 10 million employers. With my history I can't make one so I'll have to wait for that to build. But with that aside what do I do to start getting the work in?

 

[rcproperty]

i have put up another post up sayin what i did to start to get some!

thats the insurance and employers insurance that most commericals ask for, the coucil that i've qouted for has asked for that as a minimum!

 

[Colley614]

but to get in there, phone up and find out the name of the manager or the name of the person that deals with contractors.

then get a business letter with you company logo, trading address, introduce yourself and your company, introduce what services your company offers and offer them a free quote.

then wait for a reply, the worst thing 70% might not reply in anyway!

Thank you. I am thinking of getting a sort of folder pack done. So you can put leaflets or quotes or invoices in them. I start work re-designing my website next week and I got offered a bit of office space today. It's in a local charity shop and they have a few offices at the back and the lady said I could use their spare office for a "small donation" and the actual address is in a posh area so it would look good on my letterheads and other stationary. I'm just thinking of what else I could do to get me looking more like the 'big boys'

 

[rcproperty]

thats a good start, try not to do to much and go over board with it, as this could go the other way. not enought info isnt a good thing, but to much can be bad to, try and keep it short, simple and straight to the point,

i've just updated my website with other little offers i offer businesses :-

Emergency call out

If for any reason your windows have been dirtied by someone during the night or has bird muck on them, give us a call and we will come out and clean the windows effected free of charge*

Payment with in 30 days of invoice

Discounts for all staff members houses

Recommend another business

And receive 25% off your next window cleaning bill**

* Maximum of 3 call outs a month

** After the business signs up for a minimum of every 8 weekly

maybe think of something like that or use these to make you company stand out from the rest??

 

[Catherine]

Hi folks,

There really is no secret, complicated or massive effort in getting commercial work - unless you are tendering of course - thats different. But, all you need to do is get on the phone and look at making 25 calls an hour - its just not as complicated as its being made out to be, I do this day in and day out, there's no secret formula. Its high volume, and very boring calling. But what you have to remember, is quite often its not instant results, you need to log the calls, make notes and build your database. I have databases here with 20 000 records on, every call I make I log with the notes of the conversation, which is a must, because you know when to call back if not appropriate when you have just called. This is KEY, its called pipelining which means building up your records, notes etc, so you can call back when appropriate. Yes you can do "walk ins" but often the decision maker wont be there or want to see you. There really is no holy grail surrounding commercial work. You have to be in it to win it, which means mass dial outs, not just 5 phone calls and then give in. If you can set yourself aside 2 hours, and just dial out solid, Im sure you will get results. I made three appointments in 4 hours a residential home, school and a hotel - no fancy literature, just one phone call after the other. It just isnt that complicated, more you put yourself out there, the higher your chances are. But guys remember you can't call anybody from yellow pages without checking their number first http://www.numbercheck.co.uk/logon.aspx?ReturnUrl=%2fDefault.aspx, penalties are a 5K fine should they wish to be funny.

If this helps anybody

Care homes, Nursing, residential, rest and retirement, ask for manager or proprietor

Public Houses, Bars and Inns, ask for Proprietor or manager

Independent schools, colleges etc, it maybe site manager, maintenance, business manager or bursar

Guys if the person isnt available try and avoid telling the receptionist what the call is about, just say "its ok, its just a sales call, I will call back" otherwise they will make the decision for the whole company, when its not their decision to make

RCproperty I like your idea about the call out

Good luck

 

[All Round Cleaning]

Thank you Catherine for that post , very informative indeed .

 

[rcproperty]

with all round cleaning on that, thanks Catherine. the down side to that i'll have to stop work to sit there and phone all day tho. thats why i like letters, plus the company can always file and keep the letter for a later day.

thanks about the call out, just adds a touch!

 

[Catherine]

Your welcome.

Yes I understand RC, it is having the time.

 

[rcproperty]

but good for a rainny day or for someone getting started out tho!

 

[Catherine]

I suppose dependent on what time you finish, you could do pubs in the evening? For an hour or so, dont know how that would work as not done evening calling in this field before....

 

[rcproperty]

thats true, pubs, restaurants, some retail shops dont close till 8pm round here!

 

[Catherine]

Yes why not, worth a shot

 

[rcproperty]

nothing to loose, but money to gain! lol

 

[Catherine]

Yep exactly.

Plus if any of you have free evening weekend and evening calls with BT (I have unlimited 24/7, but I need it for this job) even better

 

[rcproperty]

same here i got unlimited 24/7calls,

so what job do you do then? ur not a window cleaner?

 

[Catherine]

RC, I do telesales mainly for window cleaners, but I do other industry sectors also, food industry, travel etc etc.

Yes so thats handy for you 24/7 calling.