I consider myself to be a very aggressive sales person. Maybe to aggressive sometimes. My opinion is that it is better to be to aggressive than not aggressive enough. I also don’t claim to be the ultimate copywriter either. This is a blog and it does not matter. If you don’t like how I write then don’t read my blog.
This is the process that I go through.
1. I send out an email campaign in my area to a selected target of prospects. These prospects are people that I already know purchase contracting services. Once I get a lead I immediately respond via email to set an appointment. If the appointment is not secured very soon I pick up the phone and call them. I have the ability to search my database by email address to dig up the persons phone number if it is not part of the email. It is very critical that the meeting is secured as soon as possible. When people respond to emails that are ready for information right now. If you respond to their request immediately you have already gained their confidence. Set the meeting for a data as soon as possible. Not that day because it lets on to a state of desperation. The next day is great. Anytime that you can keep the momentum ramping up step on th gas.
Once the meeting is set. Focus on your A game. Try to learn a bit about the company you will be meeting with. If you have someone in your business that is more of an expert than you are consider taking them with you. I greatly enjoy taking my father on waterproofing sales calls. We focus on the hospital market here in Alabama and Georgia. www.waterproofingservicet.net . He is a huge asset because he has worked on so many hospitals across the southeast. Hospitals seem to be a great places to work. The can not have water penetration that’s for sure.
That brings me to my next point. I sent out an email campaign and recieved this reply at Friday, September 12, 2008 7:15 AM
Good Morning Kelly,
I have EIFS on the exterior of my building; do you do any repairs of that type?
Thanks
John Atherton
Crestwood Medical Center
Absolutely
What would be the best time to take a look?
__________________________
Kelly J. Olcott
Waterproofing Services
404-606-4122
Fax- 1-866-666-0538
He said at Fri 9/12/2008 9:35 AM
Any time next week before Friday would be fine. Are you local?
John
And I said at September 12, 2008 9:43 AM
Is next Tuesday at 11:00 AM ok with you?
__________________________
Kelly J. Olcott
Waterproofing Services
404-606-4122
Fax- 1-866-666-0538
He said at Fri 9/12/2008 1:46 PM
That will be fine, when you get to the hospital come in the visitors entrance and ask the volunteers to call ext. 5994 or 5502 and I will come get you at the desk. You will go down Airport Road east we are ½ way down on the left (north) side of the road.
Thanks
John
Then I said at Wednesday, September 17, 2008 9:05 AM
John,
Thanks for your time yesterday. I am working up a proposal. Can you send me a fax or an email with your basic insurance requirements?
__________________________
Kelly J. Olcott
Waterproofing Services
404-606-4122
Fax- 1-866-666-0538
Then I said at Tue 9/23/2008 5:44 PM – I had to wait a bit on the insurance info.
John,
Thank you for the opportunity to offer quotation for the following services.
EIFS Repair Ground Level (approximately 20 locations)
Properly prepare substrate by removing all loose or damaged existing materials. Install new substrate material where required to achieve proper depth. Install new base coat and heavy duty mesh material.
Install finish coat to match existing as closely as possible.
Work can be completed for a price of $2,732.00
Roof or Facade Repairs for drive under roofs
Thoroughly inspect roof and curtain wall by water testing utilizing sand bags and other methods to isolate area of potential leakage.
Work can be completed for a price of $65.00/HR (price not to exceed 16 hrs)
Remove existing damaged soffit materials at two locations and dispose of offsite. Install new water resistant dense glass material and finish to match existing surface as closely as possible. This work is to be completed during the evening hours.
Work can be completed for a price of $4,845.00
Power and water to be supplied by the Hospital. This price is valid for a period of 30 days.
Sincerely,
__________________________
Kelly J. Olcott
Waterproofing Services
404-606-4122
Fax- 1-866-666-0538
Then I said on - Thursday, September 25, 2008 4:46 PM
Do you plan to do this project?
__________________________
Kelly J. Olcott
Waterproofing Services
404-606-4122
Fax- 1-866-666-0538
Then I said on – Wednesday, October 22, 2008 8:22 AM
Any word on the repair work?
He said on Mon 11/3/2008 8:40 AM
I have been out for a few weeks. This is my first day back and I will check on this.
John
Then I said on Mon 12/22/2008 7:50 AM
John,
Would you be interested in having us come out and just do the misc. EIFS repairs?
__________________________
Kelly J. Olcott
Waterproofing Services
404-606-4122
Fax- 1-866-666-0538
He said on Wed 12/31/2008 8:47 AM
I may have some other issues to show you and could involve reworking the EIFS to stop water from wicking into the building and running down an inside wall. I will let you know but it will be after the first of the year.
Thanks and have a great New Years.
John Atherton
Then I said on – Sunday, January 04, 2009 9:54 PM
John,
Happy New Year! Do you want to take a look at the work this week?
__________________________
Kelly J. Olcott
Waterproofing Services
404-606-4122
Fax- 1-866-666-0538
He said on – Mon 1/5/2009 10:06 AM
Happy New Year Kelly,
Yes I have an issue on a building that is connected to the main building. It is a modular building and the EIFS is not attached properly on the roof and water is wicking in and running down the inside wall at a doorway.
I am off Friday so any other day is fine.
Thanks
John
Then I said on Monday, January 05, 2009 10:19 AM
I plan on coming on Wednesday around 11:00AM.
__________________________
Kelly J. Olcott
Waterproofing Services
404-606-4122
Fax- 1-866-666-0538
He said on – Monday, January 05, 2009 11:04 AM
That will be fine, we are expecting some strong storms during that part of the week if that is the case will you still want to look at it?
I said on – Monday, January 05, 2009 11:17 AM
That will be perfect. We can observe the leakage.
He said on Wed 1/7/2009 12:53 PM
Kelly,
Could you send me the original price breakdown in a quote format? It will be easier for me to attach it to the request for a PO if I can do it as an attachment. I am not computer savvy enough to move that part of the email into a quote format.
I appreciate you and your Dad coming up today and looking at these issues.
Have a good day,
John Atherton
I said on Monday, January 12, 2009 9:32 AM
John,
Attached is the quote for all work that has been reviewed. Let me know if you have any questions.
__________________________
Kelly J. Olcott
Waterproofing Services
404-606-4122
Fax- 1-866-666-0538
He said on Mon 1/12/2009 2:44 PM
Kelly,
I have put the first part of the order into the order system. The director asked me to do each part separately one line item this month then the next line item the next month. We have monthly budgets to meet and this will allow us to get the work done without being told no due to the total cost of the quote.
I hope we can work it out this way; we really need to get this done for obvious reasons.
Thanks and if you have any questions just let me know.
John
I said on Monday, January 12, 2009 2:53 PM
That is fine with us.
Do you plan to release the first part now and the remainder next month?
__________________________
Kelly J. Olcott
Waterproofing Services
404-606-4122
Fax- 1-866-666-0538
He said on Tue 1/13/2009 6:42 AM – To Be Continued.
Kelly, I am happy to see your ventures being fruitful. I might be a contact if I can see a networking connection. I have been doing Graphics (Mac) since 1996. I’m now learning web design css and what the W3C wants. Only time will tell but I like your idea of email marketing. Best Wishes and I look forward to your blogs on Facebook, Thank-you, Randy Roddam
Follow up not necc. (not yet anyway) I’m trying to use my creative ways to better sell myself. The company I work for allows me to make the sales and reap the benefits while making even more money by doing the layout as well. I’m about ready to try a new campaign. Talk at ya soon, RR