Hey, everyone! How has your 2025 been?
I need some advice because I am kinda stuck. Thank you in advance!
So we are a small rope access company from Israel. I started my entrepreneurial journey after reading "The Millionaire Fastlane " about 2.5 years ago and landed in rope access at around 1.5 years ago. Since than we were working under "umbrella" companies which possess all the needed insurances and licences to obtain complex projects and then hand them to small independent teams like ours. We were working this way, building reputation, assets, and needed prerequisites to become truly independent. And here it is - by the end of January, we will be able to work like "big boys" ourselves. I have a team of competent workers and enough equipment to start. Clients, who have seen us, love what and how we do. The future is bright! Exciting!
But one thing stands in the way. Sales.
Throughout my 2.5-year journey, I`ve had some sporadic sales experience, mostly successful, so I am quite confident that I can succeed. However, I have no formal training and, frankly, little expertise. So I got into books, swallowed and wrote down bullets from "How to make friends and influence people" and "SPIN sales". And I crave practice.
The problem is that I know what client we want to cater to (big construction companies), but those are very few, like less than a hundred across all of Israel. Even one of those will set us for the entirety of what I perceive as our third stage of business-life. But training on those people seems dangerous and redundant. So, I am torn between three variants:
1. Private clients
Pros:
Cons:
2. Maintenance companies
Pros:
Cons:
3. Our GOAT-clients - construction managers
Pros:
Cons:
What would you do in this situation? I am confident I will eventually land a GOAT client or two on any route, but it is so scary to just jump head-first without some axe-sharpening in the testing woods
I need some advice because I am kinda stuck. Thank you in advance!
So we are a small rope access company from Israel. I started my entrepreneurial journey after reading "The Millionaire Fastlane " about 2.5 years ago and landed in rope access at around 1.5 years ago. Since than we were working under "umbrella" companies which possess all the needed insurances and licences to obtain complex projects and then hand them to small independent teams like ours. We were working this way, building reputation, assets, and needed prerequisites to become truly independent. And here it is - by the end of January, we will be able to work like "big boys" ourselves. I have a team of competent workers and enough equipment to start. Clients, who have seen us, love what and how we do. The future is bright! Exciting!
But one thing stands in the way. Sales.
Throughout my 2.5-year journey, I`ve had some sporadic sales experience, mostly successful, so I am quite confident that I can succeed. However, I have no formal training and, frankly, little expertise. So I got into books, swallowed and wrote down bullets from "How to make friends and influence people" and "SPIN sales". And I crave practice.
The problem is that I know what client we want to cater to (big construction companies), but those are very few, like less than a hundred across all of Israel. Even one of those will set us for the entirety of what I perceive as our third stage of business-life. But training on those people seems dangerous and redundant. So, I am torn between three variants:
1. Private clients
Pros:
- Lots of cash per order (highest earning potential per worker per day of work)
- Huge amount in the country, from any background and demographic
- Can`t really go "cold outreach" for them. Facebook ads, local group advertising, and paper ads on doors are the way here
- No real negotiations. They come to us with a problem, so usually it is just a matter of price. Although I can perceive, how I can use the SPIN framework to make their problem more painful with I-questions and our solution more tasty with N-statements, but training here is limited in quality, although unlimited in quantity
- Almost every small group in this niche is working with this demographic, as it is perceived as easy and always available. Lots of competition
- No future. All those clients are one-time deal
2. Maintenance companies
Pros:
- Lots of them. Not millions, but at least thousands in the country
- The selling process more closely resembles that of my final GOAT clients on this stage - cold outreach, in-person sales, etc
- Potential for a long-term relationship
Cons:
- Most of them won`t have stable jobs for us. More likely, each successful "sale" will be them having our number and calling us in case of some emergency
- Those people usually do not have lots of money. Their market is deep in price-war territory, and they are "enjoying" very tight margins. Although for some emergency they have an option of obtaining additional money for the tenants they serve to.
3. Our GOAT-clients - construction managers
Pros:
- Proper "prospect development" - I expect several months of negotiations with each client
- High tickets and constant work. Work schedules per worker might stretch years with these guys
Cons:
- Not a lot of them. I think, around 30-40 in our serviceable area, and around 200 around the country. So a fail in sales is equal to a loss of 2-3% of serviceable market
What would you do in this situation? I am confident I will eventually land a GOAT client or two on any route, but it is so scary to just jump head-first without some axe-sharpening in the testing woods
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