Randy Smith
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- Joined
- Jul 28, 2015
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Hello,
I own a cleaning company. I want to reach apartment managers to do their move out cleanings.
I need some advice on "selling."
I visited the properties and gave a packet of information to the leasing agents (the apartment sales reps/gate keepers.)
I'm trying to start off by determining if I am even a salesman. I have never done B2B before. Do you need to sell to apartments, or do they basically get the vendor pricing information and choose the lowest one?
I would assume they pick one of the cleaners towards the lowest 25th percentile in price, try them out, and keep using him if good, or pick a more expensive one if they aren't good.
The sales managers don't want to be talked to...of course. I could try to bust in and talk to them, but I was reading "how i raised myself from failure to success in selling", and Frank suggests making the gamekeepers your friends. He says you should focus on getting appointments.
What advice do you have for me?
Here are a few ideas I have...
Offer discounts/free first time cleanings for the next week (I don't like discounts.)
Create lots of marketing materials (like flyers,) show up every week, and keep asking for an appointment with property managers
Keep trying to bust in, pretend I am looking to rent an apartment, force my way into the property manager's office, do a quick presentation, and give my info (I'm assuming this won't work)
Keep sending emails/calling to set up a 2 minute meeting with the apartment manager
The other question I have is should I create a pitch, or ask likes of questions...or both? Do you like the idea of having a pitch? How do I encourage the other person to talk, but give the impression that I am confident and in control?
Thanks!
Randy
I own a cleaning company. I want to reach apartment managers to do their move out cleanings.
I need some advice on "selling."
I visited the properties and gave a packet of information to the leasing agents (the apartment sales reps/gate keepers.)
I'm trying to start off by determining if I am even a salesman. I have never done B2B before. Do you need to sell to apartments, or do they basically get the vendor pricing information and choose the lowest one?
I would assume they pick one of the cleaners towards the lowest 25th percentile in price, try them out, and keep using him if good, or pick a more expensive one if they aren't good.
The sales managers don't want to be talked to...of course. I could try to bust in and talk to them, but I was reading "how i raised myself from failure to success in selling", and Frank suggests making the gamekeepers your friends. He says you should focus on getting appointments.
What advice do you have for me?
Here are a few ideas I have...
Offer discounts/free first time cleanings for the next week (I don't like discounts.)
Create lots of marketing materials (like flyers,) show up every week, and keep asking for an appointment with property managers
Keep trying to bust in, pretend I am looking to rent an apartment, force my way into the property manager's office, do a quick presentation, and give my info (I'm assuming this won't work)
Keep sending emails/calling to set up a 2 minute meeting with the apartment manager
The other question I have is should I create a pitch, or ask likes of questions...or both? Do you like the idea of having a pitch? How do I encourage the other person to talk, but give the impression that I am confident and in control?
Thanks!
Randy
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