Wednesday, 24 August 2011
Bradley Associates Madrid: http://bradleyassociatesdecisionaliferguson.blogsp...
Bradley Associates Madrid: http://bradleyassociatesdecisionaliferguson.blogsp...: The original poster on this contractortalk .com thread posts a useful question. The response from another contractor surprised me. Folks...
http://bradleyassociatesdecisionaliferguson.blogspot.com/
The original poster on this contractortalk.com thread posts a useful question. The response from another contractor surprised me.
Folks, I've been struggling to get things going for 2-3 years now. My past experience has shown the contractors I've worked for had work coming in from architects and designers. I have hung on to S.M. (Service Magic) lead service for the 1 or 2 real jobs I land and the dozen or so tire-kickers and bad leads I process monthly.While I approach all of them honestly, I can smell the bad leads for the 1st sentence of the e-mail. My feeling is simple: There has to be a better way!I have mailed flyers and cards to 150 architects listed within 20 miles of my area. Now if you allow for 15 per cent bad addresses, 25 per cent for commercial and maybe 15 per cent for firms that aren't looking for additional contractors to work with, that still leaves 45 per cent that I should have some chance to look at their work.Anyone with thoughts or suggestions on methods to get these firms attention? I'm
looking for jobs that are in the $25k to $250k arena. Yeah, its a crowded field but until we get a little more foundation (ehm), I don't feel too comfortable (yet) with the liabilities involved in $ 1mil+. work.
Bradley Associates Madrid: Bradley Associates: The Guerrilla Consultant
Bradley Associates Madrid: Bradley Associates: The Guerrilla Consultant: Cold Calling: Lower Head, Ram Wall and Repeat The letter or email hits your inbox with an offer of service, and the concluding sentence t...
Bradley Associates: The Guerrilla Consultant
Cold Calling: Lower Head, Ram Wall and Repeat
The letter or email hits your inbox with an offer of service, and the concluding sentence that says this person you don’t know is going to call next week to discuss these important matters with you.
Please don’t, ok?
The cold call is older than fictional salesman Willy Loman—and less effective, particularly for consultants. A cold call campaign is founded on the one-two punch theory of sales. First, you send out a stack of “enticing” letters to people you don’t know, and second, you call them and solicit their business.
The underlying logic of the campaign is that having a large number of targets will work in your favor. You know that most of your calls will result in failure, but you hope a small percentage of those you contact will agree to meet with you. And from that group, some small percentage will want to discuss a proposal, and a smaller percentage may hire you.
The letter or email hits your inbox with an offer of service, and the concluding sentence that says this person you don’t know is going to call next week to discuss these important matters with you.
Please don’t, ok?
The cold call is older than fictional salesman Willy Loman—and less effective, particularly for consultants. A cold call campaign is founded on the one-two punch theory of sales. First, you send out a stack of “enticing” letters to people you don’t know, and second, you call them and solicit their business.
The underlying logic of the campaign is that having a large number of targets will work in your favor. You know that most of your calls will result in failure, but you hope a small percentage of those you contact will agree to meet with you. And from that group, some small percentage will want to discuss a proposal, and a smaller percentage may hire you.
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