The key to obtaining new lawn care business accounts, is to always be prospecting for them. Always keep a pen and notebook in your car or truck to write down the address and business name of a property to call on. If there is a leasing sign out front, great! You can always call the leasing agent and ask for the person responsible for the Landscape Maintenance of the property. Most commercial building will have a sign with either the leasing agent or management company information on it. All it takes are a few phone calls to get to the decision maker who is in charge of the lawn care contracts. Remember, it's a numbers game. You never know when the landscape maintenance contract is going to come up for bid. Don't assume that bids always are renewed in the summer. You never know. you could call on a property in the middle of winter, and BAM! guess what? They are accepting bids because that building was finished being built in January of 1995 for example and they always renew bids in January. You just don't know until you ask, "When is your lawn care contract up for renewal?" If a property is up for bid 6 months away don't neglect that contact. Have a good contact management system and follow up with them. Send the manager a thank you note after your initial phone call. The power of a simple Thank You note with your business card in it is amazing. Only the top 1% of prospectors send thank you notes. You are a top one percenter aren't you? Remember, always be prospecting. |
