Contacting clients into letter or cold calling?

Question

I have a small cleaning business, I was thinking should I
1: Call the office of the building manager & ask the gate keeper for the building manager's name and then mail out a Intro letter? or

2:Try to bypass the gate keeper and hopefully reach the manager and try to set up a meeting inorder to get that account? or both.

In this business the building manager is the one who i need to be in touch with. Any other tips you guy's think might work? thanks for any help Dray M.

Answer 1

Cold calling is an art. It is proper to not arrive unannounced. The gate keeper is responsible for the time of the manager. The best approach in my opinion is to write a letter and then phone to make an appointment. Making an appointment assures the manager that his/her time is not wasted and neither is yours. You may get in to see the manager in a cold call situation but may find yourself cooling your heels waiting and a busy manager when you are able to present your service.
When phoning always ask for a minimal time for an appointment. If the manager likes you and your service you will get more time.

Answer 2

I too have a small cleaning service as well as the fact that I have been in sales and sales management for over 23 years. Here is my take on this.

Cold Calling Is A Waste Of Time. To understand this, cold calling to try to get to speak with the office manager, a person you no nothing about, is a dead end. Calling to get "information" with the gate keeper is much better. You want to know who you need to contact, what is their position, and what does that company do.

You need to ask the gate keeper questions to learn all you can about their business without giving her or him too much information. All they need to know is you want to send some business information to the office manager.

When you get this information, write a very pointed letter to the person explaining why they need your service. Do not go into great detail of how you work rather tell them they need you because you know they are tired of all the dust and uncleaned areas (pointing out some) and you can reslove this situation.

One very important thing you need to state is that you will call on a certain date and time to discuss further. Be sure to include your contact info too, (I'm sure you know this).

Then call when you say you will. Always, I mean always ask for the order (AAFTO).

Hope this helps. Check out this blog and you may find some help their too.

Answer 3

I like the idea of doing both. I am in a "sales" business. We send out letters, outlining what we can do, and at the end state, "I will be calling you in a few days to make an appointment with you." That way, it is not a total surprise and imposition. We then, call the business in a few days, and ask for the manager or the person in charge of legal issues (our business)...for you, ask for the person in charge of hiring for the building. Quickly as for 10 minutes of the persons time to talk in person...and Good luck!