Getting Commercial Accounts

[envirolandscape]

Any advice on how to successfully market to new commercial clients? Hand out flyers/business cards? Price the job and meet with perspective client and give them pricing? What do you find they are looking for?

[outrunjason]

I would like to know this also. I just run into a dead end everytime.

[John Zaprala]

I was asking this same question last year... my answer turns out to be networking.
There's a few ways of breaking into the commercial scene. Did you ever look in the classifieds? they actually ask people to bid on commercial jobs in the local papers for churches, schools, companies. A lot of these properties are owned or cared for by someone who doesn't ever touch foot on that property. Unless you have a good sales pitch it's gonna be hard to take an account without being a "low-baller."
I joined something called Le tip. Sounds stupid, but it's $135 a quarter, there's probably something like this wherever you live, and you'll make back that money in one job. What it is obviously a network of local business persons, BUT only one from each profession. So each week I get references from realtors, doctors, lawyers, who are also in this network. The deal is whenever one of my customers happen to mention they need a new lawyer or a roofer or whatever I refer the other ppl in my network.

[envirolandscape]

Thanks John, I hadn't considered either of those. I'll check them out:)

[outrunjason]

I was asking this same question last year... my answer turns out to be networking.
There's a few ways of breaking into the commercial scene. Did you ever look in the classifieds? they actually ask people to bid on commercial jobs in the local papers for churches, schools, companies. A lot of these properties are owned or cared for by someone who doesn't ever touch foot on that property. Unless you have a good sales pitch it's gonna be hard to take an account without being a "low-baller."
I joined something called Le tip. Sounds stupid, but it's $135 a quarter, there's probably something like this wherever you live, and you'll make back that money in one job. What it is obviously a network of local business persons, BUT only one from each profession. So each week I get references from realtors, doctors, lawyers, who are also in this network. The deal is whenever one of my customers happen to mention they need a new lawyer or a roofer or whatever I refer the other ppl in my network.


Good info. What a waste it is to walk in there and talk your self to deaf ear. The person at the desk half the time doesn't care, manager is not there, or they still have to have you call someone else who is not at that location. If you leave info it gets thrown away.

Here is my question now. I have a daycare account that is a good account. I really got it because my wife works there. It is a chain daycare and I would love to have others. I checked on some others but turns out the guy owns like 6 and they are all over the place. I don't even know if it would be worth it with them spread out so much. So, since I have one daycare account how do I market to the other daycares with the same name. EX: I mow lets say Childrens Tree House in Plano. I have been doing it for 2 years. But there are about 30 Children Tree Houses in the metroplex here. How do I get others since I have one?

Thanks, Jason

[lawnpro724]

The worst thing you can do is call or stop by a commercial account they are busy and don't like being bothered. I pick up 2-3 commercial accounts every year and sometimes more with direct mail. I send out a business packet to area businesses that includes: intro letter, company flyer, business card. the intro letter includes years in business, what we do and how are employees are trained, insurance info and so on. It works because they can read it over when they have time and call if they would like more information and they do. I have almost half of the businesses in are area that are worth mowing and I get alot of other work so I'm saying this from experience.

[kkls2006]

The worst thing you can do is call or stop by a commercial account they are busy and don't like being bothered. I pick up 2-3 commercial accounts every year and sometimes more with direct mail. I send out a business packet to area businesses that includes: intro letter, company flyer, business card. the intro letter includes years in business, what we do and how are employees are trained, insurance info and so on. It works because they can read it over when they have time and call if they would like more information and they do. I have almost half of the businesses in are area that are worth mowing and I get alot of other work so I'm saying this from experience.


This is what we do as well, Except sometimes I will Quote the basic services as well that way the business owner can see the pricing and make a decision at his/her leisure. This has worked very well for us, We only quote the stuff in our service area therefore we only get the stuff in our service area...

[MRMelton]

Could you post a copy of the intro letter and company flyer you use in your direct mail. I've done some direct mail with postcards focusing on residential with great success but would like to do some focusing on commercial.

Thanks

[jbailey52]

Yea.. why hasnt anyone posted one of these.. would prob be of great help to a lot of people

[mexiking]

yeah.... thatd be cool

[JGroverCU]

There are websites online that have new businesses that are being built in your area with leads to these jobs. Also, try stopping by the contractor trailer and hand them a card. I think most people will agree that networking will become your greates asset with commercial and residential accounts.

[jbailey52]

what website are you talking about?

[plg]

How about contacting Property managers.

[jbailey52]

nice first post.. I can see your going to be of great relevance

[Tim Wright]

I think it depends on what you classify as commercial. I have been quering apartment complexes and the managers will certainly talk to you.

I did find out one thing today though. One of the competition is charging $32.75 or less per man hour to stay competitive.

This appointment today has given me a little insight as to what is going on here in my area as far as commercial/apartment accounts are doing.

Tim

[MRMelton]

I sent out a letter to about 20 property mangagers a couple of years ago. One guy called me back. The bid on all of his properties was close to $100,00 annually. I didn't get it. I was pretty small at the time and I think he was afraid to turn over that much to me.

[envirolandscape]

Well, have you gotten any commercial accounts since then? If so, how did you get them? I have one 250 unit condo complex that I've been doing for two years, I actually got the account through a friend of a friend deal. The work has a good profit margin and is regular work that pays 12 months out of the year, I'm just looking for more of it now and don't want to screw up the approach!

[outrunjason]

Well, have you gotten any commercial accounts since then? If so, how did you get them? I have one 250 unit condo complex that I've been doing for two years, I actually got the account through a friend of a friend deal. The work has a good profit margin and is regular work that pays 12 months out of the year, I'm just looking for more of it now and don't want to screw up the approach!

I got my commercial account the same way you did pretty much. Only my wife works there. But they have a lot more around the area here and I would love to have more. I just have no idea how to get them.

[mike33087]

some of you have said to contact the property manager at said condo association.... without pestering anyone how do you find out this managers info and best way to get in contact with them. my town is loaded with small condo associations and town houses, those are what i am trying to specificly target this year, but i am unable to find the best way to get in touch with these asssociations or managers.... i mean their numbers arent exactly in the phone book.

[MRMelton]

In most towns strip malls, shopping centers, and apartment buildings are managed my real estate management companines. I went to yellowpages.com and got about 20 names and addresses. That's how I got to bid on them jobs. I just sent out about 25 letters today. Hopefully I'll get some oppurtunities.

[bladelawn]

Just go through the phone book and cold call and ask if they are accepting bids. If they are, usually you can fax those in to them after looking at the property. A nice cover letter and quick summary of your business to go along with it and youre golden. I have examples if you want me to post...

[outrunjason]

Just go through the phone book and cold call and ask if they are accepting bids. If they are, usually you can fax those in to them after looking at the property. A nice cover letter and quick summary of your business to go along with it and youre golden. I have examples if you want me to post...

Oh please post. I would love to see what it looks like. I have no idea and my grammar is not the best.

[bladelawn]

on second thought, i might not post the actual documents, but here are some tips.
1. Give a detailed introduction to your company and list advantages to choosing you
2. List all your services with short descriptions
3. Finish it off by going into a little more depth about services and what you are willing to do
4. Always give your information.

[JGroverCU]

Try going to the website bidclerk.com and see if there is any construction in your area. If there is, that will give you some ideas of new construction of commercial and residential structures going up in the area. When you see where they are, stop by and work your magic. The site is for construction, but it will work for landscapers as well. All new construction will be looking for installs.

[4 Seasons]

Here in my area there are chamber of commerces for every town. Joining one of them and networking couldnt hurt.

[mexiking]

on second thought, i might not post the actual documents, but here are some tips.
1. Give a detailed introduction to your company and list advantages to choosing you
2. List all your services with short descriptions
3. Finish it off by going into a little more depth about services and what you are willing to do
4. Always give your information.

come on just post em :)