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How do i get commercial contracts

Discussion in 'Business Operations' started by kolbslawncare, Nov 16, 2009.

  1. kolbslawncare

    kolbslawncare LawnSite Member
    Posts: 2

    I have been in business for four years. I have about 35 weekly residential customers, and am just not making enough money. Would really like to get into the larger commerical contracts. I have the equipment to handle about 10 arces, and have a plow truck with a salter. A few months ago, i got a web site and joined the BBB. I just really dont know how to market and bid these types of contracts. Can anyone please help me? Ant advise would be great!! THANK YOU!!!!
     
  2. LouisianaLawnboy

    LouisianaLawnboy LawnSite Silver Member
    Posts: 2,199

    Make a list of the commercial accounts that you want, and then right before spring go to each one and talk to someone.
     
  3. Two Seasons

    Two Seasons LawnSite Senior Member
    Posts: 791

    It takes seven "touches" to a potential customer to even get an inquiry about your services.

    Go now and talk to the accounts you have in mind, don't wait until Spring as all contracts will be signed by then.
     
  4. Justinp95

    Justinp95 LawnSite Member
    from ATX
    Posts: 11

    Seven touches?
     
  5. IN2MOWN

    IN2MOWN LawnSite Platinum Member
    Posts: 4,993

    If youre not making enough on residential then dont expect commercial to help that. Commerical is ALWAYS looking for the lowest price. They are not what they are cracked up to be.
     
  6. Two Seasons

    Two Seasons LawnSite Senior Member
    Posts: 791

    "Touches" refers to every time you visit, call, e-mail, mail, lit drop a prospective customer.

    The best way of course is to be a resource for that prospective customer. Like us, many managers only have so much time in one day to get alot done. I've sent landscaping articles, ordered lunch for them (with a note attached of course), bought a new hand pruner with holster for them, etc.

    People allow other people to work for them when they become comfortable with your attitude and your abilities to help them. Make others look good and you'll stay employed.

    Constant contact is very important because, when the time is right, you'll be the one that gets the nod! :)
     

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