We got a call last week from a company that just purchased a large hotel in our area. They wanted a bid on a one time clean up of the grounds as the previous owner had negelected them somewhat. Well we do not do one time clean ups but have sold numerous year round contracts from this type of call. I meet with the CEO this past Monday to go over what he wants done. Usual stuff...prune/remove dead material/weed/etc... Today I sent him the bid for the clean up. I also included a bid for year round maintenance even though he did not ask for one and did not seem interested in one at the time of our meeting. I pointed out the numerous advantages to having us do his work year round such as the hotel not having to store or maintain equipment, license requirements for pesticides and their storage, liability if one of his per hour summer employees causes and injury or damage to a guests property. I put the package together plus a contract for him to sign and faxed it to his office. My phone rang several minutes later. The CEO said "I had several companies by here this week. You were the one with the uniforms and trucks with logos weren't you?". I said yes I was. He said "Great! When can you start the work? I am faxing the signed yearly contract back to you now." Just thought I would pass this along. Sell yourself and the contracts will take care of themselves.