How a Landscaper Can Get Past The Gatekeeper to Speak to The Decision Maker

Discussion in 'Business Operations' started by Sean Adams, Jan 15, 2014.

  1. Sean Adams

    Sean Adams LawnSite Gold Member
    Messages: 3,597

    Secretaries, receptionists, assistants – they actually have a lot of responsibility – one of them is to make sure that their boss does not have his/her time wasted on the phone by people trying to pitch them something.

    If you own a lawn care and landscaping business, you will often have to deal with these “gatekeepers” in order to even be considered for a commercial contract. You must get to the decision maker – the person who ultimately has the authority to hire you and pay you.

    So how can you do this?
  2. whiffyspark

    whiffyspark LawnSite Fanatic
    Messages: 6,575

    How does this apply to commercial buildings that use property management companies
  3. Sean Adams

    Sean Adams LawnSite Gold Member
    Messages: 3,597

    Not much different really. Property management companies have receptionists and secretaries just like self-managed properties have. In the end, it is still their job to keep as many people at bay as possible....unless they have a legitimate, beneficial reason to forward them on to a decision maker.

    Property management companies also often hold the key to multiple properties and once you are in, the opportunity increases many times over.

    It is still a matter of developing a relationship.
  4. SRT8

    SRT8 LawnSite Bronze Member
    from CA
    Messages: 1,318

    Almost in the exact same way. Find out what Portfolio Manager has that property and get in contact with Him/her.

    If its a busniess park , walk into a business and ask for the manager. They should have the contact info for the Portfolio Manager. Its in a way easier to gather their info because the store manager wont really care about releasing that info.

    Once in contact with them just sweet talk your way into sending over an estimate.

    ****dont get your hopes up if they say yes to accepting a bid. They will sometimes just say yes to get you out of their hair. If they say no ask when they will be accepting bids and if its possible to get onto their vendors list. GETTING ONTO THE VENDORS LIST IS KEY!!! because other portfolio managers from the same company will see you on the list and may contact for future bid meetings.

    Also, if you have not worked for this management company before dont try and bid on their big pretty sites. They dont know you and most likely wont give them to you. Research the management company and ask to bid a smaller site so they can try you out.

    Those are some strategies we use and they seem to work great.
    Posted via Mobile Device
  5. LawnGuy110

    LawnGuy110 LawnSite Bronze Member
    Messages: 1,105

    I'm pretty sure what Sean REALLY means is how to get past the husband to talk to the wife about lawn care:laugh:
  6. TPendagast

    TPendagast LawnSite Fanatic
    Messages: 11,122

    To get past the gatekeeper one needs the key master to speak to ZHUL!
  7. JCLawn and more

    JCLawn and more LawnSite Fanatic
    from MI
    Messages: 5,281

    Not telling you are with a company and asking to talk to specific names or asking for the person who physically manages the grounds because you have a question regarding the property is one way. If they ask questions say its confidential.
    Posted via Mobile Device
  8. Trees Too

    Trees Too LawnSite Gold Member
    Messages: 3,912

    This is just as much an issue with RESIDENTIAL cold calling of prospects via telemarketing and/or door-to-door.

    You're dealing with households. So its about getting past the "no" spouse :nono: to talk to the "yes" spouse.:)
  9. CreativeLawncareSolutions

    CreativeLawncareSolutions LawnSite Silver Member
    Messages: 2,017

    Not being such a wuss is always a good start.
  10. snomaha

    snomaha LawnSite Bronze Member
    from midwest
    Messages: 1,269

    Have had two salespeople today walk into the office and ask for the owner or GM - both were turned away from our office staff. The front door to our office has a "do not solicit" sign and it doesn't seem to deter?

    For me - the unscheduled pop in pisses me off. Total disregard for others time.

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