Any suggestions on how to improve my calls?

I offer window tinting services to residential customers... mainly. Every now and then commercial projects come up, but I don't actively go after them. (Another issue all together)

One of the things I am trying to do for '08 is to partner up with more interior decorators. There are two that I currently work with and has worked out well over the past few years. Generally their clients use me due to the referral they get from their decorator.

When I first started my business I went through a list of decorators that I got from the yellowpages, and basically I would call one up and ask if their clients ever have the need to get their windows tinted, and if so, are they currently working with any window tinters to provide that service.

I'd get some that said yes, they have a need, and they would ask to have some info sent to them. I'd have others that already worked with companies, and many just said no their clients never asked about it.

So after reading this forum, as well as talking with other shop owners, I got to thinking that my approach wasn't good...

Currently, my plan is to make the call, and ask them something like would they be interested in adding additional income of their services by offering window tinting to their clients.

Or something along those lines.

Years ago I was working at a ski shop and one of the managers had Brain Tracy's audio tapes and I borrowed them to see if I could use anything he suggested at that job. And one of the things he says on the tapes is information is to be left, not sent. And when you send something in the mail they just throw it away... and it's a waste of time.

Of course, what did I do when someone asked me to send them info? I said sure and sent it away. Hahahhaha.

So I don't think I wanna do that anymore if I can help it.

Any suggestions on how I can approach decorators when I contact them on the phone for the first time??

Thanks!!

Ianto

Quote:

Originally Posted by Ianto Jones

I offer window tinting services to residential customers... mainly. Every now and then commercial projects come up, but I don't actively go after them. (Another issue all together)

One of the things I am trying to do for '08 is to partner up with more interior decorators. There are two that I currently work with and has worked out well over the past few years. Generally their clients use me due to the referral they get from their decorator.

When I first started my business I went through a list of decorators that I got from the yellowpages, and basically I would call one up and ask if their clients ever have the need to get their windows tinted, and if so, are they currently working with any window tinters to provide that service.

I'd get some that said yes, they have a need, and they would ask to have some info sent to them. I'd have others that already worked with companies, and many just said no their clients never asked about it.

So after reading this forum, as well as talking with other shop owners, I got to thinking that my approach wasn't good...

Currently, my plan is to make the call, and ask them something like would they be interested in adding additional income of their services by offering window tinting to their clients.

Or something along those lines.

Years ago I was working at a ski shop and one of the managers had Brain Tracy's audio tapes and I borrowed them to see if I could use anything he suggested at that job. And one of the things he says on the tapes is information is to be left, not sent. And when you send something in the mail they just throw it away... and it's a waste of time.

Of course, what did I do when someone asked me to send them info? I said sure and sent it away. Hahahhaha.

So I don't think I wanna do that anymore if I can help it.

Any suggestions on how I can approach decorators when I contact them on the phone for the first time??

Thanks!!

Ianto

First of all you need to have top placement in all your markets in the search engines for key words that apply to your business...do nothing else until you have that!! Then if you are going to mail anything you must use only Jumbo Post Cards 6"x9" with a precise call to action (discount by this date, free estimate, 1 free window with 3 done, etc.). You use post cards b/c you know they are going to get thrown away but at least they read what you have to say before filed in the trash. You need a really professional Door Hanger with a call to action that resembles the post cards and you go door to door or you pay some kid $30 bucks to do the entire neighborhood. These are just a few ideas that have worked wonders in other industries but are essential in your business.

I do all those as well. I send out the jumbo postcards... then do a round of door hangers... then cards again. Rinse & repeat.

I just know having contacts with power partners helps.. if for no other reason, those leads are warm/hot and easier to close.

So you are actively doing internet marketing to place yourself at the top of the search engines??

Quote:

Originally Posted by rwilfong

First of all you need to have top placement in all your markets in the search engines for key words that apply to your business...do nothing else until you have that!!

This is something that I personally couldn't support. In my opinion top placement is ideal for many businesses but not all.

Quote:

Originally Posted by Ianto Jones

I just know having contacts with power partners helps.. if for no other reason, those leads are warm/hot and easier to close.

I think you're on the right track with this.

Quote:

Originally Posted by rwilfong

So you are actively doing internet marketing to place yourself at the top of the search engines??

Sorry... no, that is one that I haven't been working on. I was using Google adwords last summer... and I might again this year, but I'm not sure. I didn't get many calls due to my website. (I ask every call how they heard of me so I can track what works and what doesn't)

Hello Ianto,
There are a few things I could suggest:

1. Are you paying attention to your demeaor before each call? How you sound or come across in the cold call? It is important that you don't sound overly entergetic or change the tone of your voice in any way this will only cause the prospect/client to become defensive or stereo-type you.

2. I see that you are not using a traditional script and instead asking questions which is good. However you must continue this throughout the call. Don't push the answers out of the prospects this will create too much pressure. They will fold. Simply be sure you give them enough time to answer and keep two-way conversation going.

3. Do not re-initiate the conversation wait for them to do it. This will show them you are not like the other sales people you are considering their feelings.

For more tips you can visit:
Free Cold Calling Tips

This will aid you in more helpful ideas for your cold calling experiences.

Good Luck!
Smiles,

Thanks for the suggestions. I try to sound as conversational (ie. not reading a script) and friendly as possible.

I think the biggest mistake I made last time was coming across with what they can do for me, rather then what I can do for them.

This week has been rather busy, so I haven't had the chance to make any calls, but I have set aside two days next week to work down my list of places to call.

Another possibility is to leverage your customer base. When your customer is pleased with your work, you would leave behind referral cards for them to give out to the friends. They will probably be discussing your work anyway.
In some cases, a bonus to the customer is made if their friend signs an order.

I don't leave referral cards - just my normal business cards and I ask them to pass them out to anyone who might be interested.

Is that what you mean you making up a postcard size card type thing?

Any suggestions on how to improve my calls?

Cold Calling Forum