Can anyone share with me some ideas of how to go after entire real estate agencies, insurance companies and law offices? I would like to advertise to the entire office at each of these companies. I have tried sending direct mail to a few offices, but have never got anything out of it (I'm guessing it goes straight into the trash). Mail does not work..... so what does? Most of these offices have nice cars in the parking lot and one even has a little tent in the middle of the parking lot, with what looks like the owners car sitting under it.
Going after big business
- Thread starter mini1
- Start date
A personal sales pitch goes 100 times further than a piece of bulk mail.
Call them on the phone or catch them in their office. Make sure they are not busy and politely ask for a moment of their time and give them a pitch.
Just as an example...
In Minneapolis, I wrote down a list of the top 10 agents selling high-priced condos in the downtown high rises. My goal was to land my card/flyer in the 'move in' packet many real estate companies use when they close on a home/condo. The buildings were within the downtown area (my service area) that we offered a pickup/delivery service. I emailed five of them with my proposal telling them I would call them "Tuesday at 10am" to further discuss my services if they were interested.
Two emailed me back telling me to contact their corporate office (with contact info), one emailed me back telling me to call at 9am because it would be better for him, one set up a detail appointment for the end of the week so he could see the quality of my work (and didn't even ask for a discount), and the fifth waited for me to call and set up a detail appointment then. I ended up with three regular clients and my mini-flyer passed out to all the condos sold in the downtown area by those three agents with their personal recommendation to new condo-owners.
People are smart and don't like being sold to. Learn to open a conversation and present a benefit you can offer them with your services. If you approach them trying to sell them something, they are going to see right through it and turn you away faster Chris Johnson on an open field.
My last recommendation... take a marketing class. You can be the best detailer in the world, but if you don't know how to sell your service you are going to go out of business.
Call them on the phone or catch them in their office. Make sure they are not busy and politely ask for a moment of their time and give them a pitch.
Just as an example...
In Minneapolis, I wrote down a list of the top 10 agents selling high-priced condos in the downtown high rises. My goal was to land my card/flyer in the 'move in' packet many real estate companies use when they close on a home/condo. The buildings were within the downtown area (my service area) that we offered a pickup/delivery service. I emailed five of them with my proposal telling them I would call them "Tuesday at 10am" to further discuss my services if they were interested.
Two emailed me back telling me to contact their corporate office (with contact info), one emailed me back telling me to call at 9am because it would be better for him, one set up a detail appointment for the end of the week so he could see the quality of my work (and didn't even ask for a discount), and the fifth waited for me to call and set up a detail appointment then. I ended up with three regular clients and my mini-flyer passed out to all the condos sold in the downtown area by those three agents with their personal recommendation to new condo-owners.
People are smart and don't like being sold to. Learn to open a conversation and present a benefit you can offer them with your services. If you approach them trying to sell them something, they are going to see right through it and turn you away faster Chris Johnson on an open field.
My last recommendation... take a marketing class. You can be the best detailer in the world, but if you don't know how to sell your service you are going to go out of business.
Here's my take.
You mentioned law firms, insurance companies, and real estate agencies.
What these organizations have in common is that employees and agents in these companies usually lease their vehicles. Because of the nature of their occupations, workers in these industries lease their cars for tax purposes. Portion of vehicle lease payments are allowed to be used as expenses against taxable business income by workers in these industries.
While lessees generally like to keep their vehicles clean, but unlike car owners they rarely spend much money to keep their cars looking superb. That's not to say that all vehicle lessees do not spend premiums on car detailing. There are also oddities where salespersons, underwriters, real estate agents choose to buy their cars rather than leasing them.
I may be wrong, but that's just something I've observed in my financial career where I worked with people that never purchase vehicles.
Generally speaking, you should aim your services at car owners and enthusiasts that are willing to spend money on detailing services.
You mentioned law firms, insurance companies, and real estate agencies.
What these organizations have in common is that employees and agents in these companies usually lease their vehicles. Because of the nature of their occupations, workers in these industries lease their cars for tax purposes. Portion of vehicle lease payments are allowed to be used as expenses against taxable business income by workers in these industries.
While lessees generally like to keep their vehicles clean, but unlike car owners they rarely spend much money to keep their cars looking superb. That's not to say that all vehicle lessees do not spend premiums on car detailing. There are also oddities where salespersons, underwriters, real estate agents choose to buy their cars rather than leasing them.
I may be wrong, but that's just something I've observed in my financial career where I worked with people that never purchase vehicles.
Generally speaking, you should aim your services at car owners and enthusiasts that are willing to spend money on detailing services.
salty
Active member
If they can right off the cost is a bonus.
tssdetailing
New member
the_invisible said:
wow, really surprised you said that b/c I've found that real car enthusiasts would rather do it themselves and that when it comes time to return a leased vehicle-they need that sucker CLEAN so they don't get spanked at the dealer.
the_invisible said:
While it is true that a good majority do lease their cars..... many do not (simply because they drive way too many miles and would go over the lease term). That being said, I have had several customers who put several $100 into leased cars, especially at lease return time! They don't want to get burned by the dealer charging them to take out a clear coat scratch that I could easily take out for way less money. Real Estate agents almost always use my bill as a tax deduction, so that is a selling point.
What type of pitch should I come up with? Something aggressive, but not a give-away. I'm in this to make money not work for free.
I started looking at parking lots today, and most of these businesses appear to have non-leased cars in my area. Most appear to be last generation, which is not indicative of typical lessees who want the latest and greatest.
I started looking at parking lots today, and most of these businesses appear to have non-leased cars in my area. Most appear to be last generation, which is not indicative of typical lessees who want the latest and greatest.
Envious Eric
New member
offer and convey the CONVENIENCE of your services! every week on the spot, no waiting, etc. leases or not, people want a clean car...the issue is proving you are worth it to them!