Commercial Duct Cleaning, Who Are The Customers?

Wayne's Wisdom

by: Wayne Tracy

One question I’m frequently asked is “How do I get commercial duct cleaning jobs?”  The following is a summary of what needs to be done to be successful in developing commercial work.

IDENTIFY POTENTIAL CUSTOMERS
Potential customers are not only building owners and managers, but other contractors providing services to commercial buildings.  The following is a list of contractors to contact so they can refer work to you or you can provide services for them as a sub-contractor.

  1. HVAC Contractors
  2. Property Management Companies
  3. Real Estate Brokers
  4. Janitorial Companies
  5. Restoration Companies (Water, fire & other disaster clean-up companies)
  6. Architects & Engineers
  7. Construction Companies
  8. Industrial Hygienists, Mold Testing Companies, & Air Quality Testing Companies
  9. Business Consulting & Management Companies

The following is a list of business types that potentially will need air duct cleaning services.

  1. Hospitals, Medical Offices, Emergency Centers, etc.
  2. Office Buildings
  3. Retail Establishments
  4. Banks
  5. Laundry Centers
  6. Manufacturing Facilities
  7. Restaurants
  8. Virtually any building that has ducting

CONTACT YOUR POTENTIAL CUSTOMERS
The next step is to come up with a plan to contact these customers.  Listed below are some options.

  1. Purchase e-mail and postal addresses for reaching each group of contractors or business types you want to start contacting.
  2. Create a form letter or e-mail to send to each group.  Make sure the letter or e-mail addresses that group and potential concerns that each individual group may have as it relates to their needs.
  3. Purchase a list of phone numbers for each group.  I would not recommend you do a telemarketing campaign, but use the list to contact members of each group to set up appointments to personally visit each one individually.
  4. Network – Use existing contacts to help you make contacts with people they may know in these groups.  Most communities have networking groups where business people meet on a regular basis to share ideas and contacts.
  5. Being an active member in your local Chamber of Commerce, community service groups (Rotary Club, Lions Club, etc.) can also help you meet business people, as well as serve your community.
  6. Advertising can help you get your message out to the business community, especially in local trade publications.

Regardless of what means you use to contact potential customers, you cannot simply send a letter and expect to get a job from it.  You must follow-up on each and every contact you attempt with a phone call and personal visit to that company.  This will take some effort on your part, so don’t attempt to contact every business type in one attempt.  Keep the numbers manageable based on your available time.

Once you initiate contact or even meet with a potential customer you must have a follow-up system.  You’ll want to have some type of communication with each potential customer three or four times per year.  This does not have to be a one on one meeting, but simply a phone call, letter, e-mail, etc.  The more you put your company name in front of each contact, the more apt they will be to remember your company when there is a need for your services.

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