Who Are My Potential Commercial Customers? Part 1
How to find commercial prospects in your market
by Wayne Tracy, Operations Manager
It’s very simple – any building that’s not a residential building is a potential commercial account! Even some residential properties are commercial accounts; apartments & condos are good examples. Sometimes the work will be there simply by asking for it. You need to develop a strategy for contacting the many types of commercial properties in your market and who you need to contact to be sure you are considered when commercial duct cleaning services are needed.
You have to have a balanced approach and not try to conquer the world in a week. Some jobs may develop very quickly, but a good commercial portfolio depends on building relationships with several different contractor types to be sure you are considered when the need for your services arises.
Many times it will not be the building owner that contacts you to provide your services. The following is a list of contractors you should contact and be sure they know about your company:
- Architects & Engineers
- General Contractors
- Mechanical Contractors & Engineers
- Property Managers
- HVAC Companies
- Restoration Companies
- Building Engineers
- Purchasing Managers
- Janitorial Contractors
- Real Estate Brokers
All of the above people are involved in building development, management, and services. They will often be called upon by the building owners to source duct cleaning services. It is important you maintain these relationships once you have built them with periodic contacts. These contacts can be personal visits, mail, e-mail, or any other means.
Many times on larger building projects (new construction or renovation) the duct cleaning project is not advertised or put out for bid. It will be written into the job specs for the above types of contractors. Most will not offer duct cleaning services and will have to sub-contract the work out. Be sure they know you exist and contact you to provide the duct cleaning service.
The following is a list of building types we have had the most success in providing our services to:
- Medical Facilities (hospitals, offices, nursing homes, etc)
- Government Facilities (Federal, County, State & Local)
- Casinos and Hotels
- Retail Outlets
- Colleges & Schools (we have seen a big increase in demand over the past few years)
As I stated earlier, any building that’s not a residential property can be a potential commercial customer. The above list is only a starting point of the most popular prospects in our market. You need to research your own market and develop your own prime potential customer.
Next month I’ll talk about ways to contact commercial customers and develop relationships with contractors.
If you have a subject area related to commercial duct cleaning you’d like to see covered; call or send me an e-mail and I’ll try to cover it in future issues of our newsletter. Until the next issue “HAPPY SELLING” and go chase those commercial accounts. That $5,000 or $10,000 job may be just around the corner.