Have you had difficulties landing commercial snow plowing accounts? It can be difficult to break through a companies layer of insulation before you get to the person in charge of making such decisions. Persistance seems to be a big part of the key to success. Let’s look into this discussion that took place on the Gopher Lawn Care Business Forum. A new member wrote “landing a large commercial account is not the easiest thing to do but once you have them you can keep them for a very long time provided you are doing a professional job. And the amount of money you can generate for your company is great.
I landed a few medium size commercial snow plow accounts for this winter and have some good leads on summer work. I will be pushing for residential lawn care very heavily at the beginning of next year. My feeling is that my company WILL be successful in both residential and commercial accounts.”
How do you feel you were able to land your initial snow plow accounts? Did you happen to know the decision makers or are did it come down to just being good at sales? Do you have any advice for others looking to land commercial snow plow accounts in their area? I am sure others would appreciate any insight you have.
“Landing the commercial accounts last year was just luck I guess. I am sure it had a lot to do with my approach and attitude for wanting to do the work. I did not know any of the decision makers when I first made contact. You need to spend a great deal of time to find who is really in charge. Sometimes I will spend hours making phone calls just to try and get some contact information and that is just the start or trying to land a commercial account. I have one here in the area that I have been working on for two years now and have not landed any business so far. I will keep trying however because I want the account.
As far as advice for landing commercial snow plowing accounts I would recommend that you try and find someone who knows someone connected with the facility you are trying to land. These guys and gals get so many phone calls for services that if they donâ€™t know you chances are you will not get to first base with them. I find that having a referral is the best way to make contact. It gets your foot in the door and then the rest is up to you. Depending on the type of commercial account it is you might need to be available 24/7 during the winter months. There is a lot of prep work and a lot of behind the scene work that you need to do in order to perform a professional job.
This year has been very tough to break into commercial accounts. I had two large accounts that I have been working on for the past two years and I got the impression that I was in for this year. I got this feeling from conversations that I was having with the persons in charge. I spent three weeks trying to get a detailed quote together for one of them. They wanted the service quoted several different ways. Turned out that both told me they were staying with their current company. My felling is that with the economy as bad as it is this year you have people trying to land accounts just to try to survive. Most are under bidding and I would guess that most will fall flat on their face when the time comes to service the accounts. You can not do a large account with a small pickup truck and a 7 foot plow. One other piece of advice is that when I look at a possible account I try and decide how much I want to profit on the account before I put a bid together and stick by my guns. I will not take an account for little profit just to get the account.”