Struggling to get my first customer

Hey guys, so as some of you know, I went out canvassing for customers for the first time about two weeks ago. I went into about 20-25 stores talked to the managers and took there cards. About a week ago I went out canvassing again I went to about 10 more stores. One of which I thought I had on the hook as they said they didn’t care for there current guy and he was very expensive and when they asked for a quote I was $10 cheaper. So after a about a week I called and did a follow up with all the stores I stoped into. All have said they eaither aren’t interested,they do it in-house,or already have a company (fish usually) so after all that i got one call and gave out two quotes and didn’t get eaither job. Now I know i only went out two times and I’m trying not to get down about it but I’m a little bummed I was really hoping to get calls / do some work. How long did it take you to get your first job? How many people did you need to talk to?

It will take about a month, and about 30-40 stores to get 1 customer…It takes persistence. I used to do a couple low balls just to get started in an area with a bunch of stores, so they will see me…and when I finally got the second job it was at regular price.

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Hey Man, keep going at it! dont let a few no’s beat you up. Keep plugging away!!

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Another thing to remember is that you never know when someone is going to pick up your card and give you a call. Sometimes it’s the ones you completely write off that surprise you. I just recently did a house for someone who took my card 7 years ago. Hopefully you don’t have to wait that long lol

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Sounds like your making progress. Keep at it!

Are you able to do any EDDM? I know it cost $$ but I’ve honestly seen resultes from sending out 500. Though, I would recommend 1000 at least.

Try to mix residentials and offices in with the store fronts. Store fronts are so hard to land sometimes. They usually don’t want to pay much. You have to word in such a way that can see the benefits of their customers noticing that they have clean windows.

Residential pays way-way-way better, unless you can string together a lucrative route.

About 1-2% sales rate. So 100 people for every job. That is reality.

Always, no matter what they say, leave a card with a price written on it. “Well, if you change your mind, here is my card…”

Mom n Pops will be easier to get but chains are where rapid growth happens, just harder to get. But attack them the same way. All it takes is one helpful GM and off you go.

Every other week or every week is what you want them to be right now for you. That is what gets the cash flowing regularly.

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I do have money saved up that I was going to use for EDDM. However I wanted to get my feet wet in the store front side of the business rather than residential to help build confidence and just get my feet wet. As store fronts seem less changelling and more forgiving than a house. Than I planned on doing EDDM and moving to residential.Also right now I’m working out of a car so I don’t have anyway to transport an extension ladder, I plan on buying a stackable ladder soon. Should i skip the store fronts and go resi?

I’m trying not to get down I’m trying to remember I’ve only been out a few times and it will happen etc it just sucks when you excited and hoping for a call and don’t get one.

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Bubble Guy how do you go about getting chains/ franchises? I’m guessing usually the people who make decisions aren’t local ?

Do them the same as any strorefront. Go in person, ask for manager, give price. Every other week is your sweet spot. If they ask for once a month, be sure to increase your price a little. If they ask for once a week, keep your price the same.

Ask for District Manager’s contact info since they usually are the decision makers and are actually local and hands on.

It isn’t easy. You have to be patient and just blitz like crazy. I did a lot of canvassing in the beginning, even leaving cards with prices in doors if they werent open.

Make sure you love your business cards. A little gloss, a little flair, a little something, goes a long way.

Some days you dont feel like talking to people, so get out there early and leave them in doors.

It helps to think about it in terms of relationship building rather than just landing sales. People buy from those who they feel they trust. Sometimes trust is hard to establish on the very first call. Think of it like dating a woman. She is usually going to be more conservative on the first date (clearly there are acceptions to that but a general rule it’s true).

I’m not saying don’t try and land a sale, but rather don’t make it just about the sale. It can come across as desperate and unatactive. Instead make it more about getting to know the neighborhood and the people in it in hopes to earn and keep their business over the long term. Your wanting to establish yourself in the area over time and continue to serve the neighborhood for years to come.

Approaching it from this perspective doesn’t create that akward and disappointing atmosphere when they say no. Since your going to be served ng the nighborhood for the long term and your here to serve them your still here for them even though their not ready to purchase from you right now. This gives you an opportunity to build a relationship so that if and when they do need someone your the first one they think of.

This approach also allows you to talk to them like a friend or aquaintances instead of a sale. When they feel like a sale their going to he guarded with you. When they feel like your there for them and they feel like an aquaintance or even a freind, they will tend to be more open and honest with you. Then, even if it’s a no, it’s not just a no it’s a not right now, or I can’t afford it, or we have someone but they may not work out so check back in a few weeks etc.

When they say no talk to them and ask for feed back on your bid. Ask them what their looking for in a service and ask how much they pay now etc. Try to get info so you don’t have to guess why they said no. If they have someone ask about the company. For example if they say Fish say, “Yah I’ve heard about them. They have a few customers in the area. How long have they been working the area?” Or “how long have you been using them”. “Have you had any other companies come through the area?” Try to spread the question out among the customers so your not bombarding one person with a bunch of questions. This way over several customers you can glean a good among nt of info that might help you adjust your offer.

Also take notes on the area and on each business. You will want to check back every so often. It’s part of building that relationship and showing that your not just a fly by night, but your here to stay. They start to see you as part of the local community and eventually see you as a trust d member that they want to purchase from. It’s good to have notes to refer back to. Building a route takes time and building relationships over time. You start by getting one or two jobs in a neighborhood and slowly adding more and more over time when other guys give up or mess up.

Anyways I hope that helps. Just be diligent and positive. Also don’t hesitate to do residential. You don’t need a ladder. Door knocking or flyer some one story homes.all you need is a cheap step ladder. Offer some discounts or insentives to try you out. The 4 keys to success with residential is accessing the is windows, scrubbing the glass thuroughly, detailing the window, and giving great service (show up on time and taking care of their needs and concerns). If you focus on those four things residential is a sinch.

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I have this building downtown were I started with one business. I did his for a couple cleans until his neighbor caught me when I was cleaning outside and said there was a guy who use to come buy all the time and didn’t anymore. Asked if I did regular cleaning and asked how much and been doing it ever since. The Hair salon on the other side was the same way. And just this last week the Vintage shop and the corner bar came on as well. So sometimes the clouds gather and nothing seems to work and the next day the sea parts and you have your way across

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it might pay to go in very low priced -to get your feet wet And create a street presence. its all about getting noticed. one other thing you can do is go clean the windows of any empty stores -no money- but capitalize on the situation. one example might be to go in a neybouring store and ask do they want their windows doing for free as youre doing the next doors [the empty one] because youve just made up a full bucket of quality soapy mix water and you dont want it to go to waste
in the past iv landed some very good jobs just by chatting to store folk ,youve got to hang around so youre noticed properly -if you can find the store nerd he will be a friend for life! and make sure you get his number so you can interract with him all the while using his insider know how to make contacts

try to think of an excuse for being there where the shops are much longer than normal. maybe youv a flat tyre-can i borrow a phone to call someone ?or youve lost a ring off your finger - that sort of thing.

If you are willing, you can put a ladder on just about any vehicle with a roof rack - even a Smartcar.

Tell storefronts that you are new in the area and you are offering an introductory price of 10% off. You will be back every 2 weeks and they can decide later if they want a 2 week service or 4 week service; as opposed to a monthly. (One extra clean a year. ;-))

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I used to canvass homes when I first started out. I found for evey 100 homes we hit, we might get 1 or 2. Some people who we left cards in doors with, didn’t hear from them for over 2 years, but we ended up getting some that way eventually. Keep at it and you’ll get more.

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Let’s see what you got:

I’m a business owner sitting behind the counter. You come in and what do you say?

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Give me all your money!!!

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And a free pizza to go!