How to convince your potential customers that they need your mobile blasting services.
1. ) Identify Your Target
So you've selected a nearby business that could use your blasting services... now what? When approaching a company, try to target the people with decision-making power.
"I use the yellow pages, and if they have a number I call and get the name of the service manager at industrial facilities. Then contact that person directly to see if they could ever use my service. Most people don't know what we can do, but know their need, so it's my job to draw that line."
— Caleb R, Business Owner
2.) Make a Good First Impression
In order to create a good first impression, it's important to maintain a professional appearance.
- If you have an appointment, show up on time.
- Pull up in a truck branded with your company's vehicle magnets.
- Wear your company's embroidered polo shirts & hats so you're easily identifiable.
- Have your talking points and "elevator pitch" prepared.
- Bring a pen and notepad to get contact information and take notes.
3.) Create a Connection
Ask your potential customer about their paint stripping challenges. Bring a trifold brochure that correlates to their industry, and use it to illustrate your pitch. If they're still not convinced, you could try doing a demo blast for them. Seeing is believing!
If you can't drop by in person, here's a great idea from one of our business owners:
"We send brochures that we bought from MMLJ to each business that corresponds to the brochure, with a business card and personal letter, as well as drop off at nearby businesses every month."
— Patrick G, Business Owner
4.) Upsell Your Services
Take the opportunity to point out additional services that you can provide.
For example, a property manager contacts you for graffiti removal on an apartment building. When you show up to quote the project, you notice that all of the exterior staircases are rusting and peeling. Point out that you can blast and paint these staircases in addition to removing his graffiti, and maybe even offer a discount for doing two jobs at once.
Not only have you increased your profit on this one job, but you have made an important connection. This guy may own dozens of other properties, and they all need maintenance you can provide.
5.) Follow Up After the Quote
After you're done speaking to a potential customer, stay at the top of their mind. Give them a call back in a few days to see where they are at with the project.
Consider using a customer database, or at least a spreadsheet, to keep track of your customers and opportunities. If you are already using accounting software, it may have this capability already.
6.) Provide Superior Service
If you land the job, make sure you show up on time, treat your customer with professionalism, and above all, do a great job when blasting their project.
The Dustless Blasting® Academy is a great place to learn expert techniques on using your machine.
If the customer is happy, encourage them to leave you a positive review. Remember, with the Premium Online Presence™, we'll set up a Google Business Profile and a Yelp page for you, both of which are great places for customers to leave online reviews.
7.) Follow Up After the Job
Weeks or months after the project is complete, revisit the customer to see if they need anything else blasted. Maybe even set up a long term contract or maintenance program — it's good for both of you.
"Hit up metal fabricators, talk to large construction companies to either get on their sub-contractor lists or to blast their equipment as part of a maintenance program."
— Whitney M, Business Owner