Hitting The Pavement

[petrinoda]

Hey fellow technicians

I've recently started up my own computer repair/consultant business for both home & business solutions. I plan, in the next week or two, to go out to local businesses and let them know that I'm here.

My question(s) is/are do you guys send out letters letting businesses know you're coming beforehand? If you do how do you target these businesses? Do you look them up to see their addresses before hand one by one?

Also... My people skills are fairly decent but I feel as if whatever I say while introducing myself comes off more as a sales pitch than anything else.

What do you guys say to not come off as just someone trying to sell something? It's small things like this that can make/break someone being interested in your services so I'm trying to get it down pat before I hit the pavement.

Any help regarding this topic would be greatly appreciated.

Thanks a lot guys!

 

[FoolishTech]

I'm looking forward to some good responses in this thread myself.

I tried to 'hit the pavement' once and shake some hands, and it didn't work out well. I rarely got past a receptionist here and there. Only one business that I went to ended up being my client, but not because of my in person visit - they dug me out of the yellow pages.

I find that people simply don't have the time for you if they don't have a problem at the exact moment that you walk in...

But my social skills (and attitude) are seriously lacking so that has a LOT to do with it.

 

[compnet]

Here's a good TN read if you haven't seen it -

http://www.technibble.com/forums/showthread.php?t=34965

and mobiltechie has a good post here - (post#4)

http://www.technibble.com/forums/showthread.php?t=24724

and here (post#2)

http://www.technibble.com/forums/showthread.php?t=32362


Personally I think cold calling, whether by phone or in person, is going to have low response.

I find that people simply don't have the time for you if they don't have a problem at the exact moment that you walk in...

I would have to agree. The only thing I'd want to try to cold sell is MSP for SMB. Kind of work off the pitch, great, everything is working now, lets keep it that way, minimize downtime etc.

 

[nesrinamb]

First make a script of what your going to say don't show up stating I'm so and so i do computer repair. Frankly no one will care I learned that the hard way.

I send them letters that vary depending on what industry I'm targeting at the time.

Your average success rate with direct mail would be about 2.5% and with a follow up actually going to their office might hit 5% but if your targeting business with 10+ employees that's usually good enough.

 

[jamesp4330]

I have had good, success with this.

I can tell you I have probably 25% of my Business customers because of walking into their front door or as you say 'hit the pavement'.

As far as what I say, it's nothing special I just tell them I wanted to drop off some information to let them know i am near by to help when needed. Several times right then something on some computer was not working right and I got to look at it right away.

A few days after walking in their door, I send a different flyer or post card thru the mail, than I left them onsite, making sure my logo is upfront. This gives them at least the second view of my logo which builds on my "brand".

The 'hit the pavement' technique works well for me. It is not the easiest thing for me personally but it continues to pay off.

 

[petrinoda]

That's what I figured. I'm willing to take the time and go business to business in small town strips by my town (which isn't very big to begin with) and get some face time with the people. I figured that would be a better conversion than handing out flyers or putting business cards in peoples doors while they're shopping.

Hopefully by doing this I get a 2-5% turn around. That would be superb for me. I just want to land one client/business where I can contract out work. Doing home repairs is good but it's not something that is a steady income unless your clientele is that big.

 

[lsi]

i get 2-5% turnaround by just doing direct mail and I can do 500-1000 at a time. Businesses don't change their IT on a whim so it's all about timing and keeping your name out there. Hopefully your business card ends up in a drawer and when they need you they remember (or think they remember) you. I've had people call me years after a mailing and they think I must have dropped by because they have my business card I mailed in a letter. I don't argue; I just show up and close the sale.

 

[Tomlin Technology]

I think the less scripted and the shorter the better. Have a flyer or business card to give them and just say something like:

"I'm James from ______ Computer Repair, we are located right down the street. We are just going around to businesses near by and letting them know about us. If you ever have any computer issues we'd be glad to help you out."

Then hand them your card or flyer, thank them for their time and leave confidently.

 

[seedubya]

That's what I figured. I'm willing to take the time and go business to business in small town strips by my town (which isn't very big to begin with) and get some face time with the people. I figured that would be a better conversion than handing out flyers or putting business cards in peoples doors while they're shopping.

Hopefully by doing this I get a 2-5% turn around. That would be superb for me. I just want to land one client/business where I can contract out work. Doing home repairs is good but it's not something that is a steady income unless your clientele is that big.

This is just right. How I used to do it.

Materials - tri-fold brochures, business cards, promotional items (pens and scribble pads) and sweets! (candy)

Walk in the door. Say hi to the receptionist, give her the goodies and say "I've just started a Computer Service business in town. I'm out today just dropping off some information and goodies. I hope you like them. As I'm new, I'm trying to drum up some business. Is there anything I can help you with? Even some free advice?"

Then shut up and listen.

I used to do about 10 - 20 per day and closed around 5%. Whcih is great, btw.

 

[SprinterTech-WI]

I have yet to "cold call" really any businesses.... probably should do it a bit more, we get about 50+ calls a day so sometimes I just don't feel the need to drum up more business lol, but I also don't want it going to my slower competition.

 

[jmatt]

This is just right. How I used to do it.

Materials - tri-fold brochures, business cards, promotional items (pens and scribble pads) and sweets! (candy)

Walk in the door. Say hi to the receptionist, give her the goodies and say "I've just started a Computer Service business in town. I'm out today just dropping off some information and goodies. I hope you like them. As I'm new, I'm trying to drum up some business. Is there anything I can help you with? Even some free advice?"

Then shut up and listen.

I used to do about 10 - 20 per day and closed around 5%. Whcih is great, btw.

I once spent 9 months working door to door in another industry. It works. But do not ask yes and no questions. Ask open ended questions. Instead of "do you have any computer problems?" ask "What computer problems do you bump up against the most?"

Then stfu and listen!

 

[callthatgirl]

I have yet to "cold call" really any businesses.... probably should do it a bit more, we get about 50+ calls a day so sometimes I just don't feel the need to drum up more business lol, but I also don't want it going to my slower competition.

I have yet to cold call either, but my business didn't start out supporting businesses, but rather home users. Then it grew to getting inbound calls for business.

What I did to get the business calls was networking, face to face events. I would add that to your list of things you do as well. Go to as many free as you can stomach, bring tons of cards.

 

[LolaJohnson]

I prefer using a “short but sweet” introduction like the example that Tomlin Technology gave. You want to introduce yourself, without being too intruding.