Big commercial accounts can make your snow removal company rich.
They can also break you.
This guide will show you how to:
Win more snow removal commercial accounts
Rescue the accounts you’re about to lose
Your snow season is about to get a whole lot more profitable...
Networking is the most reliable way to get more commercial snow plowing contracts.
High-dollar sales are important to the health and growth of your business. Unlike the snow, however, they’re not falling out of the sky.
You gotta hunt them down.
Research is your first step to getting any commercial snow plowing contract. Research the properties in your service area and find a way to talk to the main decision maker:
Most guys who are new to the snow industry (heck, even some older companies) don’t care how they look.
That’s a huge mistake. Entrepreneurs and business owners take appearances very seriously. You should too.
Some tips to look more professional than the competition:
When you look like a professional, you instill trust in your future clients. It makes it easier for commercial business owners to say “Yes! We need to hire that guy right now!”
The ugly truth about the snow removal business…
...is that nobody wants to pay for snow removal.
They just want the snow to be gone. Fortunately, all commercial properties care about one thing: their bottom line.
Prove to them that your services will save - or even make them money, and you’re in:
Remember... Always listen to your clients. Do not talk over them.
People love nothing more than to talk about themselves, and that’s great for you. You get to hear their fears, their expectations, everything.
Show them you care. It allows them to trust you, and they’ll tell you exactly what they want. This is how you win anyone’s business, especially in this industry.
Some Snow Owners will jump at any opportunity.
The frog leaps before he looks. Sometimes, that means he gets swallowed whole.
Make sure you avoid traps and pitfalls by asking yourself these questions before going after any snow removal contract:
To win your bid, you often have to underbid your competition. Sometimes, the victory is not worth it.
Know your numbers. Measure the property, note the dumping sites, the problem areas, etc. If you can’t win the bid and still make a profit, then it’s not worth it.
A lot of competition will drive down the price. Maybe it’s not worth it.
However, few competitors mean you can raise your profit margins more than a little.
This is why networking is so critical. If you can get on the owner’s good side, chances are you’re going to have a better chance at winning the contract… regardless of price.
You might also upsell them easier, too.
What other services can you offer?
If a company proves that it switches contractors every single year, then they don’t care about loyalty. That means, you probably won’t get repeat business.
Don’t spend too much time selling these guys, because a loyal client is worth far more to you in the long term.
First, a few words of warning:
Losing accounts is part of the game. Don’t let it stress you out too much.
It ain’t the end of the world, as my grandfather used to say.
That’s why it’s so critical to have great, profitable prices and multiple commercial snow plowing accounts.
But, when you do lose an account, don’t roll over and “take it.”
Write a “Thank You” letter to the client who just dropped you.
Yep. You’re going to tell them how you were grateful for the opportunity to serve them. Use words like, “We had a wonderful experience with your company.”
This action, this kind of language, will give them a pleasant last memory of you. Last impressions matter.
This can turn around a lot of negative accounts, and help you win them back next year - when things go south with their new snow company.
Include one last counter offer in your “thank you” letter. Your outstanding professionalism + an attractive offer will make your clients consider signing back up with you.
Make it easy for them to say, “Wait, actually, I DO want to hire you again.”
These quick tips will help you get more commercial snow removal contracts, and keep them around much longer.
Even the clients who leave you will come back, begging for forgiveness because of your sheer professionalism.
Armed with these strategies, you are set to have an incredibly profitable winter, and maybe even a head start on the spring.