Kevin, while cold calling is an effective way of getting commercial work, it canbe quite time consuming and frustrating, especially if you are not used to take a lot of rejection.
Warm calling is less time consuming and frustrating but can result in more business with less rejecting if you systemize it.
The system, in theory, is quite simple:
1. Send a business letter with an offer (demo / special introductory rate / etc.
2. Follow up with a phone call to get an appointment.
3. Have a well-scripted and practiced sales presentation (even better if you have a flip-chart / power point / before/after photos / testimonials from satisfied customers / certifications / etc.) to show.
4. Have different levels of pricing for one-time, occasional maintenance, frequent maintenance levels of cleaning ready.
5. Have a template contract ready and have the ability to modify it if/when your prospect wants or needs something different than you have in your templated contract.
I offer you and everyone else on this board a free coaching call to help you make the time and effort you spend on this worthwhile. To schedule a time and date for this (but not this week as I'm out of town visiting my 18 month grandson and his parents this week), just send me an email to larry@larrygaller.com or phone me at 219-464-9463.
Hope this helps.
More info at
http://www.larrygaller.com and
http://www.oneyeartogreatness.com.
Larry Galler
Small Business Greatness Coach