I’m between projects right now waiting for decisions to be made by the decision makers so I’ve diligently been taking this dog and pony show I put together to show to architects and designers to get on their radar if a project comes up and they think I might be a good fit for the client. I put together a packet of info about my company which includes an example of a typical cost plus proposal I produce for projects. A sampling of CAD shop drawings I draw up to illustrate details/questions/site conditions for homeowners and interested parties like architects and engineers. A copy of my Pre Construction Services Agreement. A typical invoice and sample of how I track costs as well as photos of my portfolio of projects and business cards etc.
Typically I will meet with them at their offices, learn about the type of projects they like doing and learn a little about their practice and such then I give them my packet and tell them who I am and would like to work with them in the future yadda yadda yadda……
Next day I send them a follow up letter thanking them for their time, nice to meet them………..so forth.
Now…… it’s a couple of months down the road,…… they no doubt have long forgotten about me and my little dog and pony show but I want to reconnect somehow and stay on their radar but at the same time I don’t want to be a pest or seem desperate or pushy. What has worked for folks here on the board for a follow up? Do you have a dog and pony show? What do you include in yours?
BjR
Replies
Figure out a reason to contact your contacts every so often on a regular basis. We do a newsletter around the new state quarters that come out four times a year. The state doesn't necessarily have anything to do with the content of the newsletter. We just describe something interesting that is going on. You'd be surprised by what things generate the most feedback. Usually it's just a story you'd be describing to one of your friends. Maybe telling them about a new tool you purchased. Or, this is a way we do such and such.
BTW I believe there is a new set of quarters coming out with the presidents...
I've been taught that three contacts will seal your identity in the minds of new prospects.
So, one strategy you might think about if you are cold calling is to hold something back from your first presentation. That's contact #1.
Your letter is contact #2. Perhaps in the letter, you might mention that you are developing another important bit of info and you will send it next week.
When you send the withheld bit of info the following week, you will have made contact three times, thus solidifying you and your company in their minds.
This is typical sales stuff.
FKA Blue (eyeddevil)
Just speaking as someone who's occasionally been on the other end of this: Send another packet, a little different from the first.
Smaller, because you're not a pest (and because this sith costs money). Include some eye-catcher items from the first package (so that they'll see them and say "Oh, yeah! That guy."). Include some new stuff. (Because you don't want to bore them and you don't want them to have the impression that EVERYTHING you could do was in the first packet. Never mind that between the two packets it is EVERYTHING you can do, you're still creating an impression of someone who has a lot of yet-unseen talents.)
Make the package reasonably complete (address/phone/CV/etc), since the thing may be passed off to someone who didn't see the first one, and in any event they've lost the first packet by now.
After this, maybe follow up with a Christmas card, but otherwise leave them in peace for at least 6 months, maybe a year (unless you, eg, hear of a new project they have that might suit you).
What has worked for folks here on the board for a follow up?
I pick up a phone and say hello from time to time. Let them know we're busy, but if they have a client that would fit our type of building we'd be glad to make the time to help if at all possible. Arcs also love information on the latest and greatest so if there is anything new you're using that might be of interest, invite them to a jobsite.
Cheers
Beer was created so carpenters wouldn't rule the world.