Door To Door
Taking a day or several days to drive all over town to different offices to introduce yourself is difficult for some people that aren’t comfortable “cold calling” especially in person. But relax, it’s not bad at all if you approach it the right way.
You’re trying to build a relationship with clients and that has to start with an introduction. Going door to door seems old school and in today’s tech world, it probably is. But it can also be effective. If you’ve prospected your potential clients you can make a list of stops and plan your route for the day. At the very least, a business card should be left with each place you visit. Depending on your situation and who you’re targeting, you can also up the game a little. Dropping off cookies or doughnuts with your business card usually gets people’s attention. Flyers, examples of your work, or something else that introduces your company and shows your capabilities is a nice leave behind.
On your first visit to someone’s office, it’s going to be a quick trip. Don’t count on being invited in to tell about what you do. This is usually just a simple introduction to the person in charge of the front desk. This person isn’t the decision-maker for who they use for drone services but can be the decision-maker for if your information gets passed to the right people. Put a smile on your face, be pleasant and simply introduce yourself and your company. Explain quickly that you think your services might be able to benefit their company and that you wanted to introduce yourself and leave some information for them. That’s it. Thank them for their time and go on to the next office where you’ll do the same thing.
If you’re using a spreadsheet or notes to track your progress, markdown when you went by, what you left for them, and their response. They may have informed you that they already have a drone person or do their work in-house. They may have told you that they’ve been thinking about using drones in their business. Whatever information you discovered, it’s important to keep track of it so you know how to approach them next time. Yes, the next time.
Building a relationship doesn’t happen by stopping by once and dropping off cookies. Once you’ve made your first round of stops, you can start to think about what you’ll do next time. The notes you take and the information you get will help refine your list of stops each time. You’ll figure out who you want to spend more time on and who you’ll stop visiting altogether. Visit often enough so you’re not a stranger each time you go in but not too often so you become an annoyance. If you remember the names of the people you talk to and call them by name each time you go back, it will go a long way in building that relationship. People’s names are another thing to add to your notes.
Not every stop will go as outlined here. You might walk in while the owner of the company is at the front desk. The office may not have a front desk. Somebody may be rude to you or you may be invited to tell them more about what you do. Be prepared if things don’t go as planned and be ready to answer questions about pricing since this will probably be the most asked question you will get. If things go sideways, and you feel like it didn’t go as you hoped, don’t let it get you down. Learn from the experience and move on. You won’t get every client and that’s to be expected.