Growth in Your Back Pocket

When you talk to your contact, be sure to ask if they or someone they know has a use for your services now or in the future. Do not get discouraged if you hear them say no. Keep contacting that individual on a regular basis. I have found that it can take up to four calls or letters from the same contact before I received either an opportunity to bid or the name of a hot lead.

Most landscape contractors have a file filled with proposals they’ve given to clients over the years. This is the “hottest” sphere of potential clients in your possession. Contact these clients on an annual basis, asking them for the opportunity to bid on any of their projects. Ask for the names of other project or property managers within their company that you can contact.

You can contact them using the same letter, telephone call and mailing scenario that I outlined a second ago. These are very hot leads and should not be taken for granted.

When it comes to your ever-expanding sphere of influence, none of your 250-plus contacts should be taken for granted. Each represents a potential source of new leads and business. A little planning, persistence and consistency can turn that sphere into a revenue-generating machine. Start making it happen today.