Now comes the hard part – going out and getting people/companies/potential clients interested in the snow business. It’s pushing 90 degrees and buyers are looking to take their summer vacations, not talk about snow issues. However, the very progressive clients are already seeking numbers and proposals. Large property management companies (not snow contractors trying to take their business “national”) are already seeking out viable contractors to submit proposals. One of the largest mall developers in the nation wanted pricing on the east coast submitted by May 10th…of this year! And, this was for the upcoming winter season. The good customers are thinking snow now. 

So – what do you do to entice customers to think about snow now?  Get in their face. Nicely and with respect, but do call on them. Maybe a phone call or a personal site visit. Leave your business card when they send the message (through the secretary/gate keeper) they are not thinking about snow just yet.  You need them to recognize your name – or, at least the name of the company. If they don’t get to recognize the name, they won’t have much to say to you when you need them to ask questions (like, when you present a proposal for their business). Don’t be afraid to flat out ask “Can I have your business?”  Do shy away from these people when they say “I won’t think about this until September.” 

Ask if you can at least quote their work – and then do it.  That week.  Show them you care and you want the business. A formal proposal with a professional appearing presentation package gets you in front of them soon – and keeps your name in their sights as they get closer to making a decision.

And – for Pete’s sake – ASK for the business. You may have to ask 4 or 5 times, but ask, and keep asking.  You might be surprised when they say “Ok – you’re persistant, let’s give you a shot”.