General Contractor Feeds The Decision Makers.
As a General Contractor in the Sacramento area, Tromler Construction is included on the “approved vendor” list for many property management companies. Most apartment communities are management by large management firms who may oversee 50,000 to 80,000 units. Getting on the vendor list is not an easy task. Once on the approved list, the work of being used has just begun.
These “approved vendor” lists include companies that the management companies allow their on-site managers to contact for estimates and work that needs to be done on there property. In each category, plumbing for example, there are a long list of companies for the manager to call. As you can imagine, managers will tend to contact the same contractor in the future, if things work out. If the plumber responds quickly, is fairly priced, has a clean and professional service; the manager is pleased and will call again.
So since getting on the list of vendors just opens the door, the contractor must work on getting an opportunity to do some work. How do I get noticed? Waiting for a call may take a while.
Throughout the year, the larger property management companies have a number of vendor participating functions. Seminars, trade shows, and marketing meetings to name a few. I have found that by participating in the marketing meetings to be a great opportunity for business. It gives me the chance to pitch my business, with limited expense and time.
Typically, the meetings involve an approved vendor that hosts the event at one of the properties. On-site managers and regional managers are there to discuss how to market their properties. The purpose of the vendor is to bring the food. That’s right, feed the decision makers. This usually involves a light breakfast and some coffee and juice. I get an opportunity to speak for a few minutes and hand out some information if I have something to give. We like to pass around a sign-in sheet for some give away contests too. This allows us to get contact information for follow up calls.
That’s it! I leave and they have their marketing meeting as planned, many of them will be contacting me later that day. The calls will start with “I didn’t know you did…” or “We have an issue with… can you help?”
So by hosting these meetings we:
Meet the decision makers face to face
Spend a little bit of money to host the event
Effectively use our time to pitch what we do to a room full of our target market.
Get an opportunity for some real repeat business.
This has worked effectively for us.