Cold calling might not be glamorous, but it really is all about the numbers. It’s simple — the more calls you make, the higher your chances of landing sales.
An equation we like to use is:
For every prospecting call you make, 30% will ask for a quote (RFQ, or Request for Quote)
For every RFQ, 20% will go through with the service.
So, with that in mind, take a look at these scenarios:
So, if you want 3 new sales a week, 50 calls a week, or 10 calls a day is the work you need to do. No ifs, buts, or maybes — if you want new clients, put in the work by making 10 prospecting calls a day.
From there, knowing your numbers helps you set clear sales goals. For instance, to hit $50,000 in revenue, you could either make:
- 1,667 calls for $500 jobs, or
- 17 calls for $50,000 jobs.
It's simple math, baby — more calls mean more opportunities. If you contact prospects that have larger jobs, that’s more revenue per job to make life way easier.
To sum it up, work smarter, not harder — focus on calling high-value targets every single day to maximize your efforts.
In 2024, you don't need to waste time by meeting face-to-face to close deals for your asphalt business. Get stuck into technology to save time and boost productivity.
For example, you can use simple video “notes” to pitch your services to make your proposals stand out. It’s as simple as this example:
Listen to Leigh Kuhn, President of RynoWorx, on why this works:
Tools you'll need:
- Video Conferencing: Zoom, GoToMeeting, or Skype for virtual meetings and recordings.
- Proposal Tools: AK Dash for creating, tracking, and closing professional proposals.
- CRM: AK Dash's CRM for customer tracking and proposal management specific to asphalt businesses.
These days, it’s a pretty simple equation: be part of the digital world or risk falling behind. Leading with technology, on the other hand, will truly set you apart and position you for success.
Okay, onto how to get that revenue pipeline flowing. Here is the sales process at a glance:
Easier said than done huh? Okay, let’s break all of this down step-by-step to get you rolling:
1. Hunt for Prospects
We get it — picking up the phone for the first time is nerve-wracking.
But try and think of it this way — the person on the other end of the phone doesn’t know (or care!) who you are. And if they say no, they’ll forget about the call five minutes later. Just do your best to put on a character who is the most confident version of yourself (and who doesn’t care if the person says “no”) — it sounds dumb, but we promise, it works.
To help you a bit more with the details, here’s a cold-calling script you can use — just personalize it for your own style so it doesn’t sound forced. Your Mom was right, just be yourself!
Now here’s the kicker to make it really easy. If you’re with AK Dash, you can offer your prospects a FREE professional evaluation using our exclusive Pavement Assessment feature. By assessing their pavement and giving it a PASER scale rating, you can show you’re a pro who’s looking out for them right from the start. This “free gift” gets your foot in the door and shows your value as their go-to pavement expert.
During the assessment, you’ll point out any urgent repairs and maintenance needs. Think of it as a health report for their pavement — you get to tell your clients exactly what their pavement needs and prove you’ve got the goods to be their go-to guy.
Prospecting Commercial Properties
Who should you call to offer your sealcoating or line striping services? Start with facility managers or property owners of busy, year-round establishments like:
- Distribution centers
- Supermarkets
- Hospitals
- Airports
- Delivery companies (e.g. Amazon, grocery stores)
- Restaurants, fast food chains, event locations
- Schools, especially during winter and summer breaks
These clients need their parking lots safe, protected, and looking fresh since they’re constantly in use.
Prospecting Consumer Properties
Next, look at residential prospects:
- Start with people you know: family, friends, neighbors.
- Ask for referrals from previous clients.
- Cold call neighborhoods after completing a few jobs.
- Contact realtors about properties going on the market.
Using these methods, you’ll connect with the right people and make a lasting impression to land new business.
2. Turning Leads into Gold
Generating and managing leads properly is crucial for turning prospects into paying customers. Normally this bit takes a lot of time, but with AK Dash you can do it pretty quickly while actually boosting your professionalism. Here’s how to handle your leads like a pro:
- Track and Qualify Leads:
- Enter your leads into AK Dash.
- Qualify each lead as cold, medium, or hot, based on how eager they are to do business based on your pavement assessment.
- Engage and Follow Up:
- Connect on social media platforms like LinkedIn, Twitter, and Facebook. This is like a simple tap on the shoulder so they remember you.
- Use AK Dash’s Proposal Generator Tool to make and send professional quotes super-quick.
- Follow up with AK Dash’s Pipeline Feature to keep your leads hot.
- Use Technology:
- Don’t worry about manually measuring each site — AK Dash has built-in, HD satellite imaging so you can just drag and drop to measure the site down to the last square foot. Those images are automatically put into your proposal to make it look super slick.
- Take photos of specific problem areas of the site, and AK Dash will automatically upload them to your proposal.
- Personalize Your Approach:
- Record video messages for your leads and include these in your proposals for a personal touch.
- Schedule virtual meetings to review proposals and address any questions.
- Close the Deal:
- Ask for the close during your meeting — don’t be shy!
- Use AK Dash's digital signing feature to finalize agreements.
By following these steps, you’ll gently coax your leads toward a sale and boost your chances of converting them into loyal customers for that sweet long-term revenue.
3. Seal the Deal
Your lead is ready to move forward – awesome! Here’s how to seal the deal:
- Finalize Everything:
- Make sure the customer signs off on your proposal, and you counter-sign it. Mark the proposal as 'Won' in AK Dash (oh that feels good every time).
- Set Up the Job:
- Use AK Dash’s Scheduling App Feature to schedule service dates. Don't forget to remind the customer to clear the parking lot or job site.
- AK Dash’s Scheduling App Feature can also create detailed work orders for your crew, so everyone knows what to do.
- Complete the Project:
- Execute the job flawlessly, as you always do.
- Get the customer's approval for the job, and then send an invoice. The beers are on you tonight!
4. Grow Without the Pains
Once you’ve completed your first few jobs, it’s time to scale up. Follow up with your customers to get some nice business reviews and testimonials. Don’t worry too much about asking — happy clients are usually willing to help you out.
If they are okay with it, record their testimonials via Zoom and use them on your website and social media. Don’t forget to ask for referrals. Happy customers can introduce you to new prospects, helping you expand your reach without the growing pains. The more you ask for reviews and testimonials, the more momentum you’ll get with easy new business.
5. Keep the Wheels Rolling
Keeping your clients happy and loyal is key to growing your business. Whether they're commercial or residential customers, staying on their radar helps to make sure they come back and recommend you to others. Here’s how to keep those relationships strong:
- Thank You Cards: Send handwritten thank you notes to show your appreciation.
- Video Messages: Shoot a quick video message to check in and see how they’re doing.
- Holiday Wishes: Reach out during holidays to wish them well and keep in touch.
Oh, and if you want to put this stuff on autopilot, AK Dash’s Workflow Email Automations Feature will send your clients thank you notes, holiday greetings, and even educational worksheets auto-magically. It’s pretty cool stuff that saves you a TON of time and effort.
