Cold calling might not be glamorous, but it really is all about the numbers if you want to be the best asphalt company instead of just another bidder. It is 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, just like the best asphalt company owner in your city would.
From there, knowing your numbers helps you set clear sales goals, the same way the best asphalt contractors do. 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 is simple math, and the more calls you make, the more opportunities you create. If you contact prospects that have larger jobs, that is more revenue per job to make life way easier. The best asphalt contractors make a habit of tracking these numbers so they do not guess about growth.
To sum it up, work smarter, not harder. Focus on calling high value targets every single day if your goal is to be seen as the best asphalt company in your market.
In 2026, you do not 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 so you can operate more like the best asphalt company in your region.
For example, you can use simple video notes to pitch your services and make your proposals stand out. It can be as simple as this example:
Listen to Leigh Kuhn, President of RynoWorx, on why this works:
Tools you will 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 is a simple equation. Be part of the digital world or risk falling behind the best asphalt company competitors in your region. Leading with technology will set you apart and help you look and perform like the best asphalt contractors your clients have ever hired.
Okay, onto how to get that revenue pipeline flowing. Here is the sales process at a glance:
Easier said than done, right. Okay, let us break all of this down step by step to get you rolling like the best asphalt company on the block.
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 does not know, or care, who you are. If they say no, they will 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 does not care if the person says no. It might sound dumb, but we promise, it works.
To help you a bit more with the details, here’s a cold calling script you can use. Personalize it for your own style so it does not sound forced. Your Mom was right, just be yourself.
Now here is the kicker to make it really easy, and this is where the best asphalt contractors really stand out. If you are 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 are a pro who is 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 will 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 have the goods to be their go to contractor. That is the kind of trust the best asphalt contractors build every day.
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 (for example Amazon or grocery stores)
- Restaurants, fast food chains, and event locations
- Schools, especially during winter and summer breaks
These clients need their parking lots safe, protected, and looking fresh since they are constantly in use. If you want your name to come up when they talk about the best asphalt company they have worked with, you need to be on their radar before there is an emergency.
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 quickly while actually boosting your professionalism. Here is how to handle your leads like a pro and move closer to running the best asphalt company in your area:
- 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:
- Do not 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. Do not be shy.
- Use AK Dash's digital signing feature to finalize agreements.
By following these steps, you will gently coax your leads toward a sale and boost your chances of converting them into loyal customers for that long term revenue, just like the best asphalt contractors in your region. The best asphalt contractors treat this like a system instead of a guessing game.
3. Seal the Deal
Your lead is ready to move forward, which is awesome. Here is 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, which feels good every time.
- Set Up the Job:
- Use AK Dash’s Scheduling App Feature to schedule service dates. Do not 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 carefully and cleanly, as you always do.
- Get the customer's approval for the job, and then send an invoice. That is how you create a smooth experience that people expect from the best asphalt company in town.
4. Grow Without the Pains
Once you have completed your first few jobs, it is time to scale up and act like the best asphalt company even if you are still small. Follow up with your customers to get business reviews and testimonials. Do not 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. Do not 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 will get with easy new business. This is exactly how the best asphalt contractors build strong reputations without spending a fortune on ads.
5. Keep the Wheels Rolling
Keeping your clients happy and loyal is key to growing your business and staying on top as the best asphalt company in your local market. Whether they are commercial or residential customers, staying on their radar helps to make sure they come back and recommend you to others. Here is 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 are 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 automatically. It is powerful leverage if you want to run the best asphalt company without burning out.
