How do you "open doors" to get business with companies

I do industrial scrap metal. And what I find is that when I get invited to a business and talk to the owner about buying and removing old machinery, things are generally alright. I am not saying that I am always successful, but it works out often enough. For example, I get to see them around and after auctions or when people call me.

What I find more challenging is getting "into the door" of new businesses. I am not really shy, but I find it challenging (and possibly a waste of time) to introduce myself in a completely unsolicited way.

How do you solve this problem? If you know that company X has juicy scrap and obsolete machinery, how do you get a foot in the door?

Thanks

Not what you want to hear but..

Go in an introduce yourself. ;) I would imagine it's the same when I approach businesses for their scrap or ewaste. I walk in, ask for someone in management to speak with(I realize this could be different when approaching industrial type places, so sub foreman or whatever title for management). I then apologize for stopping by unannounced/no appointment/whatever, an go from there. I give them my intro an what I do, an ask if they have some time to talk an if not, when would be a good time to come back, etc etc.

I also mention I pay for stuff, which usually gets me in a lot faster, or they suddenly come up with free time. Not sure if you buy or not, but this is what I do. While this isn't guarenteed to work, it works for me about 90% of the time when I go after new clients. Now I have quite a background with customer service, retail, call centers, etc so I'm not shy in talking with new folks. I know this is a suprise to all of you on here, me not being shy. ;)

You have to roll the dice an take the chance when it comes to new places. Sure you could piss someone off but you gotta roll those dice, or hope you can get a in to the place. I don't like relying on a contact to get me in, I then feel obligated to give them something for it. I don't mind returning a favor, but if I can avoid having to cut someone else in, I'm all for it.

So..in short. Go in confident with your speech, don't act like they owe you their time. Apologize or whatever works for you for taking up their time an dropping by unannounced. An then from there..work your charm/magic/whatever. If you have to work on your "about me an what I can do for you" speech before you go in..do it. (Apologies if you know all this, not trying to be insulting to ya OP, but I'm assuming others who read thise, aren't as confident in their selling skills).

This works for me, an again rarely do I have anyone getting upset with me. Some might ask you to come back, some might just push you off on someone else, long as you get your foot in the door it doesn't matter. Far as I'm concerned this works for any type of scrap gathering. From Industrial to Ewaste, to curbco.

Sirscrapalot - Not shy.

Truth Sir. I would also like to add that if you can approach it from a standpoint of the clients/customers point of view, you might have some success as well. All businesses are in business to prosper and do whats best for their bottom line. If they already have a company/entity that purchases their equipment, then it's a little more challenging, but impossible. Make it a point that you will show up early, pay accordingly (draw up a legitimate contract), and present yourself as a professional who focuses on the needs of your clients. I doesn't matter if you do this part time or full time, the keys to success and grown are the same, it's just a matter of how much time/effort you put into it. No successful business has ever been able to grow without a strong customer base, which ultimately comes from a good product/service, and top notch customer service. Just my 02...

Well that's where the advertising come in, them calling looking for a answer to a problem they have, as far as cold calling or walking in cold a great opening line that has worked for me many times, using this as an example just change the words to fit the situation, good day Mr Hotel Manager I see that your dumpster is full of old micro waves, we are a recycling company and we would recycle theses in a earth friendly manor, while freeing up the space you need in the dumpster, or something similar to that, also a little tip for him would help. A few hotels call when they are changing out A/c units, micro's, fridges, we go and pick up a bunch at a time, also remember most company's have to pay to recycle so figure out a way to use that as a marketing tool to fit the situation and get you in the door, good luck.

I'll just reaffirm what Sir said. I cold call and I show up much the same way he does. BUT I never take very long to explain what I do AND make sure they here that I pay for material up front in the first three sentences. The human mind generally shuts down an approach after 30 words or so no matter what you say from there they've made a decision so make sure you've set the hook early, people are not fish they will bite early or they won't at all. Now, if you fail the first time but really really want what your after, coming back every month at the same time with a simple hook. "Hey, just checking in...I'm so and so a scrap buyer, just wanted to see if you (changed your mind)were interested etc." Computer shops tend to work on relatively low overhead. I find that half of them scrap themselves...at least locally so going in I have to be prepared with an actual number, usually on target with the local scrap yard or slightly below. My hook being that I handle the material sorting, destruction of the hard drives and I pay up front that never fails me thus far. IT departments are slightly different, there it's a security issue so my biggest hook as that they can have eyes on the hard drive destruction on site and that it won't cost them a dime to have it done. Also I tell all of them they can call me for a pickup and most times it will be same or next day depending on when they call, and I take all printers, lcd screens and IT related junk for free.

Last thing I want to say. Present yourself in clean jeans/khakis, clean shirt or polo. Get a haircut, trim the beard(in my case oil it too). Your truck should be clean, you need a business card...and don't be afraid to put it into anyone's hands you never know and they cost about 2 pennies each overall. Get a website, even if it's just a couple pictures and contact information.

i find it very difficult to open doors with established companies
they tend to deal with their "preferred" scrap dealers

since im a small operation, i have more success with smaller stores but its mostly through word of mouth & from friends & family that i get stuff
i have tried many companies but they either dont respond or politely brush me off.

then theres many companies where staff give stuff to their family & friends
i know they have stuff but they give me some stupid excuse or another.

theres lots of guys doing scrap since the unemployment rates so high
i get pissed off when i see the way many guys deal with their scrap- they cant be bothered to sort it properly or they either just dont know what to do

they bring in whole machines & appliances with removing motors etc

Heh...in this case, size doesn't matter.

I'ma one man op an it doesn't stop me from approaching places. Now mind you..I know my limits, I won't be taking on any jobs that involve cranes, or Helicopters like 56'. Or some big ass breakdown of a factory like Patriot.

That still leaves a whole lot of places to contact an visit. An I'll second what Army said about looking presentable. You want to be dressed right, meeting a company for the first time. You only get one shot at a first impression, might as well make it the best you can. I follow this rule most of the time, but I live on a freaking sandbar..an everyone pretty much dresses casual, unless your a lawyer. ha ha! I still step up my game when approaching businesses.

Don't defeat yourself before going in either, as I said..practice that sales speech till your confident if you have to. Think Positive, an yes..don't be overly wordy. I like to get to the point when cold calling. I'm already taking them away from something else, so I try not to drag that out.

So speaketh the Great and All Powerful Sirscrapalot. Go forth an prosper. ;)

Sirscrapalot - Eeeeeiiiiieeee! - A elephant seeing a mouse.

OK, guys, thank you very much. I gotta try those approaches... I agree with pretty much everything you said, which is rare!!!

I've written about this in other threads in the past. I will attempt the short version of the sales training I went through many years ago. (industrial sales)

The four rights of the customer/client: 1. Your name
2. the name of your busines
3. what your business does
4. the reason you are there now

Practicing in front of a mirror with a script really does help you look them in the eye without making look rehearshed. You would be surprised how many salemen fail to do concise introduction and don't seem to be considerate of the client's time.

Also do the research on your potential customer and the industry they are in. This will be important when attempting to break in to larger companies. If you get turned down flat you can try something that assisted me. I ask why they don't want my product/service. You will get a quick "blow off" answer most times. Push a little by asking for that person to help you. "What do I need to do/show/provide to qualify to be the recycling company for a similar company. Any answer you get you will clue you in to what you need to do provide, insurance, certification what ever.

I suspect once you are into one your experience will get into more. The bigger clients can be great but tend to be demanding. Keep at it and share what you learn. Mike

The main thing is to totally get past the whole "fear of rejection" thing. If you only close a deal with a new customer one time after talking to 10 owners, then I would say you are doing great! That means that if you call on 100 you will have 10 new clients. It definately takes hard work and persistance. I have a full time buyer that spends 8 to 10 hours a day Monday - Friday doing nothing but goong after new business.

Success consists of going from failure to failure without loss of enthusiasm. - Winston Churchill

Success is not final, failure is not fatal: it is the courage to continue that counts. - Winston Churchill

Those quotes sum it up quite well I think.

Again good thread, I think this is something a lot of new folks want to know but are afraid to ask. So I'm glad you made this thread, should help folks get out there an get r' done.

Sirscrapalot - In order to succeed, your desire for success should be greater than your fear of failure. - Bill Cosby

everyone has always told me i have the gift of gab....ive never met a stranger....i mean you can throw me in a warehouse of strangers and within 2 days ill be friends with half of the folks and ill be on good terms with most of the others......

every yard sale,,,flea market,,,or auction i go to...i always talk to everyone i can,,,i ask what they do for a living,,,if they are talkative i try to find out what i can buy off of them,,,what i can sell them,,,does there job create any waste i can get and profit from,,be it scrap or getting paid to haul it off...

the bigger a circle of connections you have the more outlets you will have....now getting back to the original question,,,,this helps me get into lots of large businesses . it always helps to know someone who knows someone,,,,at the least they may be able to get you some face time with a boss you couldnt have got otherwise....

where i am in the labors local union that gives me a natural in at a lot of the local power houses and chemical plants....i have been working in all of them on and off for about 16 years now,,,since i have all the nesasary saftey liscenses and cards most of the plants have no problem letting me in....i even have deals with a couple superintendants ,,when scrap bids come up they will tell me what to bid to assure ill get the stuff.....at the sunoco chemical plant just a few miles from my house they are very strict on saftey....so it took a minute but we got around it,,,i have a general contractor hire me for the day or days ill be in plant.....they will pay me 50 cents an hour or something low like that.....this way i am covered and so is the plant....

if it were not for me talking and making friends with complete strangers id have never been able to work out deals like that in those type of plants....dont get me wrong i have to grease some wheels now and then,,,,any where from good ole cash to moms pickled beets,,just depending on who needs softened or motivated......i geuse the point is try and get your name out there the best you can,,,let people know your willing to go the extra mile,,,,,once folks see your work ethic and know your trustworthy,,,word of mouth will spread and it will help you..........

at least thats how i roll,,,,,,,im just sayin

besides circles that people may be in for me to talk to I send out letters every 6months to businesses in my area that are detailed on what I do but short and sweet points so its fast to read as well as fishing on craigslist. even for my regulars so they also get a updated price list as well

This is what I am currently doing, to build my waste. It is based off of my marketing plan for my old yard care company and it combines multiple techniques.

Basically I have companys and customers I specifically want to target. I live in a rural area so i am dealing with a 100 mile circle. I am putting adds in the local papers in towns inside my circle. I am also putting fliers up in gas stations and the like as well as an ads on CL.

Now if any company sees this and gives me a ton of ewaste awesome but that's not the point, I am just setting up phase two.

Im then going to send targeted mailings to companies I have identified as opportunities. Then I will cold call these companies. The goal is to hopefully have these people see my company name and info before I call them or stop in and meet them.

Basically every level of marketing is in support of the next level.

Let's say someone responds to the craigslist add then when I go to pick up I can stop by the companies in the area and introduce myself to show I am already in the area doing business.

apreciate that army

how do you personal message anyone ?

bodark,,i think you have to make 20 posts before you can pm folks,,,,it may be a bit less or more im not 100 percent sure....i know it has something to do with how many times you have posted

I come from a sales (B2B) background. I use networking events & referrals. It's faster for me, easier for me, and it's less likely that I'll have to pay! For example, I met a computer guy from my networking events; he does hardware and software. I ran into him at an event today and said, "Hey, what do you do with your scrap?" He told me that he saves it up until he gets sick of it and then takes it to the state-approved e-cycle place (which doesn't pay!). I asked if he's ever thought of scrapping, because I know that a lot of computer guys do scrapping on the side. He said that he didn't have the interest to scrap it. I said, "I'll be happy to pick it up for you regularly and get it out of your hair. I'll get paid for the labor of scrapping it, and you don't have to mess with it." I get my first load from him next week.

Referrals are great, too. After we work together for a few pickups, I'll hit this guy up for referrals. It can be something as simple as, "Hey, if you ever run into a company that has old computers, servers, or even industrial metal stuff they're not already recycling, will you introduce us?" If he knows someone (and he's likely to!) and I've been good to him, he'll introduce me. I want to add a referral payment in the future, something like a one-time payment to say thank you: $25-50, depending on the size of the new account.

Frankly, I don't like cold calling, but sometimes it's necessary. Problem is, when you're cold calling, the business owner is suspicious of you before you even open your mouth. When you have a referral or it's someone you've met at networking events, they're a lot more open to you.

One other note, which I'm sure most of you guys know, but unfortunately it kind of remains to be said for some scrappers I've met: You can't walk into a corporate environment and ask for e-scrap if you look homeless. And that's not to say that you're going to go with a three-piece suit! But just make sure that if you're going to cold call, you're presenting the right image. It's been said before, but stuff like having business cards, using the right language ("e-cycler" instead of "electronics scrapper", or "metals recycling" instead of "scrap metal"), and just being a little more professional can go a long way.

Just my $0.02.

To restructure a famous quote "Ask not what your customer can do for you, ask what you can do for your customer". Another one from a sales standpoint. "10 calls a day will make your pay."