Contacting Property Managers

Hi All,

I received an email recently from a window cleaner looking for advice on what to send to a property manager in order to get the relationship going. I thought you might benefit from it:

Hi Steve.
I've spent the last few days calling property managers to get on their vendors lists' and have had several ask me to send over my "info". I was hoping you could offer your input on what kind of package to send them.  Your thoughts are always appreciated.

Bret

My Response:

Hi Bret,

Good morning and it's good to hear from you.

In this situation, there really is nothing to provide them in terms of pricing, so my package to property managers would consist of an introductory letter, a dozen or so references with phone numbers, and some testimonials with a business card paperclipped to the front and maybe a postcard if you have any or have used any in the past.  I wouldn't go out of your way to print postcards for this purpose, but I always had some left over from my mailings, so I usually included one in each estimate presentation to enhance the effect. Oh…and include a couple of magnetic business cards.  You can pick up the peel and stick business card magnets at an office supply store for $6 or $7

I would also send the package to them in a full envelope like a 9 by 12 vs having to fold everything up and stuffing it in a #10 envelope.  Make sure you provide stiff backing in the package or they'll receive it all rumpled up.  If you're only sending out a few packages, my recommendation would be to go to an office store and buy the envelopes with bubble wrapping inside of them because they're more durable for mailing.  They're more costly, but again, if you only have a few to send, it would be worth it.

Do you have anything else you can send them that will tell the property managers your story?  I'm thinking along the lines of a brochure of any kind.  If not, then the above should work just fine.  What I would do after this initial package is sent is make a personal visit to them a week or so later.  Then I would send them another follow up letter (this time in a simple #10 envelope).  This should move you "up" the vendor list.  By the way, if you don't have many testimonials for your company, you can read this newsletter here and grab a testimonial request letter:
http://www.yourwindowcleaningbiz.com/cards-n-testimonials.htm

Testimonials can add a serious punch to any presentation you're wanting to make. I have quite a few members sign up to my window cleaning software product solely as a direct result of the testimonials that are posted. Lots of testimonials make it real easy for prospective buyers to say "yes".

Anyway, if you include a healthy mix of testimonials and references (again…with phone numbers) in your property manager presentation, that'll make for a nice one-two punch and give you the results you want which is to be at the top of their vendor lists.

I hope this helps.  Take care and have a super day.

Regards,

Steve