How to approach potential clients
Discussion
Hi I'm a bit of a lurker on here and enjoy reading the posts, a lot of which have been informative and helpful.
I've recently set up and incorporated my company which is providing arboricultural consultancy services. Its still quite a young industry really and quite a lot of people don't know what arboriculture is, its basically the management of urban trees and the consultancy side of the industry is different to the tree surgery side as we provide services such as: -
- Development site surveys, these are normally conditioned by the local authority as part of a planning permission to provide a tree survey and schedule, impact assessment, tree constraints plans, tree protection plans, method statements ans supervision on site.
Advice on tree preservation orders / conservation areas, High hedge disputes, subsidence, mortgage reports, tree safety surveys and expert witness in court.
The development work is the bread and butter work and I'm after some advice on how to contact and sell my self to architects to enable to build relations with them so that they use or recommend me to there clients.
I don't really want to be sending emails to them as personally i see them as hassle and junk them with out reading them. I was thinking about a small pamphlet that i could send out but i would still expect that the chances of the thing being read and kept is pretty low.
How to you guys go about contacting potential customers?
Paul
I've recently set up and incorporated my company which is providing arboricultural consultancy services. Its still quite a young industry really and quite a lot of people don't know what arboriculture is, its basically the management of urban trees and the consultancy side of the industry is different to the tree surgery side as we provide services such as: -
- Development site surveys, these are normally conditioned by the local authority as part of a planning permission to provide a tree survey and schedule, impact assessment, tree constraints plans, tree protection plans, method statements ans supervision on site.
Advice on tree preservation orders / conservation areas, High hedge disputes, subsidence, mortgage reports, tree safety surveys and expert witness in court.
The development work is the bread and butter work and I'm after some advice on how to contact and sell my self to architects to enable to build relations with them so that they use or recommend me to there clients.
I don't really want to be sending emails to them as personally i see them as hassle and junk them with out reading them. I was thinking about a small pamphlet that i could send out but i would still expect that the chances of the thing being read and kept is pretty low.
How to you guys go about contacting potential customers?
Paul
Here are some questions you could try asking yourself.
If one of your potential clients was to use your services, what would they be getting that they don't already have?
Would they make more money using you?
Are you going to solve a problem for them, and if so do they already know that the problem you are going to solve exists?
Also, if you prepare and send out any written material, make damn sure to get it proof read by somebody with excellent spelling and grammar.
If one of your potential clients was to use your services, what would they be getting that they don't already have?
Would they make more money using you?
Are you going to solve a problem for them, and if so do they already know that the problem you are going to solve exists?
Also, if you prepare and send out any written material, make damn sure to get it proof read by somebody with excellent spelling and grammar.
I think if you do a pamphlet or leaflet it has to contain important relevant information that the potential client needs occasionally, because that way they will keep it on their desk, and constantly bringing your name to their attention.
Hopefully therefore at some point they will need the services you offer and use you.
Hopefully therefore at some point they will need the services you offer and use you.
I've just had to engage a similar consultant as I've just had TPO's slapped on 5 trees in my garden.
From a punters point of view it was murder finding one as I had no idea on what to google.
From my perspective make sure you also optimise your website and pay per click to something that a non industry person would use. such as "tree consultant" or "tree surveyor" or "tree preservation order consultant".
create pages on your website with a high word count that are guides to Tree Preservation orders and Tree Planning. Then you will show up in searches
Most large cities have property networking events, get yourself to them.
Have you previously worked on the other side of the fence i.e were you a tree officer for the council? if so advertise it.
From a punters point of view it was murder finding one as I had no idea on what to google.
From my perspective make sure you also optimise your website and pay per click to something that a non industry person would use. such as "tree consultant" or "tree surveyor" or "tree preservation order consultant".
create pages on your website with a high word count that are guides to Tree Preservation orders and Tree Planning. Then you will show up in searches
Most large cities have property networking events, get yourself to them.
Have you previously worked on the other side of the fence i.e were you a tree officer for the council? if so advertise it.
It's a two stage process. The first is called marketing, ie working out what you can do, what the world wants, and marrying the two together. This is largely Mr Coil's post.
Stage Two is selling the product you've just spent much time polishing. Once you've identified your prospects, ring them up. It may not seem natural and it's not often easy, but you'll get the best response rate and also instant feedback. It's rarely quick or easy, but if you've got Stage One right then keep chipping away. Your objective is to see them and make an impression. If they want to buy you there and then, so much the better - timing is important. You'll also get the customers YOU want (ie rich ones or people spending a budget) rather than crap leads from expensive adverts.
Stage Two is selling the product you've just spent much time polishing. Once you've identified your prospects, ring them up. It may not seem natural and it's not often easy, but you'll get the best response rate and also instant feedback. It's rarely quick or easy, but if you've got Stage One right then keep chipping away. Your objective is to see them and make an impression. If they want to buy you there and then, so much the better - timing is important. You'll also get the customers YOU want (ie rich ones or people spending a budget) rather than crap leads from expensive adverts.
Edited by Simpo Two on Tuesday 28th November 15:22
When doing our extension we had to deal with a council owned tree (effectively that means it has a "TPO" on it but in reality it doesn't!). They have their own arboricultural consultant who basically came out and said you need a full on arboricultural assessment (we didn't & got the tree cut down, at their expense). When I spoke with the council's arboricultural consultant he had a list of people who could do what you describe so my first point of call would be local authorities-get on their books. Secondly, you could keep an eye on local planning portals (free), if any applications mention trees mail shot the applicant. Thirdly, contact local tree surgeons as you could work together quite easily.
Have you thought about approaching your local authorities - district and county.
I would have thought that they would have a reasonably regular need for the services you provide. There is a charter that encourages councils to support local businesses when it comes to divvying out work. Some are very pro-active on this. Others less so.
If the value of contracts they put out for the work that you do falls below £7k, they don't need to go to tender - or even get alternative quotes (although most do).
Either way, I would make yourself known to them and see what's what.
I would have thought that they would have a reasonably regular need for the services you provide. There is a charter that encourages councils to support local businesses when it comes to divvying out work. Some are very pro-active on this. Others less so.
If the value of contracts they put out for the work that you do falls below £7k, they don't need to go to tender - or even get alternative quotes (although most do).
Either way, I would make yourself known to them and see what's what.
singlecoil said:
Here are some questions you could try asking yourself.
If one of your potential clients was to use your services, what would they be getting that they don't already have?
- This is part of the problem as I would be offering the same services as the companies that they are already using.
Would they make more money using you?
- The architects wouldn’t be making any money out of me but without recommending/using arboricultural consultants their clients haven really got a hope in hell of getting planning permission on their design if for instance the foundations incur into the root protection area aor trees need to be removed.
Are you going to solve a problem for them, and if so do they already know that the problem you are going to solve exists?
-Yes, I would try to resolve impacts between the design and the trees on or adjacent to the sight, this is either with information/advice at the initial design stage or writing method statements dealing with tree removal, protection and engineering solutions were work is needed outside of the default of BS 5837:2012
Tree surveys / implication assessments / Method statements are often a condition of a planning permission.
Also, if you prepare and send out any written material, make damn sure to get it proof read by somebody with excellent spelling and grammar.
- Yep, I’m dyslexic s my grammar/spelling isn’t great, but I make sure that my reports are proof read and any mistakes are highlighted before there sent out. I have templates that i have made for myself so i don’t have to write the whole thing every time, what I’m changing is the specifics that are detailed to each individual job.If one of your potential clients was to use your services, what would they be getting that they don't already have?
- This is part of the problem as I would be offering the same services as the companies that they are already using.
Would they make more money using you?
- The architects wouldn’t be making any money out of me but without recommending/using arboricultural consultants their clients haven really got a hope in hell of getting planning permission on their design if for instance the foundations incur into the root protection area aor trees need to be removed.
Are you going to solve a problem for them, and if so do they already know that the problem you are going to solve exists?
-Yes, I would try to resolve impacts between the design and the trees on or adjacent to the sight, this is either with information/advice at the initial design stage or writing method statements dealing with tree removal, protection and engineering solutions were work is needed outside of the default of BS 5837:2012
Tree surveys / implication assessments / Method statements are often a condition of a planning permission.
Also, if you prepare and send out any written material, make damn sure to get it proof read by somebody with excellent spelling and grammar.
Chrisgr31 said:
I think if you do a pamphlet or leaflet it has to contain important relevant information that the potential client needs occasionally, because that way they will keep it on their desk, and constantly bringing your name to their attention.
Hopefully therefore at some point they will need the services you offer and use you.
This is something that im looking to put together. I'm thinking, something informative and to the point of what I can do for them and a bit about myself in an un pushy way.Hopefully therefore at some point they will need the services you offer and use you.
Insurancejon said:
I've just had to engage a similar consultant as I've just had TPO's slapped on 5 trees in my garden.
-How Did you get on, what did your consultant advise you to do, was the TPO confirmed?
From a punters point of view it was murder finding one as I had no idea on what to google.
- Unfortunately we are a not very well known profession!
From my perspective make sure you also optimise your website and pay per click to something that a non industry person would use. such as "tree consultant" or "tree surveyor" or "tree preservation order consultant".
create pages on your website with a high word count that are guides to Tree Preservation orders and Tree Planning. Then you will show up in searches
- Apparently my web designer has taken this into account but as i don't have a clue about building web sites I wouldn't know. I wish I had, had a recomendation from here now. Saying that it's my feeling that these things evolve and in a year or two's time i may have it looked at again.
Most large cities have property networking events, get yourself to them.
- This is a good idea and something I will look in to.
Have you previously worked on the other side of the fence i.e were you a tree officer for the council? if so advertise it.
- I have, I was a tree officer for a local authority.-How Did you get on, what did your consultant advise you to do, was the TPO confirmed?
From a punters point of view it was murder finding one as I had no idea on what to google.
- Unfortunately we are a not very well known profession!
From my perspective make sure you also optimise your website and pay per click to something that a non industry person would use. such as "tree consultant" or "tree surveyor" or "tree preservation order consultant".
create pages on your website with a high word count that are guides to Tree Preservation orders and Tree Planning. Then you will show up in searches
- Apparently my web designer has taken this into account but as i don't have a clue about building web sites I wouldn't know. I wish I had, had a recomendation from here now. Saying that it's my feeling that these things evolve and in a year or two's time i may have it looked at again.
Most large cities have property networking events, get yourself to them.
- This is a good idea and something I will look in to.
Have you previously worked on the other side of the fence i.e were you a tree officer for the council? if so advertise it.
Simpo Two said:
It's a two stage process. The first is called marketing, ie working out what you can do, what the world wants, and marrying the two together. This is largely Mr Coil's post.
- With the development type work there' s three sorts of people that id likely be dealing with, the end client themselves, an architect and a developer. Each has its own marketing approach, end clients would google like the above post and maybe only be a one off contract, architects and developers need a professional approach and should lead to a long term relationship.
Stage Two is selling the product you've just spent much time polishing. Once you've identified your prospects, ring them up. It may not seem natural and it's not often easy, but you'll get the best response rate and also instant feedback. It's rarely quick or easy, but if you've got Stage One right then keep chipping away. Your objective is to see them and make an impression. If they want to buy you there and then, so much the better - timing is important. You'll also get the customers YOU want (ie rich ones or people spending a budget) rather than crap leads from expensive adverts.
- Cold calling isn't something that im really keen on doing but I can see that it's necessary, I will get some help with this and there must be some decent books about on this subject.
- With the development type work there' s three sorts of people that id likely be dealing with, the end client themselves, an architect and a developer. Each has its own marketing approach, end clients would google like the above post and maybe only be a one off contract, architects and developers need a professional approach and should lead to a long term relationship.
Stage Two is selling the product you've just spent much time polishing. Once you've identified your prospects, ring them up. It may not seem natural and it's not often easy, but you'll get the best response rate and also instant feedback. It's rarely quick or easy, but if you've got Stage One right then keep chipping away. Your objective is to see them and make an impression. If they want to buy you there and then, so much the better - timing is important. You'll also get the customers YOU want (ie rich ones or people spending a budget) rather than crap leads from expensive adverts.
- Cold calling isn't something that im really keen on doing but I can see that it's necessary, I will get some help with this and there must be some decent books about on this subject.
Edited by Simpo Two on Tuesday 28th November 15:22
Dave_ST220 said:
When doing our extension we had to deal with a council owned tree (effectively that means it has a "TPO" on it but in reality it doesn't!). They have their own arboricultural consultant who basically came out and said you need a full on arboricultural assessment (we didn't & got the tree cut down, at their expense). When I spoke with the council's arboricultural consultant he had a list of people who could do what you describe so my first point of call would be local authorities-get on their books. Secondly, you could keep an eye on local planning portals (free), if any applications mention trees mail shot the applicant. Thirdly, contact local tree surgeons as you could work together quite easily.
Some Council trees do have a TPO's on them but all that causes is extra paper work when you're managing the trees and planning works with the contractors.How did you go about getting the tree removed? If a planning application is consented and trees on site have been over looked work to trees to facilitate the project can be carried out if the trees are TPO'd as the planning legislation trumps the TPO.
The planning portal is a good idea.
Councils do have a list, most on them are Arboricultural Association registered consultants (this im working towards).
StevieBee said:
Have you thought about approaching your local authorities - district and county.
I would have thought that they would have a reasonably regular need for the services you provide. There is a charter that encourages councils to support local businesses when it comes to divvying out work. Some are very pro-active on this. Others less so.
- I will start to look into this, normally its maternity/sickness cover or sometimes tree condition surveys where they pass the liability on.
If the value of contracts they put out for the work that you do falls below £7k, they don't need to go to tender - or even get alternative quotes (although most do).
- This is noted.
Either way, I would make yourself known to them and see what's what.
I would have thought that they would have a reasonably regular need for the services you provide. There is a charter that encourages councils to support local businesses when it comes to divvying out work. Some are very pro-active on this. Others less so.
- I will start to look into this, normally its maternity/sickness cover or sometimes tree condition surveys where they pass the liability on.
If the value of contracts they put out for the work that you do falls below £7k, they don't need to go to tender - or even get alternative quotes (although most do).
- This is noted.
Either way, I would make yourself known to them and see what's what.
PArbor1 said:
How did you go about getting the tree removed?
Told them their tree was damaging my boundary wall (which it was). They then agreed to it's removal at MY expense. I asked them who to send the bill to at the council for the repairs to the wall, minutes later a had an email saying they would remove their tree at their expense if no action was taken with regard to the wall.I agreed and 6 months later the wall was removed to make way for the new extension
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