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Management And Training

How BSCs can take advantage of networking

May 17, 2012
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CHICAGO — If there is one topic virtually all building service contractors (BSCs) are interested in, it''s how to get more customers, according to a press release.

Of course, there are the traditional sales methods, such as cold calling, telemarketing, mailings and asking for referrals, the release stated.

One that continues to be overlooked is the ability to comfortably network at professional meetings, conferences, lunches and other events, the release noted.

"Lots of profitable, long-term business relationships are formed by just talking to someone at a business gathering. But, many of us are uncomfortable doing this or simply do not know how to make the most of the situation," said Michael Schaffer, a senior executive with Tacony''s Commercial Floor Care division and president of Tornado Industries Inc.

According to the release, ways to turn small talk in to marketing include:

• Greet people with a sincere, hearty smile
• Have a firm but warm handshake
• Introduce yourself but don’t hand out your card unless asked
• Ask the other person about himself or herself and make that person feel special.

Click here to read the complete release.

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