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Home Insider Blogs Monique Wilson's Blog Letters from an Outsider -- Trying to Get Inside

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Aug 16
2010

Letters from an Outsider -- Trying to Get Inside

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Posted by: Monique Wilson on Aug 16, 2010 11:35

I started in this business (Disaster Preparedness/Services) in April 2010. You would think that's enough time to start breaking down some barriers to entry in this market --however; that hasn't been my luck. Honestly, from the business development side of things it's hard work and to add to the pot -- I'm female, in an industry that is predominantly male and caucasian, and here's another kicker I'm African American -- go figure.

No stranger to building solid relationships -- I can say that's my strength. But reality is that breaking new ground in a new industry which thrives on long term relationships, has proven to be a challenge. Now I mentioned my ethnicity because I'm mature enough and have the professional experience to note that there are issues from time to time. We live in a society where it's life. Whether just or in-just doesn't It should matter. I'm just looking for an education -- but I'm not far away from asking for the sale! I think vendor to organization (business to business / business to consumer) we've got to start being a little more open to just hearing each other out! Yes we all have to sell because we all have to stay in business. Our economy speaks volumes to that respect.

I'm just opening up dialogue with the hopes that we just stop hanging up the phone on folks who are calling on you whether for information or business. There is a "nice" way to say no people. We all have our daily crazy routines, but I've been in sales and customer service long enough to know that being OPEN can bring benefical rewards from time to time. How would you know if you don't remain OPEN.

I'm on my soapbox folks, but I hope you really hear me out. Comment here or just sound off on my email -- would be interesting to here your comments.

Until my next post...



Letters from an Outsider
M.L Wilson
www.disasterservices.com
mwilson@disasterservices.com


Comments (13)Add Comment
2252
written by Bill Gray, August 16, 2010
Hi Monique, From your post it sounds as though you are cold calling via the phone. I have sold services to this industry for 13 years and can tell you it never does get easier. I would also be surprised if you race has much to do with it. I believe any sales professional, in any industry, must deal with the challenges of cold calling. Fact is that some people do not react well to being solicited over the phone.

If you have an opportunity I suggest you join local associations where you can meet people so they can get to know you, before they buy from you. I have found that if you are honest with people and treat them right, the business will come as will the referrals. As you know referrals are much nicer calls to make than cold ones. smilies/smiley.gif

It happen, just don't give up.

Hang in there.

Bill Gray
The Landlord Doctor
62
written by Brent Williams, August 16, 2010
Great response, Bill, and I agree wholeheartedly about the associations. This industry is VERY relationship based, rather than "best solution" based. But that means that the sales cycle is even longer, as people have to be assured that you will be there over the long-haul. It might appear as "clique-ish" at first, but if you consistently participate, online or in person, people will start opening up.
0
written by Monique, August 16, 2010
Hi Bill & Brent,

Thanks for responding to my first post. Can you tell I'm a little frustrated? Thanks Bill for reassuring me that race is probably a not a factor -- I feel a little lonely out there sometimessmilies/smiley.gif I will keep both your comments in mind as I navigate through this maze. I have started attending local association meetings and other groups where I can meet folks, but like you stated I'm approaching long-term relationships trying to get my foot in. But I'm encouraged by your responses.

Thanks a bunch!
Letters from an Outsider
M.L. Wilson
0
written by Doug Youngman, August 16, 2010
Hey Monique, I've been trying to break in nationally to this multi-family guild since '02 - as a white male, sans federalized 'minority only' exclusive vendor lists. This housing federation has a long history of controlling if not co-opting where vendor dollars get spread - what products get attention nationally... regardless of your race or more importantly the quality of your product. I like your words about staying OPEN. Disaster Preparedness sounds a little menacing - or fear based - people close up when they're scared... you might just call them Preps. As for local associations - you can't get Satan out of Satan. Best,
-D
0
written by Monique, August 17, 2010
Hi Doug,

Thanks for your comments! Now I really feel bad because you've been trying to break in since '02. I hope that things change for all your efforts over the years. I'm starting to believe it may be a numbers game. The more folks that we connect with the possibility of an opportunity. About you comment on local associations -- ha! It's been interesting to say the least.

I'm glad to say that I've had my own business since 2001 and my Disaster Preparedness / 24 Hour Emergency Service -- a better name as you suggested client is only one of several I represent as a consultant. I like to make myself the expert in the areas my client(s) provide products/services for. So my expectations were that folks (multifamily market) would be OPEN. I will keep plugging away. Thanks Doug -- stay positive and share your victories when you have them.

Letters from an Outsider
M.L. Wilson
0
written by Rebecca, August 17, 2010
Hi Monique,

I agree with all that has been stated thus far. It's a very closed industry, no doubt. But if you make one solid connection, that person can open many, many doors for you. As another female breaking into the industry, I have found that many folks are territorial...even with non-competing products. While it's hard, stay positive and let your product / service speak for itself. I've a HUGE fan of Tony Hsieh of Zappos. If you do the right thing by people, it will show. And slowly you will gain their trust, respect AND business!

Hang in there and best of luck!

Cheers,
Rebecca Lawler
http://www.RentNegotiator.com
648
written by Sondrah Laden, August 17, 2010
Hi Monique,
I believe sales unfortunately, is always a number game and with a product like disaster services the conversion to opportunity will be decidedly low. A couple of things to consider:
1. On site people and many regional level professionals may not have ever experienced a true disaster where a company like yours would provide a solution to a problem. It is hard to sell a solution when the person cannot imagine the problem, so you may need a scenario based sales pitch.
2. The decision maker for your type of company, a restoration company or disaster services is often at a level where you will have a hard time getting face time. You need great collateral that will pull someone in right away, because you may be lucky to just get names and addresses or an email where you can send a link.
3. You may want to consider following up this post with a true story post about a disaster that involved multifamily or commercial real estate and how your company saved the day. Posting here and on other sm sites will get eyes on an example of what you do and may peak some interest.

I do not think your sex or race has anything to do with slow penetration into the market. Disaster services are a tough gig to sell and in a tough economy when people are focused on so many small fires, they do not want to think about a big one. Good luck.
0
written by Monique, August 17, 2010
Hi Sondrah,

This is great stuff. I will follow up with a case study of some work we've done. What a bright idea! The interesting thing is that though DSI focuses on large loss opportunities, we do work on the small jobs as well. Mold Mildew, basement flooding,and everyday fires. It's hard to promote all the services at once. You've made some very enlightening suggestions that I will take you up on.

Keep sharing your comments and stories -- this is the most dialogue I've had since starting in April. Should have thought about this sooner.

Have a great day! And let's all keep it movin'

Letters from an Outsider
M.L. Wilson
0
written by Sarah Globen, August 17, 2010
this is the most dialogue I've had since starting in April

That's what you get here at MultiFamily Insiders! smilies/wink.gif
0
written by Monique, August 17, 2010
Thanks Sarah! I'm glad to be a part of this community!
0
written by Monique, August 17, 2010
Instant Value!
3712
written by Chrissy Surprenant, August 18, 2010
Great advice! I agree with the cold calling. I am a firm hater of cold calling although I know its a necessity in some businesses. I believe the same respect you think you should be receiving from the people you call should also be reciprocated back to that person by allowing them to chose if they want to talk to you in the first place. That is my hugest problem with cold callers, they expect you to listen and very rarely ask you if this is a good time. I am more apt to listen if the caller asks me first if it is OKAY to tell me about their product. It's only polite. In most cases, I am not interested in their product or even have a need for the product. Many cold callers do very little research about who they are calling before they call. They know nothing about my property and try to sell me items or services that are not even useful. I had one this morning for someone that would like to set up an appointment to give me a quote on cleaning my ductwork in my buildings. I'm all electric single story apartments with absolutly no ductwork to be cleaned out- did that stop him from continuing on about the benefits of going with him? No he kept talking about all the other services he offers. Do you think I'm going to waste my time talking to someone that doesn't even bother researching who he is calling? Not a chance. There is nothing more refreshing when you get a cold caller who knows the products or vendor you use and are able to quote me savings by going with them!
0
written by Monique, August 18, 2010
Great Advice Chrissy! and duly noted! Courtesy is so important and giving the someone the ability to opt-out of a pitch is also very important, so thanks for that NUGGET!

Regards,
Monique Wilson
www.disasterservices.com
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