Page 70 - TCDB combined Book

46 The Complete DESIGN-BUILDER

Cold Calls:

Making unscheduled calls to obtain leads is not recommended as a main method of
prospecting. The prospecting technique in using cold calls should involve an organized approach.
Looking for other potential prospects in the area of a recently acquired project is a logical cold
call method. Cold Calls to this type of prospect can be very productive, given your presence on a
nearby project. Check with your present project owner as to any neighboring business that he
may be aware of that intend to build or expand. A shotgun approach to prospecting by making
unscheduled cold calls will obtain some good prospects. There could be what we will call a
“lucky strike” using this method and do not attempt to completely discourage this type of cold
call. A scheduled organized approach is a more cost effective and time efficient, unless there is
unlimited time available for this purpose.

Completed Projects:

Contacting Owners of your past completed projects can result in some repeat business
opportunities and a chance to solicit other project leads that these Owners may be aware of.

Chambers of Commerce:

Maintaining memberships in Chambers of Commerce will inform on local happenings
and maintain contact with key Business Associates.

Service Clubs:

Personal involvement with Service Clubs will allow giving back in some way the benefits
received through doing business in the Community. Taking an active role in ensuring successful
ventures undertaken by these Service Clubs can be very rewarding.