How do I get more customers for my scrap metal business??

Originally Posted by miked

I made a long response yesterday but it failed to post so here's a shorter version. This advise can apply to any business.

All businesses rely on sales, even the one man recycling business like I had. So if you can learn to be a better salesman then you will have more customers. You may think this doesn't apply to you because you're just recycling junk but as you progress from curb shopping to acquiring regular customers. When making contact with a potential customer you have to explain why they should do business with you. There are others providing this service so figure out why you may be a better choice. I find quality of service is the best thing to hang onto and this is something to work hard to continue to provide thereby retaining your customers.



So getting a new customer, figure out potential customers and what you can provide that they are not getting now. It could be as simple as being there on a regular basis, cleaning up after pick up, finishing the job each time.

Ok so you have a list of potential customers in hand. How should you approach the business? A cold call is when you show up without an appointment and normally not knowing who you want to speak to. Let me start with a fundamental of sales: The four rights of the customer, what you need to tell the customer right off the bat.
1 Your name
2 You company's name(if you have one)
3 The business you and your company is in.
4 The reason you are standing there talking to your potential customers.

This may sound silly to you but look at it from the customers view, he/she feel their time is valuable. By telling your customer this up front they know if they may want to talk to you or not. Imagine this response to your intro: "Our company requires we ship all the recyclables back to the main warehouse so we won't be needing your services. That was quick and didn't waste the customer's times or yours. Of course leave a card and say "please call if your situation changes".

Next how to be successful at your opening statement, making certain not to miss any of the 4 points and making it feel natural.

Practice looking into a mirror at your own eyes while reciting this opening statement. Example:

Good morning my name is Mike D...., and I am the owner of Onslow Recycling we recycle metals and electronics. We also specialize in destruction of hard drives and other materials containing sensitive data. The reason for my visit today it to determine if our companies should be doing business together. Do you have some time to speak with me now?

NEXT IS A BIG ITEM: Shut up and listen, in fact say nothing until he/she responds. That shut up and listen is one of the most powerful techniques you will ever master. When you are not talking the other person feels the need to fill the silence. When they do they often reveal what they really want.

I have used these techniques selling my recycling services, selling sausage casings(yea the red ring around your bologna) to the tune of $300K+/year in the early 1970's and safety signs and sticky back letters also to over $300/yr in the later 70's, That's back when 300k was a lot of money.

I have more sales tips if anyone is interested. 73, Mike

I'm game. I don't know what to ask I don't know. The shut up thing is a great idea. I normally try to listen, but making a point to shut my mouth is something I have to try.