In speaking with some new Licensees, I wanted to reiterate some strategies shared at our seminar and in previous correspondence for soliciting prospective contractors. In an effort to expedite, I will share in bullet form as follows: - When recruiting new contractors, don't oversell. More specifically, if you are placing ads online or in print form, don't try and explain all of the intricate details of your business. I definitely made this mistake several times over in the early stages of my business and I believe, for lack of better terms, it "intimidated" prospective contractors. I think it was overwhelming and/or overbearing. So to be clear, do NOT try and explain everything in your ad. Your goal should be to get leads, start a dialogue, and gradually expand your relationship.
- When creating your ad and/or when speaking with new prospects, keep it simple by expressing your interest in "looking for someone to help with some deliveries" and/or "looking for someone who can help with moving assistance." Again, if you attempt to explain everything we have discussed in my material and the entire YATB strategies, the FetchMozzo platform, direct deposit, etc., chances are good you are going to overwhelm them with too much info - especially if you are telling them you need their bank account info to set them up with direct deposit.
- When soliciting prospects online through Craigslist or something similar, feel free to solicit people advertising for delivery, moving, or haul-off services. However, do NOT waste your time with established businesses or people who already operate numerous vehicles/trucks - especially large big rigs. Rather, you want to solicit those "business owners" who are literally operating a single box truck or trailer. The reason is simple, the "established" owners will "big-time" you; they believe they have all the answers and definitely don't need you helping in getting them new business. In their minds, they're the "experts" (yet they're plastering Craigslist with ads). However, the single operator/owner with a 14-18" box truck is much more welcome to prospects of exploring all possibilities in gaining new business.
The reason I put "business owners" in quotations is because in their minds, independent operators consider themselves as legitimate business owners. But in all reality, not to split hairs, but as you and I both know, they really just own their own job. If they don't work, they don't get paid - meaning they don't own much. But regardless of anyone perceptions, it is not your problem or business. Rather, you want to secure quality contractors and empower them to make as much money as possible because the more they make the more YOU make.
- In expanding in the previous point, when you are speaking with these "business owners," you can explain how you welcome the opportunity to "help build their business" by offering them more work. As I recently explained to some new Licensees, structure your initial dialogue almost as a "paid favor." IE: "I am looking for someone with a box truck or covered trailer to help me with local deliveries out of some retail facilities and will compensate generously."
In my business, we are fortunate that we don't have to do much advertising for new contractors - typically only if we are moving into a new area. The reason is because most of our contractors literally come as referrals from existing contractors. Most of my experienced contractors are making thousands of dollars per week. So convincing their cousin, brother-in-law, friend, etc. to become a contractor is far from a chore. But again, this definitely wasn't the case in the early stages of growth. This is why getting your first one or two contractors will be the hardest part - unless you already know someone and you've had the conversations on what you plan on building.
- If necessary, offer to give the prospect 100% of their deliveries during the first 1-2 weeks. I know this might sound crazy, but it works! Remember, prospects are working to feel you out just as much as you're evaluating them. If a prospect already has experience, owns their own box truck and doesn't need a great deal of training, literally offer to give them 100% of their work orders for the first week or two. Give them 5-10 work orders and let them discover the convenience and honesty in working with your network. Make it clear, if the contractor likes the way you do business and would like to keep working with you on a more permanent basis, you will give them 70% commission on deliveries (or whatever rate of commission you determine) which is typically higher than industry standards
- Cast your net far and wide and focus on viable prospects through additional communication. For example, if 10 prospects respond to one of your online ads you may disregard 5 as not being serious candidates. You might be interested in and contact 5 via email, schedule personal interviews with 3, and then decide to retain one. So understand, especially when you are first starting and you do not have any credible "leads" from existing contractors (friends, brothers, cousins, etc.), be prepared to consider a large number and then fine tune your consideration as you learn more about each candidate.
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