Hey everyone, Tony F. from Las Vegas here. Been struggling with cold calling property managers for utility audits. Getting a lot of pushback about "we already review our bills" but I know there's money on the table. What scripts or approaches are working for you all? Specifically targeting commercial properties with multiple meters.
Cold calling property managers - what's working in 2024?
Tony, Greg L. here from Atlanta. I've had good luck leading with a specific example rather than generic pitch. Something like "I just saved a similar office complex $18,000 annually by catching an incorrect demand ratchet on their Schedule GS-2 billing." Gets their attention fast.
Great question Tony. Randy here - I always recommend the consultative approach over straight selling. Ask about their biggest operational challenges first. Property managers are drowning in costs right now. When they mention utilities, that's your opening. I've found success asking "What's your average cost per square foot for electricity?" Most don't know off the top of their head, which opens the door to discuss optimization.
Marcus F. in Jacksonville chiming in. The key is timing - call right after rate increases hit. Florida Power & Light just bumped commercial rates and property managers are scrambling. Caught three new clients last month just by calling the day after bills went out. Sometimes it's about being there at the right moment.
Joan W. from Tempe here. I actually stopped cold calling property managers directly and started targeting the regional managers instead. They oversee multiple properties and can approve audits across their entire portfolio. Just landed a 12-building deal this way - found $47K in annual savings across their Schedule E-32 accounts with APS.
Joan that's brilliant! Never thought about going up the chain like that. How do you find the regional managers' contact info? Most property management websites just show local office numbers.
LinkedIn is gold for this Tony. Search for "[Company Name] regional manager" or "portfolio manager" and you'll find them. Most are pretty active on LinkedIn and will respond to professional messages. I mention specific buildings in their portfolio to show I've done my homework.
Cecilia K. from Cincinnati here. One thing that's worked for me is offering a free single-meter analysis as a loss leader. Pick their biggest account and do a quick review. Found a $3,200 annual overcharge on a Duke Energy Schedule GS account last month - turned into a full portfolio audit worth $8,500 in fees.
Excellent strategies everyone. I'd add that persistence pays off but don't be annoying about it. I keep detailed notes on every call - when to follow up, what they mentioned as pain points, upcoming lease renewals, etc. Sometimes it takes 6-8 touchpoints before they're ready to move forward. The key is providing value in each interaction, not just asking for business.
Joe N. from Chesapeake jumping in late here. For what it's worth, I've found email follow-up works better than phone sometimes. Send a brief case study after your initial call showing similar savings at a comparable property. Just closed a deal where the property manager said the email example convinced them more than our phone conversation.