I'm relatively new to the utility auditing business and trying to figure out the best approach for marketing to small manufacturing companies (annual electric bills $50K-200K range). What's been most effective for you all - cold calling, direct mail, referrals, trade associations? Also wondering about typical fee structures for smaller clients. Any advice would be appreciated!
Marketing to Small Manufacturing - Best Approach?
Welcome to the business! For small manufacturers, I've had the best success with local manufacturing associations and chambers of commerce. Many have monthly networking events where you can build relationships organically. Cold calling is tough in this market - procurement folks are busy and skeptical of unsolicited offers. For fee structure, I typically do contingency-based (25-35% of savings) for smaller clients since the upfront audit fee model doesn't work as well at that size. Build your reputation with a few good wins and referrals will follow!