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How to Get a Valet Trash Contract [7 Essential Tips]
Whether you’ve just launched your valet trash business and are looking to sign your first client, or you’ve already started servicing a few properties and are now considering that apartment complex across town, every business owner reaches a point where they need to secure more contracts to grow.
Well, you are in luck. We’ve compiled the 7 most important suggestions to help you land that next valet trash contract a success. With tips on identifying those who make the decision to showing value when presenting your service, these suggestions will give you confidence and the right direction to execute the close.
Let’s dive in and set your business up for long-term success.
# 1. Identify the Right Leads
Locating good leads takes more strategy than just going to the closest apartment complexes. If you’ve reached out to every property within a 30-mile radius, maybe it’s time to shift your focus. Step outside the generic multi-family lifestyle and think about senior living communities, student housing near colleges, or vacation rental resorts.
Also, everyday conversations can definitely lead to opportunities. When someone asks you what you do, it should be the perfect opportunity to share your service! You could also find a community that you didn’t even think about before! Sometimes in this business, it just takes a few conversations to unearth a gold mine opportunity!
# 2. Secure a Meeting
There are several good methods for contacting your leads via phone call, email, or face-to-face. Each method has its own advantages. A good tactic is to follow up with a branded postcard and email first to announce your service and then follow up one or two weeks later by phone or in person. This allows for some time for your lead to recognize your brand and message, so your communication feels like it has context and is not a total surprise. Once you catch their attention, act professionally but relaxed; you want to instill trust with your lead, as you would want your lead to feel comfortable enough to engage in an open conversation regarding their community’s needs.
After you’ve landed a meeting with the property manager of your desired property, the next step is to communicate that you are easy to work with starting with your availability. If the property manager agrees to a meeting time that may interfere with your standard process, such as meeting for lunch or after hours, you have to readjust your day. If they ask you to meet at noon, consider turning it into a casual business lunch. You can probably learn a lot more in the same amount of time over lunch, and it’s a great way to connect with the property manager.
Realize that opportunities do not always come at the perfect time, and the more flexible you are, the more you communicate that you are professional and you care about earning their business. Passing on a proposed time could mean missing your chance to gain a long-term client, so take advantage of the opportunity!
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To guide the conversation naturally toward your valet trash services, it’s important to ask thoughtful, leading questions. Before or during your meeting, ask things like, “Do you currently offer any amenities to your residents?” or “What’s your current process for trash removal?”
These questions not only show that you’re engaged, but they also help you understand the property’s current operations. The goal is to uncover areas where your service can add value. Once you have that insight, it becomes much easier to position EcoClear Solutions as the ideal partner to improve cleanliness, convenience, and resident satisfaction.
# 5. Focus on Their Needs
Use your meeting to not only pitch a service, but have an actual conversation. Ask questions, listen carefully, and take a moment to assess what the property truly needs. They could be interested in valet trash service, but if you show sincere interest and provide solutions as needed, you may find the opportunity for all of the add-on services they may not have otherwise considered.
When you position yourself as someone who understands their challenges and can provide value beyond the basics, you’re not just selling a service, you’re building a long-term partnership.
# 6. Follow Up Thoughtfully
A few days following the meeting, preferably two to three days, check back in with the property manager or representative. This is a good opportunity to respond to any outstanding questions, address any possible concerns, and offer to follow up in person with any additional materials they might need, such as brochures, price sheets, or a sample contract. If, when you reach out, the call goes to voicemail, that is no problem. Just leave a polite, professional message letting them know you appreciated the meeting and plan to follow up again next week. If you can, send them an email, too!
Whether they received your message or not, there is nothing wrong with leaving a voice message or sending a follow-up email. Keeping in consistent but respectful follow-up mode indicates to the property manager that you care, you are dependable, and you will be easy to work with, characteristics that every property manager desires in a vendor partner. If you follow these key steps, the strategies discussed will all lead to a nomadic method to capture your valet trash contract.
If your call goes to voicemail, don’t worry. Leave a polite, professional message letting them know you enjoyed the meeting and plan to follow up again the following week. Consistent, respectful follow-up shows that you’re serious, reliable, and easy to work with, qualities every property manager is looking for in a vendor. Following these key steps will teach you how to get a valet trash contract.
Congratulations, you have reached the last step! Now that the contract is at hand, you can be assured that your hard work, diligence, professionalism, and perseverance have paid off. By going through every single step and genuinely providing value, you have built trust with the property management team.
Now you can review the final details, sign the Agreement, and welcome a new community into the EcoClear Solutions family. And hey, don’t forget about a solid handshake and a confident thank-you, that can do a lot in making the right first and lasting impression.
So, from this point forward, continue to be true to your business model. Deliver on what you promised and delight them with as much exceptional service as you can! In time, others will hear about what you have done to help, and your next client may just come looking for you.
Now that you have the contract signed… It’s time for that lunch break you have definitely earned!
