Forums: Discussions for entrepreneurs and small business.

I started my company 3 years ago as a packaging consultant.  Most of my business has been with past clients,(I use to be a partner of a interior packaging company).

I really enjoy saving manufacturers money, when it comes to the chipboard and corrugated packaging they use, but I'm having a tough time getting new business.

My question to you is, How can I get manufacturers to give me a chance?  I've never not been able to find cost savings, and I'm only interested in getting paid a percentage of what I save them.  It's a different way to get compensated and it seems companies are fearful of this type of approach.  I sure could use your help!

What is the reluctance based on? They may be afraid that quantifying the savings may be open to too many assumptions and that it is too hard to "rig" the numbers. Perhaps you could offer a hybrid payment -- a flat fee for a specific service and then a percentage of the savings above a certain amount, with concrete guidelines on how those savings are calculated.

Referrals are also a great way to get introduced to new prospects. Ask your happy clients to recommend others that you should contact with your service. Most professionals belong to trade or industry associations and make contacts with people who aren't their competition, but that do similar stuff.

Which reminds me that you could prepare a "helpful hints" type presentation and offer to present at meetings of trade or industry associations that your prospects belong to.

Best regards,

Molly Donaldson

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Start Here. Go Far. LaunchX

Molly, I apreeciate your ideas.  I feel that my way of getting compensated is way outside the norm.  That might be why I'm not real busy.  Molly, you'd be amazed, at how much help I could give to companies, if they'd just give me a chance.

I like your idea, on the flat rate then, maybe a percentage of the savings.

What do you think about me asking for a flat rate.  Then, if by chance they don't want to use my ideas,(which hasn't happen yet, that God) I would refund the flat rate?   I'm trying to be completely different with my approach, then any other company.

Again, thank-you for your thoughts!

Molly, I apreeciate your ideas.  I feel that my way of getting compensated is way outside the norm.  That might be why I'm not real busy.  Molly, you'd be amazed, at how much help I could give to companies, if they'd just give me a chance.

I like your idea, on the flat rate then, maybe a percentage of the savings.

What do you think about me asking for a flat rate.  Then, if by chance they don't want to use my ideas,(which hasn't happen yet, that God) I would refund the flat rate?   I'm trying to be completely different with my approach, then any other company.

Again, thank-you for your thoughts!

Molly, I apreeciate your ideas.  I feel that my way of getting compensated is way outside the norm.  That might be why I'm not real busy.  Molly, you'd be amazed, at how much help I could give to companies, if they'd just give me a chance.

I like your idea, on the flat rate then, maybe a percentage of the savings.

What do you think about me asking for a flat rate.  Then, if by chance they don't want to use my ideas,(which hasn't happen yet, that God) I would refund the flat rate?   I'm trying to be completely different with my approach, then any other company.

Again, thank-you for your thoughts!

The flat rate with an offer of refund if none of the ideas are used would definitely show confidence in your process. To keep from seeming "desperate" for their work, you could also sell them on a trial run (a single product or package).

Good luck!

Molly Donaldson

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Start Here. Go Far. LaunchX

I have used similar methods that Molly stated and must say, it has worked. I've been in business for about a year now and the clients are never ending. I've actually had to expand my employees to keep up with the work load. You just need to attract their attention and they'll be more likely to come to you. Referrals are the best and could turn to be never ending referrals if you keep up great work.

Consider marketing yourself in your local community as well. Local advertisements can do great, especially online newspapers. Just don't give up and keep fighting. Hopefully things will pick up soon again for you.

You probably have ineffective marketing.  Of course supervisors at these companies don't want to talk to you - you need to reach them in a way that takes scheduling time to discuss your services off the table.

I would recommend using a direct mail sales-letter supported by a website.  Of course you need to know who to write to, but a huge percentage of executives actually read all their mail;  an effective sales letter with an attractive call-to-action could work wonders for your business.

Prospects don't want to talk to you.  They only want to talk to you AFTER you've got their attention.  In a B2B setting your prospect's time is too valuable to waste listening to your offer in person, of even on the phone.  This is why you need a marketing method, actually a combination of methods, that cut through the apathy and inertia that cause resistance to your offer.

Thank-you to all three of you for responding to my question.

It's really sad our society doesn't trust one another more.  Trying to open doors for new business, with a whole new selling approach, has been an "eye opener".

In fact it's helped me look at myself, and how I do or don't trust people/companies.

I've never yet, since 2005 not been able to find ways to reduce costs.  When it comes to chipboard/corrugated packaging companies use.  When I do finally get the chance to talk with someone, I typically can be assured an oppourtunity to work with them.

Recently I posted a few positive notes from clients to my website.  Hopefully this will help.  I'll be adding more of them soon.

Again, Thank-you for reaching out to me!