While finding manpower can be challenging, finding clients is typically not a concern at BSR Services, based in Missouri.
Carl Bolm, company founder and president, says because he is specific about his ideal client, he has no concerns telling a prospect they aren’t the best fit and referring work elsewhere.
“If we have asset managers or property managers that are micromanaging or calling off service, they’re probably not our best client. We’re not the best service provider for them, and we let them know that during the introduction and the meeting of the client, we just let them know,” Bolm says.
Over the years the company’s book of business has grown primarily through word of mouth.
“Some of our largest accounts have actually reached out to us and said they’ve heard great things about us. We keep in touch with our clients; we do a newsletter, I’ll do about 10 visits with them. That’s how we’re continuing to grow our base of clients for our service,” Bolm says.
Transparency with clients is key, Bolm says. “They want to know what’s going on and we’re doing a great job with expanding our technology and investing in technology to let them know when they’re being serviced, how they’re being serviced, how much time it takes you to service them,” he says.
And communication is important. Bolm says he works to make sure his clients don’t get surprises from his company.
Lastly, high-quality service is vital. “Your best sales pitch is your service. Your service speaks louder than what you say,” he says.