How Commercial Service Sales Pros Contact Property Decision Makers

First impressions are everything, so the saying goes. That is doubly true when it comes to selling. The key to more commercial service sales is reaching the right decision-makers and building their interest to hear more. Everyone is selling something today, and buyers are more educated than ever. How can your salespeople stand out? 

This article addresses your team’s top outreach challenges and suggests business solutions that streamline these processes for ultimate sales growth.

1. Use ethical approaches to contact decision-makers

The days of getting the sale by any means necessary are long gone. Teams that build trust and credibility in every sales interaction will have more success. Provide your salespeople with ethical selling techniques, and lead by example. 

Even before the pitch begins, respecting certain boundaries will signal that you’re a trustworthy professional. For example, limit your outreach to the prospect’s business hours rather than cut into their personal time. The best time to reach out is in the final hour of the workday. The second best option is in the hour just before lunchtime. 

How you reach out is just as important as when. Once you make contact, be forthcoming about your intentions—even if you run into a gatekeeper. These statistics gathered by ServiceBell show that B2B cold calling is still useful: 

  • Nearly 60 percent of C-level decision-makers prefer sales outreach via phone.
  • It takes at least 6 attempted cold calls for a lead to convert. 
  • A successful call typically lasts 5 minutes and 40 seconds on average. 
  • 51 percent of business owners chose sales phone calls over email and in-person visits. 

Even with an ethical communication approach to commercial service sales, your company’s online reputation carries weight. Seventy-five percent of B2B buyers rely on social media to inform their purchasing decisions. Assume they will check out your website, business reviews, and social media pages after you’ve hung up on the phone. Ethical selling also includes how you find the contact information of these potential customers. The next section provides a way to successfully identify decision makers and get your hands on their contact information honestly and efficiently.

2. Identify key decision-makers

Imagine a world where your sales team can easily navigate through property management teams, business owners, and facility managers to reach the right people for your services. This can be done without ever setting foot on the property—if you’re utilizing the right tools.

Company websites

Many business and property websites list team members with their titles and responsibilities. Use the website’s search function or browse directory pages for titles you’re interested in. 


Search for employees with relevant titles at the target company, filtering by location and keywords like “manager.” Look for individuals with connections to senior management or those managing larger projects.

Business Directories

Use tools like Dun & Bradstreet or ZoomInfo to access detailed company information, including key personnel and contact details.

Existing Network

Leverage your existing customer network to see if anyone can connect you with the right person. Ask property managers you’ve already worked with for referrals or insights into their decision-making structures.

Niche Sales Platforms

Consider purchasing sales solutions that provide deep insights into companies, including decision-makers and their contact information.

Combining these methods will help identify and confirm that you’ve found the right contact. Finding multiple decision-making contacts will improve your chances of sales success. Make a note of the property manager, facilities manager, and business owners, as they could all be influencers in the final sale.

3. Overcome challenges in contacting decision-makers

Once you’ve found your ideal contact, there’s still a wall in your way: the gatekeeper. Personal assistants, office managers, and interns stand guard. Getting past them is sometimes tricky but rarely impossible. 

They play a crucial role, so prepare your team with cold-calling scripts that appeal to them. Show them you value their time and expertise. Have answers on hand for common rejections. “Not a priority” or “no sales calls” won’t deter practiced salespeople. 

What are some ways that you can break through gatekeepers? Layering relevant information about the building size, permit history, occupancy, will show familiarity with the account, it also shows that the sales person has done their homework and is prepared for a meaningful conversation. 

This key connection can unlock the door to the ultimate decision-maker if your sales process includes a strategy for these gatekeepers. 

There’s no one-size-fits-all approach. Experiment with different tactics like personalized messages, social media connections, or offering valuable information. Champion persistence and flexibility to keep your sales team motivated.

4. Enjoy the power of follow-up and persistence

It’d be great if a single meeting or email would land the deal. The reality is that most prospects require multiple touches before they’re ready to buy. Following up is so important. 

After nailing the sales pitch, you leave the prospect interested but not quite ready to commit. Without follow-up communication, the excitement fades and is replaced by other priorities. A timely email afterward reinforces your message and keeps you top-of-mind. 

Following up isn’t only about persistence; it’s about personalization. Tailor your messages to each prospect’s unique situation and interests. Offer valuable resources, address new developments, and showcase your expertise. 

And the key to personalization? Tracking your interactions. Every conversation, concern, and potential talking point is relevant. Avoid generic communications and embrace the power of detailed activity tracking. Think of it as building a personalized roadmap to each prospect’s needs.

Leverage the right software and tools

Outreach for commercial services is challenging—but sales solutions like Convex Atlas address your team’s biggest pain points. 

No more time spent on endless searches. Atlas combines proprietary data with insights from multiple sources, instantly revealing qualified properties and the right decision-makers. It also lets you make calls, send emails, and record notes directly within the platform. Tracking communication history has never been easier. 

Atlas isn’t just about efficiency. It’s about freeing your salespeople to focus on what truly matters: building strong relationships. With the mundane tasks handled, you can dedicate more time to understanding your prospects’ needs and closing more sales.


Make the search for decision-makers easier for your commercial service sales team. Convex Atlas revolutionizes this process so your salespeople can spend more time on the actual art of selling. Equip your team with ethical selling strategies, the skills needed to get through gatekeepers, and the attention to detail needed to personalize each prospect’s experience. 

There’s already so much on your team’s plate. A solution that saves resources where salespeople need it most is priceless. Atlas provides qualified leads and decision-maker contact details within your service area. The map feature will ensure you’re prospecting near current customers for easier referrals and more efficient traveling.  Take a step towards success and explore Convex Atlas today for a comprehensive solution that turns sales challenges into ultimate success.

Originally published on March 19, 2024 Updated on March 26, 2024

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