Outbound sales strategies are essential for snow removal companies aiming to secure profitable contracts and build client trust year-round — not just during winter. SIMA’s Business Development Interest Group recently met to explore practical, actionable insights for contractors looking to sharpen their outbound outreach.
Maximize your efforts by targeting the right audience. For snow removal, this could mean focusing on property management companies, local municipalities, HOAs, or commercial facilities. Narrowing your outreach to those with larger properties or frequent snow-related needs increases efficiency and return on investment.
There is value in creating a systematic, repeatable cadence:
Initial contact via phone, email, social media or in person
Follow-up messages tailored to pain points (e.g., reliability, seasonal preparedness)
Persistence is key—don’t get discouraged if prospects don’t respond immediately.
Document communications in a CRM to track progress, automate reminders, and ensure no potential client slips through the cracks.
Leverage educational value and trust
Instead of selling on price, position your company as a knowledgeable partner. Share useful insights — like best practices for winter readiness, proactive salting techniques, or preseason equipment checks. This approach builds credibility and facilitates long-term trust rather than a one-off sale.
Use data to drive decisions
Data helps refine and optimize your outbound strategy. Use it to:
Track which outreach channels yield the best responses.
Monitor conversion rates by client type to focus on the most profitable segments for your market and business.
Review call or message scripts regularly to improve tone, clarity, and impact.
A good referral always opens doors more easily than a cold call:
Ask satisfied clients for referrals — especially other properties or businesses in the same network.
Showcase success stories or testimonials from reliable, trusted customers.
Don't wait for temperatures to start dropping. Engage clients year round:
Perform site walk-throughs
Provide winter preparedness suggestions
Maintain visibility so when contract time hits, your company is top of mind
At season’s end, hold a debrief with your clients and your team while everything is still fresh:
Review what worked in your outbound process
Identify any areas that fell short (e.g., slow response times, ineffective messaging)
Adjust your strategy, update scripts, and reset goals for the next cycle
By defining your target client base, establishing structured follow-up, adding value through education, tracking your performance metrics, and leaning into referrals, your snow removal business can cultivate steady growth—even during the off-season.
To hear more, check out the full presentation by Piscataqua Landscaping & Tree Service’s Jay Rotonnelli and Amanda Pruss. The video also includes insights from other interest group participants.
Learn more about how to get involved in SIMA's interest groups at www.sima.org/interest-groups.