Originally Posted by splitpit
My marketing plan is actually very simple.
Work breeds work. In other words, get out there and do something! Spend your time that is not occupied with repair jobs selling new potential customers. Don't sit at home or under a tent waiting for work to come to you! Make a list of every potential customer in your market area and start cold calling them. Fleets, dealers, school districts, city vehicles, State Dept. of Transporatation, Bus Lines, Utility Companies and other service companies with mutliple vehicles, etc. Introduce yourself to all of your area insurance agents (in person) and get to know them over time.
I do mobile service in spite of high fuel prices because like I said, work breeds work. When on site, expecially at someones place of business, be visible. Check other vehicles in the lots and let your customer know that others have damage too. On a regular basis I get new jobs while on site doing jobs. You should be looking for that at every stop you make. You can double each days income just by looking for new opportunities at every stop.
Each and every day you can find a new customer. All you have to do is make the effort!
And once they are your customer, keep them your customer by doing high quality work, giving them excellent service, presenting yourself in a professional manner and befriending them. They WILL give you future business as well as sending relatives, friends, neighbors and co-workers to you. They will become LOYAL repeat customers.
Join the insurance networks, SGC, Lynx. Harmon, etc. It is worth being a member shop. Insurance referals account for a large portion of my business as well.
The old saying beat the bushes holds true, especially in the beginning. YOU are your best advertising! The more you are out there working, the more business will come your way. If you are sitting under a tent twiddling your thumbs waiting for someone to come along, you are wasting valuable time that you could be using to locate customers!
Building a successful business will not happen by waiting for customers. You have to always be thinking about opportunities to present yourself and your business to others.
Join your local Chamber of Commerce. Attend their socials and meet the other area business owners. Give them a hand shake and a card and explain what you do. They are all potential customers. Their employees are all potential customers. Their relatives are all potential customers. Their neighbors are all potential customers. Each new job you do has the potential of bringing you more business. Don't burn your bridges. Treat everyone you deal with, with respect.
Is it hard work? Sure it is. Is it harder than sitting under a tent with a FREE WINDSHIELD REPAIR sign? Of course it is. But in my opinion, it's the best way to build a successful business. And when the bottom drops out of insurance paid repair bucket, you'll be a step ahead of the FREEBIE guys.
|