How to make a business be successful?

[GLASSTIME]

I emailed you Chad's contact information

Thank you Korey!

[D2D]

Apparently, your research up to now, indicates a saturated market with well established WSR companies.

You will find fleet and dealer accounts to be cutthroat and only add to your frustration and anxiety.

You may need to shift your focus to a well defined direct sales, "go to the customer retail, cash, and insurance" approach.

With all the so called saturation, I can guarantee you that only a small percentage will use this approach, but those that do will be very successful.

I would think by now, you've read all the threads in Business Development?

[mrchips]

Try this approach in Atlanta..........and surrounding suburbs. It works great and doesn't matter who or how many competitors you have, try it. I think you will agree!

Use what I call "The Area Approach".

Get a small flyer, nothing expensive, one that is the size of half a piece of paper (8.5X11). Have it show some small pictures (or drawings, like on mine) of what several different rock chips look like, i.e. a star break, a bullseye, a bullseye with star cracks, etc..

The flyer should have your contact info on it, and even a little description on how most insurance companies will waive the customers deductible and pay for the repair. You know the basics. I have mine printed in 2-color. Nothing real fancy. Have them printed on normal paper, you are going to give a lot of these away.

Killer Method of Getting to the Right People

Here we go: Choose the professional business parks around your town and starting early in the morning. Walk in and approach the receptionist.

Here is what you should say and do, (Exactly):

I was in the area fixing a few rock chips in a car windshield (Hand them a flyer) and was wondering if you would give this to anyone you know who might have one of these (as they are looking at it, point to the little drawings of sample rock chips on your flyer) on their windshield.

Say, thank you and turn and walk out. (watch them for their level of interest. It will tell you if they might have one or will confirm that they do not, so you can move on)

IT IS IMPORTANT YOU TURN AND WALK AWAY. YOU ARE THERE TO HELP THEM AND NOT APPLY ANY PRESSURE WHATSOEVER!

You will find that if there is no interest, there is probably no damage on their windshield and they do not need you (at least not today).

BUT if they hesitate or ask questions, and more often than not, they will call you back and say, Hey wait a minute, come back (IMPORTANT FOR YOU TO APPEAR TO WALK AWAY. IT IMPLIES, NO PRESSURE, AND PEOPLE DO NOT LIKE TO BE PRESSURED OR SOLD).

IT IS A GIVEN: I should not have to say that you should go in dressed nicely with some sort of logo on your shirt or hat that shows you are serious and you are a professional.

Using this technique will give you a leg up and make it possible to set your goals and reach them! You will never feel rejected and you will make a lot of money with this.

When I say business parks I mean, professional business buildings like doctors offices, dentists, lawyers, etc. I even have one of the state government buildings on my route!

NOTE: You will often see a sign on the front door of many businesses that says, no soliciting IGNORE IT. That is right, ignore it.

POSTURE YOURSELF AND YOUR IMAGE FOR SUCCESS

Let me say this (very important): You must have sort of a humble attitude about it and act like you are doing a favor by just leaving a small flyer in the case they might know someone else who might need your services. (This is important because it takes the pressure off of them being approached with a sales pitch directly). Remember, you are only there to drop off a flyer (that is what you want them to perceive and believe).

THIS WORKS LIKE MAGIC! HAVE FUN WITH IT AND YOU WILL HAVE GREAT DAYS OF SUCCESS AND MEET A LOT OF INTERESTING AND FUN PEOPLE.

NO PRESSURE NO REJECTION LOTS OF NEW BUSINESS.

After you do this for a while, you will develop a route you go on and visit the same buildings every month or so. Some of the receptionists will recognize you the second time and remember you were there to help them last time with NO PRESSURE and if they used you to fix their rock chip, in most cases: IT COST THEM NOTHING AND SAVED THEM THE HASSLE OF CALLING SOMEONE, SETTING UP AN APPOINTMENT, TAKING HALF A DAY OFF AND ALL THAT!


Adjust your attitude to reflect your new approach. Your attitude will determine your altitude! This business is no different. You will win and succeed in direct proportion to how you think about things. You will learn what Dr. Denis Waitley said in his book, entitled The Seeds of Greatness, when he said:

We seldom get what we want in life, but we always get what we expect.

I had the chance to meet Dr. Waitley several years ago and we discussed this great phenomenon. What a great guy. If you get a chance to read his stuff, do it, he is a real pro.

This is a professional business and you need to treat it as such. Even though the barrier to entry is relatively small, the opportunity is enormous if you apply yourself, set goals, and expect great things.

I set my wristwatch up to beep every 15 minutes to remind me to stay focused on my goal (I have a wondering mind, I call it genius, but most would call it, ADD ha!).

Your Integrity Will Strengthen With Your Resolve! (and you will make more money)

I zero in on achieving my goal and have developed the attitude that I will let nothing get in the way of my goal!, NOTHING! If my car breaks down, I call a tow truck . I do not spend all day taking it to the mechanic etc. I will not let anything get in my way of reaching my goal.

POINT OF THE WEDGE

Use this JUST AS I talked about and remember that the in doing so, you are among the few who recognize that developing a system for every facet of your business is the secret to more success in whatever you do.

The WEDGE portion of this whole approach is to REALIZE that the windshield repair business is one of the only businesses I know of that:

1. The end customer actually wants and needs the business. There is no selling required (no rejection either. I hate rejection).

2. In most cases the customer does not pay for the repair. Insurance companies are glad to pay!

3. It usually takes 5 to 10 minutes to perform the actual service.

4. The actual cost of goods for each repair is less than a dollar! And you get to charge from $35 to $50 dollars! How many businesses do you know with that kind of return?

5. It saves customers (and insurance companies) millions of dollars annually in replacement costs, which is why they love it. If most rock chips are not fixed they end up splitting the whole windshield which ends up needing replacement, which is a lot more expensive than a repair!

6. Little or no risk involved (if your repair ever fails (unlikely) simply refund the repair cost! I have never had to return money!

7. You can run this business out of your home with little or no overhead!

8. You can make a serious professional income with this little niche business.

No More Waiting For Business to Come to You!

You see a lot of repair technicians setting up tents at the local grocery store or car wash parking lots and waiting for cars to come to them. The problem is waiting. Why not set up a system of soft marketing to include in your business that will make it easier for a person to have the repair done, without hassle and without having to take a lot of time to do it.

Wake up every day, start work at 9 or 930AM and work till 3-5 PM and come home with over $300 in work done. My best day was $740 by 2PM (and I was even training someone that day)!

FORGET YELLOW PAGE ADVERTISING. THOSE DAYS ARE GONE!!!

IF YOU WANT THE BUSINESS, SET UP A SYSTEM TO GO OUT AND GET IT! SO THEY WILL KEEP COMING TO YOU! NO MORE WAITING!

Good luck in your new business. Use these little secrets and point of the wedge and watch your windshield repair business take off!

Happy Chippin!

[paulrsf]

Thank you for taking the time to post such a comprehensive outline for what has led to your success. I am always interested in hearing and reading about what others are doing to achieve their goals. I intend to use some of your suggestions! I'll let you know how things are transpiring.

Regards-

[mrchips]

Paul

Good Luck........I have made tens of thousands using this technique. I kinda "fly under the radar" with this approach.

I hope to hear how you do!

[screenman]

A fantastic post, now I know some of the guys not doing so well in our business would not have even got to the end of it. So if you are one of those guys that did not finish it I suggest you read it again and again, luckily enough for the more successful guys out there not many of the quiet one's will implement the system, thus allowing those that do to get even bigger and better.

Once again Mr Chips many thanks.

[GlassStarz]

Great post lots of good info for those willing to read the whole thing everyones Cold Call technique is a little different personalise it to your personality but Taking control of the situation is key. In my version I try to have found a car out front with a chip and ask who it belongs to if its a busy place and they are not right there I give my card (it has before and after pics) I write on the back quickly a price and ask whoever to get it to the owner of the car tell em something like im across the street working and anyone else needing a repair I will give the same good deal and leave often they will stop you and if not usually the phone in my pocket starts to vibrate before I get to far. Its all in the Sales Technique make them see the urgency and feel its thier choice not something pushed on them. Lets face it everyone with a chip knows it may break and most likely has been meaning to get it repaired make em feel they are lucky there is a guy right here and they should take advantage of the situation.