Need Sales Advice!!

[scratchy]

Get listed in the YELLOW PAGES! A decent listing in bold with your availability and something about free chip repairs will get you base work every week to work from and then you can build off of that. No lie... the smartest people out there are looking in the yellow pages to find where to get their chips fixed. These are the people you want as your base customers, intelligent and desire a good repair. They will never pull over to a roadside repair site. My wife is out fixing chips now because we are listed and that base of work is very easy. The book is in every home and on every desk in your area. Smart people use it. Don't go for the huge color ad, everyone looking goes to the actual listing of all the players to see who is there and then makes the choice. I have even had 1 fleet and 1 car wash call me out just from seeing my ad.

[Masterglass]

All I can offer is what has been already said. Its a numbers game, never give up, look at a no as one step closer to a yes. When I started my sales career 20 years ago, my first sales manager would tell us "newbies" to forget the mumbo jumbo of closing and remember the phrase "make a friend, sell a _____________ "(you fill in the blank). The neat part is people are really interesting and I enjoy discussing anything they find interesting with them, which can start out with anything I think we may agree on and leads to a repair. You will be surprised with how much you have in common with everyone you talk to. Just be relaxed and truly enjoy meeting them first. Creating repoire is just that easy. It has served me well in all I have sold, from WSR to cars to carpet to mobile homes. It helps set a mental state of mind and like was already said people buy from who they like. Catch a book on "Mirror and Matching" techniques as well. And lastly as David C. put it "once you get repairs down, it is all marketing from there."

[StarQuest]

Great post and replys everybody =D>

Mike and Sally,

Working your way into fleet or dealership accounts isn't always an easy task. Believe me, from past experiences I know this all to well. I'm not sure if this will help build your confidence any but thought I'd share a little business start up story in repair with you.

My very first day in windshield repair was on Setember 11th, 2001. Needless to say it wasn't the best time to hit up new clients for work. I was blown off for nearly two months following that tragedy before I finally acquired my first fleet account. How did I accomplish that? Simply by showing up every week, same time, same day and offering them a another free demo. Was it fun hearing the word "NO" week after week? No, it wasn't fun at all! Just kept going back every week until they finally gave in and said "yes". After 3 years and running....I can proudly tell you I have every one of these accounts that once said "NO" in my pocket today! Persistance is the answer to success. Keep working them until they give in....and they will

[MadMike]

Thanks all for your great replies and nuggets of wisdom.

StarQuest, thats pretty tenacious showing up week after week to offer a free repair for a fleet. What do you think the turning point was for those business'. Them giving in, or you changing your sales pitch.

[StarQuest]

Mike,

The turning point was I always came in with a smile even if they didn't offer me work. Never....ever show any signs of disapointment. Always look around their office to find pictures of family or hobbies to open up new conversations.

Remember, the best way to get their business is to first acquire their friendship. Once they believe in you and trust you it's all down hill from there.

[Scott Tyner]

Lots of good advice and tips being given here.

Having a shirt with a logo/business name clearly visible is very important especially when trying to get business by going into other businesses.

Having a clearly laid out presentation (I feel short and to the point is better) ahead of time that you feel comfortable with is also important.

Most people are not comfortable trying to sell (and windshield repair is selling a service), while some of you...from reading your posts appear to be very comfortable selling....and I'm sure are doing very well.

But for most, it's not something that comes naturally, so it may take time to get comfortable doing.

The key is to just keep trying, don't get discouraged in the beginning, and be flexible on your approach.

If you're not getting many people saying "yes" after a reasonable amount of time, then try a new approach.

As another member said, it's your own business so "YOU" have the freedom to do what you think is best.

Just don't quit trying. You've already made the decision to start your own business and followed through with it, which is something most people will never do.

Scott

[gold star wsr]

It's a little harder when you are new because people are looking for experience. But how do you get experience if they are reluctant to give you a chance? Start building testimonials from satisfied clients. Carry a camera (digital, poloroid, disposable... whatever), and ask clients if you can photograph them with their vehicle, and ask them for testimonial. I made it easy for my clients by designing a form that they fill out ... has spaces for name all their information, including business name etc and the place to stick the photo with it, and places to check to rate the service and satisfaction with the repair, as well as a place for their written comments. It only takes a moment or two for them to do, and most of them are very pleased to do this for me. I put this into a notbook that I carry. I've not had anyone say they didnt want to do it .... one heavy-set lady was reluctant to be photographed until I suggested she could sit in the car... that worked! So when someone asks about the quality of the my work, I show them the book. They like looking through it and often find someone they knoow in there. Anyway... this helps to verify that you are doing professional work and have established a satisfied customer base. Also every repair you do, mention that you are building the business and ask if they know anyone who owns or manages fleets of vehicles. When people are satisfied with your work, they are eager to help you.
Also, when I was still pretty new, if someone ask me how long I had been doing this, I would say 'oh... for a while now' , or something like that instead of saying 'two months' ... once I passed the two year mark I started saying 'since 1996' .

[StarQuest]

gold star,

That's a great idea......1 picture is worth a thousand words. Had a picture sent to me a month ago from new tech that was doing a repair on the Oscar Mier WienerMobile. Now that's a classic

[DaveC]

Does one use resin or relish to repair a wienermobile?

[gold star wsr]

I would say resin with relish!