Need Good Sales Advice

[InsomnicBrain]

Hi,

I'm gathering material to create a good sales pitch to businesses I will be visiting. The businesses range from police departments to florist shops. I'm opening a automotive repair shop and I want to get their business.

Some of these businesses might already be working with some other shops so how do I get their business? What incentives can I offer them? I'm young and not very experienced in outside sales so I hope some of you can give me great advice. Look foward to all of your comments.

Thanks,

Robert

[jakejobfiller]

First and foremost you need to differentiate yourself from the competition. Think to yourself what are three things that your competition does that would frustrate or inconvenience a customer. Then you take those few items and use them to create the value for your company.
For instance high price of parts-pitch your ability to get them substantially either better quality or cheaper parts whichever is closer to the truth, always talk about the relationships you have created to enable you to offer this.

Thats just an example but if you create three value points to sell the client based on what could very well be a frustration of theirs chances are one of those things will really attract them. Its all about differentiating yourself from the competition.

Hope this helps get some ideas flowing.

J

[Yiie]

Provide them with incentives such as a trial discount. We had a new salesman from a newly opened automobile in our suburb who offered $400 worth of service for $50, which had to be used up in 6 months. Of course, after the trial run, we were more than happy to return.

Also have information and brochures ready for them to take away. If you have money to spend, go with a magnet with your business details printed on it (you can get some from VistaPrint). I find a lot people would use the magnet and people would always look at it.

[radreality]

its great that you are seeking advice, but the problem with sales is that it takes experience to get good. No matter how many sales tips you read, it takes time actually implementing them into real world demonstrations to get good.

There is a lot of sales advice out there, the best I have come across is knowing what you are selling, knowing your competition, and knowing who you are selling to. Knowing those three things will benefit you more than any "techniques" will. Don't get me wrong, techniques are great, but I believe there are more important things.

______________________________
Robert Falk
Business Developer / Investor
Self Help Forum | Business Resources

[InsomnicBrain]

Thank you guys! I will write all this done and try to prepare myself.

[shmoeusn]

The absolute most important part is, how you greet them. You need to come in with a genuine smile on your face, look professional, shake hands, and get the name of the person your talking to, and the name of the decsion maker.

When you are talking about your company, make sure to hit hot buttons such as, price, customer service, down time (how long the repairs take), and you may want to talk about how long you will warranty your work.

There are a million different "secrets" when it comes to selling, but the biggest is this. Truly believe in the product/service you are representing. If you put 100% into every sale you do, regardless of how large or small it is, you will get back dividends. Accomplishing that is unbelievably easy if your heart is backing you up.

p.s. Once you get up and going, follow ups are very important. Call your client and ask how satisifed they are, thank them for the opportunity to help them, and you may even want to offer a "preferred customer coupon" that they may use themselves or give to a friend. (the friend will have to mention that customers name when they contact you)

[InsomnicBrain]

Great advice Joe! Thank you so much!

[TravelGuy]

My current mechanic, who is a family friend, but he does this service for most customers, having transportation available. So when I drop my car off, instead of waiting around or arranging other transportation to work, I just get one of his cars.

Not the nicest autos, but they are clean, gased and run. Maybe this will not be an option for you due to budgets, but just something to think about.

[rogercbryan]

Government Accounts: Offer to pick their vehicles up for free

Dealers: Discount Programs & Free Pick-up

Do you have any auto auctions in your local area?

Private people: There was a place in Cleveland that offered a free membership card that gave people discounts on just about everything. The nice thing was that they would call you when you were do for an oil change, kind of like the dentist does when its time for your cleaning. This extra service was above and beyond what Midas would do.

If you have a tow truck then the free pick-up for dealers will be a great selling point. This could you help you get started. Just make sure you properly budget these free services so you don't end up giving away your profits.

[InsomnicBrain]

Hi Roger,

I do have a local auto auctoins in the area, what type of business could I do with them? Thanks for the response, your advice is always helpful in ever situation I have.

Thanks...Robert

[warrensway]

know your market. Sell to your market. Dont take your eye of your market. DO all this for cheep. THat is all

[warrensway]

Words that work is a good book

[David Rocci]

You most definitely need to target local insurance reps. They are the first ones that people contact in an accident and they will be your best source of referrals! Make a list and start sucking up!

As a side note, I know a State Farm insurance agent and he gets gifts galore from autobody repair shops for him to send them business...

Screw the florist shop... focus on the big targets that can provide residual benefit for your business.

-dr