Salesmanship Tips for the Mobile Repair Professional: How to Land More Deals
> Find and Secure New Accounts
> Stand Out From Competitors
> Maintain and Grow Current Customers
Continuing our series of articles focusing on the “year of growth”, today we are turning our attention to sales tips. All businesses need sales in order to survive and grow. Many rightly consider sales the foundation of a company. The truth is, some are born salespeople and some are not. Sometimes even the most seasoned sales pro could use some fresh sales tips now and again (we’ve found that the most successful salespeople are also the most active seekers of new ideas and methods).
Our salesmanship tips presented below are geared towards helping you increase customers or land a new shop or two, depending on your specific business needs. These range from basic sales tips to learning how to find and secure new account leads, standing out from competitors, and maintaining existing clients.
1. Knowledge is Power
One of the best tools mobile repair professionals have in their arsenal is an intimate knowledge of the services they are offering to current and prospective clients. They know what sets them apart from others trying to sell in the same industry. Having this subject matter expertise provides a level of credibility dealerships are looking for when being presented with new opportunities. When a customer realizes you know what you are talking about, it builds a level of trust. They can then put faith in the idea that everyone in your company knows what they are talking about. Look for opportunities to demonstrate your expertise. For the dealership or body shop prospects, consider sending a monthly or quarterly newsletter with information from your industry that could impact their industry. Another effective tactic is to offer a “lunch and learn” where you head out to a prospect’s shop, bring a few pizza’s and do a live demo during lunch. These are minimally invasive to a shop’s day and few people will turn down the opportunity for a free slice of pizza.
2. Know Your Competition And How To Outsell Them
One of the biggest objections salespeople will hear on a call is with a prospect who is happy with a competitor. What can you do in this case? Sometimes, it can be impossible to overcome this. Effective salespeople can still benefit in this situation where lesser folks would just take the “no” and move on. Learn what the prospect likes most about the competitor. What are they providing that makes the prospect loyal? This kind of inquiry can improve the way you sell your own services, and sometimes even expose areas where your prospect might be underserved. Sometimes perseverance pays off. You never know when you might catch your prospect having an issue with your competitor and you reach them at just the right time. Sometimes it can help to offer a service, or multiple services, for free as a test run. This allows prospective clients to see what they can get that is perhaps different from what they currently have with someone else. In some instances, it might be worthwhile to try to hire the technician away from your competitor onto your team in order to get and keep that new business.
3. The More Services, the Better
Mobile repair pros have an opportunity to be better than competitors at selling services if they can offer a wider range. For example, if the primary service a mobile technician is hired for is paintless dent repair, but you have technicians who can also perform wheel repair or paint touch-ups, consider offering package deals. When you can offer a bundle of services, dealerships will be more inclined to hire your business. They do not want to search for different people who do different things with different companies; one vendor who can do it all is more appealing and cost-effective.
4. Listen, Don’t Assume
One of the best qualities a mobile repair salesman can have is great ears. It can be difficult approaching a dealership not knowing what their exact needs might be, but never assume what they do or do not need. Mobile repair professionals need to make themselves available to dealerships in any way they can. When a dealership calls asking for help, a technician should always be sent as soon as possible. While it may feel good to ignore a call from a dealership that initially turned business away, being there in a time of need will only set your business apart from competitors. If a technician can show up and fix a damaged wheel to help close a sale, your business will be represented as reliable and efficient.
5. Tell a Story
According to HubSpot, 60 percent of people find a generic sales pitch irritating. However, telling a story draws prospects in with memorable accounts of similar clients you’ve helped. Humans have a unique ability to empathize with stories they hear about other people. That is why storytelling is so powerful, especially when it comes to landing a sale. During a pitch, a mobile repairer pushing PDR can throw out a plethora of statistics about their success rate. But at the end of the day, 63 percent of people recall stories because of similarities the characters share with their needs and wants. Craft your pitch to include a mini case study about your prior work. Describe how the services you provided to a client ultimately led to their success – higher sale price, faster turn-around, disaster avoidance, etc.
6. Ask for a Referral
Whether you are new to being a mobile repair tech or have been working at it for years, it can be difficult to find more work once you have established yourself with one primary dealership. But don’t be afraid to take on more responsibility. Chances are, if a mobile repair technician has been asked back to the same dealership multiple times because of their skills, that same dealership won’t mind referring them to the shop down the block. Never be afraid to ask for help; knowing your worth and demonstrating confidence in your trade will only help you outperform other mobile repair technicians fighting for the same opportunities.
7. Help Clients, Don’t Sell
Truly connect with your client. While you ultimately engage with a client to help with repairs, you are also selling a connection. No one should be sitting through a cut-and-dry sales pitch they’ve heard a million times. Not only appearing helpful but actually being helpful is the best way to land a sale and maintain a working relationship with the desired customer. Whether it is the first phone call or email, or you are meeting in person, here are a few guidelines to assist you with helping, not selling:
- Personalization – Always reference the specific problem plaguing the dealership in need and provide the correct solution.
- Deliver – If you’re promising the best paintless dent repair in the city, you better deliver the best paintless repair in the city. Stay up-to-date on industry trends and research new ways of upgrading a service.
- Be timely – Always be on time. First impressions are everything, but lasting impressions are made over time. Always answer repair calls as quickly as possible.
- Be Human – Go ahead and wish someone a happy holiday or a nice weekend. Also, commend the customer on their current successes; the more you can connect on a deeper level, the better.
- Customer Service – Start small and work on building great customer service. Call clients once a week to follow up, ask about work, and see how you can improve. Focusing on the quality of your accounts is better than scrambling to service multiple accounts.
- Stay Casual – At the end of the day, a mobile repair provider is having a conversation with a client, so use natural verbal and body language. Being yourself will allow you to connect with your client as a person.
8. Streamline Your Operations for a Quicker Transaction
Of course, we would be remiss if we didn’t mention how a software such as AMT’s ReconPro can help you streamline your operations and make the transaction quicker and easier for your customers. This can be used as a sales tool for your business and you can demonstrate how quickly you can go from estimate to approval, then from repair to invoice. If you can make the case that using your services will be easy and streamlined, it can be a major competitive advantage.
The sales journey for mobile repair professionals doesn’t have to be rough. The best way for these technicians to help the company sell any type of product is simple – be honest. Stay up-to-date on all updates to reconditioning software and industry news to be able to confidently talk about them with clients. Know what your competitors are doing and work with your audience to find out ways to be better. Form lasting connections with dealerships and auto shops that focus on the needs of the clients, not selling the capabilities of your business. Relationships built through natural connections are a surefire way for mobile repairers to become the salespeople they never knew they could be.