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.

Salesmanship Quick-Tips:

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 Repair 360 and 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.

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Dealerships: Steal These Emails and Give Your Sales a Boost

Dealerships, swipe these emails with 60% open rates to boost sales today!

Even though email is one of the oldest forms of digital marketing, it is still a very effective method for gaining new sales, or for moving prospects down the sales funnel.  According to a 2017 study from Hubspot, the average email open rate in autos and vehicles is 35%. This lags slightly behind the average open rate across all industries of 37%.

When your salespeople are not directly with a customer, they need to be generating activity to bring in and close more sales. In fact, activity-based sales, as reported by SalesForce, has been proven to:

  1. Produce higher revenue production per sales employee.
  2. Create robust data to make forecasting easier based on activity levels.
  3. Allow for insights on sales capacity so you know when to hire new salespeople to hit future goals.
  4. Create a team of outcome and data-driven sales experts.

When you move to an activity-based sales approach, you can utilize data to drive higher sales. With email marketing, you can enter these activities into your CRM to keep an eye on activity levels. But just kicking out emails isn’t enough. You need to create highly-converting emails in order to see the return on the time investment. Below are eight email templates for a variety of sales scenarios that your dealership sales reps face every day. These are proven to have as much as a 60% open rate when used properly. Fill in the appropriate information to replace the [italics], and you’re on your way,

 

Scenario 1:  They visited your site

Based on the prospect’s browsing behavior, you know which cars they are looking at or even seriously evaluating. Position yourself as a trusted advisor who can walk them through the decision-making process and answer questions as they arise.

Subject:  Resource for [make and model] questions

Hi [prospect name],

I’m sending this note to introduce myself as your resource here at [dealership]. I work with car buyers and have an expertise in [make and model], and I noticed that you had viewed these vehicles on our website in the past.

This inspired me to spend a few minutes to reach out to you and see if you had any specific questions about [make and model] that you were not finding clear, or decisive answers to.

As an employee of [dealership], I am committed to being a knowledgeable resource for car and truck shoppers in [town name] and I have helped [number] of customers find answers to similar questions.

When do you have 15 minutes to connect today?

Please also feel free to book time directly onto my calendar here: [Meetings link].

Thanks,

[Your name]

 

Scenario 2: If you’re a stranger to them but got them as a referral from an existing customer

Subject: 26 seconds (or less)

Hi [prospect name],

I’ll keep this short and sweet to make the 26 seconds it takes to read this worth your time (yes, I timed it.)

As a salesperson at [dealership], I get to speak with people like you about purchasing a new or used vehicle. You made your way to my radar because we just sold a [new or used][make model] to [referral source] and they recommended that I reach out to you because they knew you were in the market for a vehicle.

Could we schedule a 15 to 20-minute call to discuss your vehicle needs, which challenges you are currently experiencing, and how you plan on solving these needs? Even if you decide not to continue the conversation after our call, you’ll leave with some advice for car and truck buying that will make an immediate impact.

Best,

[Your name]

 

Scenario 3:  If you just called them

Use a quick email to reinforce the voicemail you just left.

Subject: [prospect name] — just gave you a ring

[prospect name],

Saw that you were checking out [make and model], and wanted to give you a quick shout after checking out the [dealership] site. The last thing I want to do is waste your time or mine, but I thought it would be helpful to quickly speak and learn a bit more about what your needs are that is driving the need or desire to purchase [make model], and perhaps answer some questions you may have about this vehicle or similar product offerings.

We have found that our happiest customers began their purchase with a quick call like this to get things started in the right direction.

Is there a good time for you today or the next few days? You can book some time directly on my calendar here: [Meetings link].

Best,

[Your name]

P.S. Thought you might like this as well while getting started:

   [Helpful link #1]

   [Helpful link #2]

 

Scenario 4:  If there’s been a trigger event (filled out a form or stopped by the dealership)

The old adage is that when they are ready to buy, sell. A trigger event gives you a compelling reason to reach out, boosts your credibility by proving that you pay attention to what’s happening on the lot, and establishes urgency.

Subject: Congrats on deciding on [make and model]

Hi [prospect name],

Your [interaction (email, dealership stop by)] inspired me to reach out. That tells me that you are narrowing down your options in the purchase of [make and model].

Within the last six months at [dealership], we have sold [number] of [make and model] to happy and excited new [manufacturer] owners. I’d be happy to answer any remaining questions and share a few ideas about how you could accomplish the same.

If you’re open to it, when would be a convenient time to chat? Say, [XYZ time]?

[Your name]

 

Scenario 5:  They requested a test drive

This email helps you establish a relationship with the prospect and set the right expectations for the process. If they’re not prepared for a discussion of their needs and budget before the nuts-and-bolts product talk, they might become impatient.

Subject: Showing you around [make and model]

Hi [prospect name],

I noticed you requested a test drive of [product]. I will be your contact here at [dealership], and my goal is to be helpful during your evaluation process.

Our test drives are two parts. The first is a conversation focused around helping me to understand what you’re hoping [dealership] can help with, as well as your desired options and even desired colors when purchasing [make and model], so then I can customize your test drive accordingly.

To get started, you can book time on my calendar here: [Meetings link].

Looking forward to connecting,

[Your name]

 

Scenario 6:  If they opened your email but never replied

The prospect is interested in learning more — after all, they read your message — but they’re either too busy to respond or not interested enough. Get the conversation going again with an explanation of your dealership or if you know the particular make and model they are looking at, and an offer to give them a test drive.

Subject: Helping you evaluate [make and model]

Alt subject; Helping you evaluate [dealership]

Following up on my last email, I wanted to see if [dealership offering, or make and model] was something you’d be interested in discussing.

[dealership] offers vehicles for [prospect need] that include the following:

   [Feature #1 and why it’s helpful]

   [Feature #2 and why it’s helpful]

   [Feature #3 and why it’s helpful]

I’d be happy to give you a brief walk-through of these vehicles and their features so you can evaluate whether there might be a fit for your specific vehicle purchase needs.

What do you think?

[Your name]

 

Scenario 7: If they still don’t respond

Haven’t heard anything back? Before you give up on this prospect, send a few more resources their way. You’ll add value while simultaneously reminding them your vehicle might be able to solve a pressing pain point — as it has for other buyers.

Subject: Resources used by [make and model] buyers

Hi [prospect name],

Following on my previous email, as they have a tendency to slip through the cracks. At the very least, I wanted to provide you with the top resources that people who are shopping for [make and model] or [vehicle category (SUV, light truck sedan etc)] found helpful:

   [Helpful link]

   [Case study]

Would it be helpful if we scheduled 15-20 minutes to discuss how some of these links may help narrow down your selections and discuss how a particular model may suit your needs? Just book some time on my calendar here: [Meetings link]

[Your name]

 

Scenario 8: If they went dark

This light-hearted email gives the buyer a chance to change their mind. It’s a great way to re-engage them without using a guilt trip.

Subject: Not nearly as bad as a blind date

Hi [prospect name],

But it still stings 🙁 Sounds like we weren’t meant for each other. But I wanted to reach out to you one last time. I have a few suggestions on how you can purchase that [new or used make and model]. If I don’t hear back, I’ll assume that the timing isn’t right.

In the meantime, here are two [links, resources] I thought you might find of value because [reason why they’re relevant]:

   [Link #1]

   [Link #2]

Best,    

[Your name]

 

It is our hope that these proven car and truck sales templates will be just the thing you need to re-energize your sales force. If you found these useful, we encourage you to check out other similarly useful content on our blog, as we are dedicated to helping dealerships just like yours grow sales in 2018. If you are also looking to re-energize your profitability in your dealership, we encourage you to check out our suite of software offerings, ReconMonitor and InspectionNotes, designed to improve frontline readiness of your used car fleet and trim waste from the process.

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