By
Les Chung
Ive probably
got some people's attention
with this one, or at least
I would hope. And dont forget,
you can count on nice, industry
specific and beneficial articles
such as this only from Superior
Auto Institute at www.nodents.com
I am writing
you to inform you that there
are alot of ways to get accounts.
I suggest you read the recent
article about mining for gold
in the service drive...that
article is a nice angle on
getting PDR business, and
I know very few people know
about it or utilize it.
Now, lets
say you come across a Dent
Wizard account. Not to worry.
Those pesky little guys wont
be a bother for much longer,
unless we are talking about
an auction account such as
Ford, or Chrysler. If we are
talking about a dealer, here
are the stats:
A) Dent Wizard
is a company
that has MANY managers, shareholders,
reps, and of course the technicians
who need to be paid. All those
people with their hand in
the cookie jar..so what Im
saying Jack is that they HAVE
to charge more money to their
clients (in this case your
dealer) to pay everyone.
So, your
LAST option would be to price
them out of your account.
NOW, they can play lowball
for a while due to their immense
size, but if you want to hold
them out to dry for a while
(6 months lets say) you should
succeed in most cases unless
they are really after your
account due to its size and
profitability
B) Being
that price is the last option,
lets talk about a better idea-
Service. You can outservice
Dent Wizard by taking care
of your client like no one
else. The first and foremost
idea is to be in front of
their face every day they
are there. If your contact
is there on Mondays, Wednesdays,
Fridays, Saturday and Sunday,
try to be there the same days
and drop by. For any reason,
but just do it. Because the
name of the game is RELATIONSHIPS.
And he who creates and builds
them best, wins. Dent Wizard
cannot do it like you can
because they work on the volume
principal since they have
all those people to pay for
and care for..you dont, and
that is an advantage.
So, service
and relationships, and you
have to, cut them off at the
knees with pricing..but not
unless you HAVE TO..and also,
dont forget the service drive
approach..you can steal an
account away from them that
way too.
Happy Pushing!
Les Chung
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