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Telephone Sales for Fully Automated Truck Wash Companies

March 10, 2012 | Comments: 0 | Views: 131

So many small business folks just do not understand the value of telephone sales. Somehow they believe that they can use social media, email, marketing, advertising, and referrals alone and come out ahead of the competition - doubtful. Telephone sales are probably the most efficient way for one business to make contact with another company, and perhaps the best way to determine if they have the goods, services, and price point to properly get and retain the account. Okay so, let's talk because I'd like to give you a case study here to explain what I am talking about.

For this example, I will use a truck wash company. Truck washes should communicate with dispatchers - and go out of their way to collect direct phone numbers, the most efficient method to do this is from their drivers. One of the best ways I've found to get a hold of trucking companies, and the people that make the decisions such as the dispatchers, is to straightaway ask the drivers who come in for the names and phone numbers for the dispatchers. Give them a personal call, make sure you get a vendor number, or find another way that they can pay you when their trucks come through.

Give them a discount, and stay just below your competition's price point. Even when you have fleet business like this, it is paramount to keep the drivers happy, going out of your way to make them feel good, and to make sure they keep coming back. If you streak their windows, or do a lousy job, they might complain to the dispatcher, and next thing you know, eventually you are getting very few trucks from that company coming through anymore. Instead, they may migrate to your competitor.

The trucking industry is changing, so it behooves a truck wash to change with it. There was an interesting article in Bloomberg Business Week (May 31 - June 6, 2010) edition titled; "Why Walmart Wants to Take the Driver's Seat," which explained how the company wanted to pick-up the finished goods from supplies and vendors and transport it to their distribution centers and then remove those delivery costs.

Why? Because Walmart is so big that it will win in the economies of scale, and also be able to deliver products to its stores, but never have to bring a truck back empty to the distribution center. That makes sense right? Logistically of course it does. And thus, logistically speaking you as a truck wash owner ought to be wise enough to understand that it is the dispatchers keeping everything running smoothly that you need to have on a first name basis, if you want all the trucks moving products to make a pit stop at your truck wash. See that point?

Wouldn't you like to have the Walmart account for cleaning all the trucks routed down the highway where your truck wash is? First you need the phone number of the dispatcher, so, how are you going to get it? Please consider what I've said here today, okay?

Lance Winslow has launched a new provocative series of eBooks on the Truck Washing Industry. Lance Winslow is a retired Founder of a Nationwide Franchise Chain, and now runs the Online Think Tank;

Source: EzineArticles
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Telephone Sales


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