Selling to an Industry

Selling to Cars Service and Repair Businesses

Many cars service and repair businesses offer opportunities for emerging companies to earn profits. Here are some of the things that are required to sell to cars service and repair businesses in this business climate.

Ambition and confidence are admirable characteristics for sales professionals. But selling to cars service and repair businesses requires more than a desire to succeed.

Leveraging the strength of the market, entrepreneurs are knocking on the doors of the marketplace, eager to earn their share of the profits. Competition can be tight, so new businesses have to be careful about the way they approach cars service and repair businesses.

How to Evaluate Sales Staff

Frequent employee evaluations are a must for companies that sell in this industry. Businesses that achieve significant market share recruit the cream of the crop and routinely evaluate them against performance goals and benchmarks.

Although annual reviews may be enough for other business units, sales units should be evaluated quarterly with monthly or weekly reviews of sales totals. Training, coaching and sales incentives can be useful for improving performance and revenues. In some instances, it may be appropriate to team underperforming sales reps with reps that have more experience selling to cars service and repair businesses.

Customer Profiles

Emerging sellers in the cars service and repair business market are advised to create customer profiles before they invest in a specific sales strategy. A little industry knowledge can go a long way toward arming your business with the information it needs to reach high value cars service and repair business leads.

In this industry, it is especially important to develop a customer-focused approach. As a rule, cars service and repair businesses are very skilled at spotting B2B companies that lack an awareness of the issues that are important to them and they tend to hold out for more knowledgeable suppliers, even if it means paying a slightly higher price.

Marketing, Promotions & PR

Emerging B2B businesses are often tempted to buy their way into the market. Rather than taking the time to develop relationships with cars service and repair business owners, these companies flood the industry with high-priced marketing content in hopes of scoring fast conversions from buyers.

Marketing is useful and necessary. But new businesses should channel their energy toward initiatives that support their value proposition. Although lead lists obtained from third-party vendors like Experian can dramatically increase the quality of your prospects, the effectiveness of your marketing efforts is limited to your team's ability to connect marketing, promotional and PR messaging with your company's unique product traits.

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