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    2 Replies Latest reply on Feb 3, 2015 12:32 AM by Doug Fentiman

    Diesel Truck Repair Shop Looking to land larger fleet accounts-need advice on how to market or approach

    fleettech Newbie

      We are located out of Compton Ca, and have a 2nd location in Paramount, CA

      In the past, we had more success because we had larger, more established trucking companies that we services. Unfortunately, they shut down and we are fighting to keep our 20 year company open.

       

      We offer everything from computer diagnostics, Mobil truck repair,  to many others.. Any advice as how to get into the door with these bigger  companies??

        • Re: Diesel Truck Repair Shop Looking to land larger fleet accounts-need advice on how to market or approach
          Moderator Berta Guide

          Welcome to the community fleettech.

           

          What kind of advertising/marketing do you do now? Do you have a website set up with any testimonials from your prior clients?

           

           

          ~Berta

          • Re: Diesel Truck Repair Shop Looking to land larger fleet accounts-need advice on how to market or approach
            Doug Fentiman Adventurer

            This is a good example of the danger in relying on too few customers. If any of them leave you, for any reason, it puts your company in jeopardy.

             

            As far as getting new customers there is nothing like pounding on doors and introducing yourself. But before you do that here are a few things you should do:

            1. sit down and create a list of benefits you can offer a new customer. And by benefits I don't mean 'what' you can do. I mean 'how' what you do will actually benefit the customer: highly trained staff = faster diagnosis = lower repair costs; latest repair equipment = repairs done faster and fixed the first time = less down time = lower cost; etc. Focus on how you can help your customer cut costs or make more money. That is the only 'benefit' they will truly pay attention to.
            2. define what your 'Competitive Advantage' is. In other words what benefit(s) do you provide that your competitors can't. It should be no more than one, maybe two, benefits that stand out from all others. If you don't have a competitive advantage all you can compete with is a lower price. And that is a slippery slope that you don't want to go down.
            3. you need to get your customers to support or backup your reputation. That way when a prospective new customer checks you out by Googling your business name you want them to find nothing but great reviews. Online customer reviews are a necessity for every business. They are the new word-of-mouth marketing. They are the public voice of who you are, what you do, and how well you do it. How do you get them? Ask for them! Your customers can post them anywhere on the web. Your Google+ page is best, but anywhere is good! If people won't give you reviews you have a bigger problem... that needs to be fixed before you go pounding on doors looking for new customers.

             

            Another way to connect with customers is Linkedin. Create a profile and start connecting to everyone you know. Try to find connections to people in your industry who are connected to or work at companies you want to do business with. Better yet find a personal contact who can introduce you to potential new customers. Personal introductions greatly increase your chance of success!

             

            Hope this helps,

            Doug