Running your own business is tough, and sometimes no matter how long you brainstorm, you just can't seem to think of a way to bring in more income. Below are five tactics you can try to get more people on your truck and more money in your pocket.
1. Try a new closing style
In the automotive repair business, the “application close” is a useful and non-pressure approach.
“You know how hard it is and how much time it takes when you’re fixing the (insert application here)? This new tool will make that repair go quickly and easily. Will you want one?”
Learn about more closing styles here.
2. Make a sale at a trade show
While attending a trade show, Go Sell Something columnist Alan Sipe notes he has had jobbers call a customer of theirs right from his booth to tell the customer about something they just learned. Many times, they sold the product before they ordered it.
Learn more about how to take advantage of trade shows here.
3. Use the KISS system
If you use the old KISS system of selling technical products, your results will be better and your paycheck will be bigger.
KISS, an acronym for "keep it simple, stupid," is an old Navy directive that states that most systems work best if they are kept simple rather than being made needlessly complicated. Therefore, simplicity should be a key goal and unnecessary complexity should be avoided.
Learn more about selling technical products here.
4. Refresh your demonstration skills
Try feature, advantage, benefit (FAB) selling. It's easy once you get accustomed to presenting this way. The following is a sample screwdriver presentation to help you get the feel for FAB selling.
F: The tip of this screwdriver is profilated (machined), not simply stamped.
A: Profilating ensures that each tip is perfect and fits each screw precisely.
B: This will really help you hold tight on the screws you are turning and eliminate stripping their heads.
Learn more about improving your demo skills here.
5. Make sure your truck is THE place to buy tools
For those technicians who come aboard, is your mobile shop a place where they see displays of like products together that offer good, better, best selections? Is it a place where they see good merchandising of those new and exclusive products?
Here’s another point I sometimes ponder: Some of the mobile stores I’ve been on look more like a 7-Eleven or a variety store than a tool truck. In my mind, beef jerky, gum, peanuts, lemonade, throwing knives, or t-shirts do not shout to your customers “buy your tools from me.” Be sure your store is positioned as a great place to buy tools.
Learn more about how to make your truck sell for you here.
