Mobile distributors have a tough job—so many customers, so little time. The success of the jobbers hinges on the importance of forming a solid relationship with their customers. But with a growing list of garages and automotive service technicians, it’s becoming more of a challenge for jobbers to see their customers as often as they’d like. Even the very best are finding themselves with less time to be a valued partner because of scheduling and time restraints. For a mobile distributor to have a positive relationship with their customers and to keep sales growing, it’s vital to ensure they bridge the time gap between customer visits with these three simple tips.
1. Use video calls
When appropriate, set up a quick video call with your customer, such as Zoom. When a customer sees your face on their screen, they’re more likely to focus and the jobber can, in turn, more easily gauge their reaction to the sales pitch or conversation to touch base. Demos are done more easily over a video call than an audio-only call or email.
Some trucks may be large enough and have a toolbox built right in, but for those that don’t, a video call may also be a good option. Video calls are best suited for larger, more cumbersome products, such as a toolbox because it’s more difficult to load up multiple toolboxes in the truck given the limited space and difficulty to transport.
2. Make assets easily accessible
Another way to bridge the gap between sales visits is to ensure all your product materials are accessible to your customers. It’s important to create a Dropbox for files or have an internal digital asset management system that efficiently organizes and manages digital assets, such as images, videos, PDFs, spec sheets and more. From 360-degree spin videos that show products at various angles to high-resolution videos and demos, at GEARWRENCH, we have thousands of media assets that support the sale of our products and are available to customers on our website. We also provide this content to select wholesale distributors who, in turn, syndicate it to jobbers using their software. Be sure to ask your sales representative how you can access these media assets to highlight the unique features and applications of our many products.
3. Use multimedia messaging services
Catching an individual technician is hard given the nature of their work. In between visits, mobile distributors should connect with customers in a quick yet meaningful way, knowing their time is valuable. Sending an MMS text using a platform like Trumpia is an efficient way to reach a customer and an ideal way to easily feature a product that is linked to a current promotion or a sale. Mass texts can be perfect for a new product drop or can be tailored toward a specific customer, like a collision or tire specialty garage.
Distributors are stretched thin, and with more than 400 stops a week, these tips and tricks will help them feel less overwhelmed and ensure they find meaningful and easy ways to connect with customers when they can’t physically be there.
Information provided by GEARWRENCH
