business development for independent car & truck rental

Business DevelopmentFor Independent Car & Truck Rental

Upon completion of this program you will be able to identify sources of business and integrate them into a business strategy for growth.

Program Topics

• Business Development…The Basics • Sales & Marketing • Prospects & Lead Sourcing• Making the Call• After the Call

Program Completion

• Activities and customization (today)• Action Plan (today)• Complete program review • Adjustments to customization• Implementation

Page 8: Competitive Advantages

• High quality• Low cost• Convenient location• Others?

Page 9: Features & Benefits

What makes your location great?What makes your location unique?What are you really known for?

Page 10: Your Elevator Speech

A 60 second summary of what you do and what makes you great

Page 10: Your Elevator Speech

Watch out for these four common mistakes:1. You say to little2. You say too much3. You immediately ask for business4. You talk on and on (and on) about yourself

Page 11: Email

• Opt in• Double opt-in• Unsubscribe

Prospecting & Lead Sourcing

• What size companies do you target?• Who handles larger companies in your area?

Page 15: Lead Sources

What are some other potential sources of business?

Page 19: Prioritizer

• Use a “0” to “5” scale• Pick one or two companies you want to target• Estimate rental volume• What are the weaknesses of the current provider?• Is there a history with your company?• How much time & effort is required?

Pages 24 & 25: Pre-Call Planning Form

• Organize your thoughts and create a concise, custom presentation

• Review sample form (page 24)• Select target company and complete form (page 25)

Page 28: Referrals

How to you build repeat and referral business?

Page 31 – Action Plan

• Everyone starts in a different place• Some action items require more time, effort &

resources• What are some obstacles and challenges?• Use dates! Don’t hesitate to adjust.

Program Completion

• Activities and customization (today)• Action Plan (today)• Complete program review • Adjustments to customization• Implementation

Questions?

Good luck!

Contact InformationJim Davis

jdavis@lesliesaunders.com630.258.1167

Tom Saboltsabol@lesliesaunders.com

813.300.7621