business development for independent car & truck rental
TRANSCRIPT
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!
