Here's our advertising and merchandising purpose: Use leverage and sensible considering to get plenty of windscreen restore enterprise by providing to workers of main companies as a profit from the corporate!
REMEMBER - The biggest challenges you should have can even carry you the best rewards!
This clause is devoted to discovering a manner INTO the company - Find a approach to supply and carry out windscreen restore providers to ALL workers of main companies, AT THEIR PLACE OF EMPLOYMENT! Here's how":
When I say "into the company", I am referring to serving the corporate employees with their windscreen repair service necessarily. One definite advantage to working with corporations is the fact that there are a lot of people in one place. (and normally a large percentage of them have full coverage insurance)
There are a lot of people with insurance (highest paying repairs) that work inside of large businesses. The fact that they are all in one place is a big advantage.
The challenge comes when you try to talk to anyone but the receptionist, especially when it is a manufacturing business. Access to the employees is nearly impossible. But, there is a way!
One of the best ways to start any dialogue process is to think of what the other soul really wants out of the deal. And, when you think of corporations, you must follow this rule.
FIND OUT WHAT THEY WANT AND GIVE THEM WHAT THEY WANT! - ON-SITE WINDSHIELD REPAIR IS A GREAT BENEFIT COMPANIES CAN OFFER THEIR EMPLOYEES AT NO COST TO THEM!
Talk to any corporate human imagination director (formally the soulnel department) and you will find that one of their main jobs is to make a point that the employees are receiving their benefits.
When they have benefits that they can give their employees, and not have to invite out them, how do you think they will respond?
Corporate America is looking ways to enhance their benefit program for their employees. They are looking ways to keep their employees happy. Most companies simply cannot afford to give them all of the benefits that they would like to give.
Certainly, employees are always wanting more and someplace in between they meet. But, in the process, there is always room for more benefits and services for the employees.
Most day workers have shifts that allow them little time to do anyaffair but work. The weekends are filled with acquiring the affairs done that they didn't have time to do during the week. That is where you come in.
CONVENIENCE AND SERVICE
Having soul come to the office and repair windscreens, handle all of the charge and paperwork, is a great service and convenience that many human imagination managers and directors would love to offer as a "free service" to their employees. What else can they say? There is no way for them to lose at this deal. In fact, they may be your first clients!
I started a program like this with a local firm (they employ over 3000 employees). The approach we used was through the Human Resource department and their soulnel. It went someaffair like this:
THE APPROACH
I called the secretary and asked to speak with the manager. I introduced myself and ask him/her for a time when I could show her a program that would benefit the employees. I also mentioned the fact that this service would be free to the employees and to the company. In the introduction I mentioned that I will take the posture that the service I am rendering is sponsored by the company (an example of the company giving more to their employees).
Now without going into greater detail with the receptionist, I secure a 15 minute appointment. Our primary objective in the first phone call is to get the appointment without giving away the exactitude of the plan (it is for that reason we must have our "assembly" and go over the "particulars").
THE MEETING
At the meeting, make a point you take a sample of how the insurance companies waive the deductible and invite out the repair. Some insurance companies have great third party endorsement brochures, that shows how they encourage the process. You can get these brochures, free charge from most local automobile general agent or claim offices. Look the claim office up in the phonebook or call a local agent, they will tell you where the claims office is.
Explain just what it is you hope to accomplish. Start with the benefits that the corporation or business will realize. It is really a three step process.
THREE STEPS OF SUCCESS
1. Identify the need - Let the manager know that you are aware of the busy agenda that the company has and the fact that it is difficult for employees to get away during the day. (if not impossible-and employers do not like it when their employees take "private days").
2. Show that the need can be consummated - Now this is where your service business comes into play. You can have your technicians (or just yourself) come to the company property and perform the repairs patc the employees are working!
3. Tell them how you will accomplish this - There are several approaches to the actual logistics involved when you need to get the paper work done and do the repair, you can do all of this work on the spot or you can bang in advance. Explain the options to the manager and help him/her make the decision that would best suit their necessarily and the necessarily of the company.
Finding what the client's necessarily are is the most important process in obtaining the account.
Now, a word on "acquiring the account", you are "creating" a new account. You are beginning someaffair that chances are, has ne'er been done before, it will be new to them and they will love it!
A NO-COST BENEFIT TO THE EMPLOYEES!
When you present this program to them, in the manner outlined, they will appreciate the fact that this is a no-cost benefit that they can offer to their employees. A convenience to the employees, a great service. Everyone has had the hassle of having to take a half of a day off and try to agenda work done on their car. Make sure to emphasize the "no value profit for the staff, a profit provided by the employer".
You don't care who gets the credit right? Just concern yourself with the earnings, let the soulnel manager take all of the credit.
THE ACTUAL WORK
You will find that having some little forms that the employees can fill call at advance, will be the choice of some managers. (with the basic info on it, that you will need to determine whether or not their underwriter will invite out the repair, ie..underwriter name, insurance policy number, and comprehensive deductible.) You can designate a certain day when you will return and do all of the repairs.
You may want to start this process during their dejeuner hour (or at to the worst degree suggest it) and see how it goes. Some companies will also want to see how it goes. Having a no hassle test period will be good for them and for you. Remember to always go over backwards to accommodate the client's necessarily. You want to show them that you are there to serve.
If they can use the pre-information forms you provide, it will save you some time and make the process easier for all.
When you suggest this to the soul who you are trying to convince, there may or may not be a look of dismay or complication on their face. Watch for any unclear look on their face and assure them of how easy this is. If you still have the feeling that this is too complex for them or that they are overwhelmed or too busy, then offer to do the paperwork when you get there to do the repairs.
ON THE SPOT APPROVAL
When you have determined that you will have a "Chippin Day" for the employees, and you have distinct to do the work of determination out who the underwriter is and all of that information, assure the soul that in most cases (99.9%) you can O.K. the client's repair on the spot. Make sure to mention the fact that if for some reason, they are later not smothered or if the coverage does not go through, that you will not go back and charge the client for the repair.
If you lose few repairs, that is okay, because you will do so many others, it shouldn't interest you. This is one way to keep everyone happy and will save you the appearance of being a "nit-picker". This extra mile service attitude will go on way toward developing a good, long enduring relationship.
This will also help you, in several other ways:
1. You can plan "Chippin Days" on regular intervals throughout the year, at the same company.
2. It will be a positive affair that the manager will remember. It will be a good idea to ask the satisfied managers if they would mind giving you a favorable recommendation, should soul call. Now you can see how you can piggy back this service to many companies, through positive referrals.
SHIFTS
Depending on the company, you may want to offer to have two or three different multiplication or two or three different days when you will perform the repairs. Having a day planned two or three weeks in advance will give everyone a chance to get their ducks in a row (including you). Make sure to implement weekly and even few days anterior to the event to help them keep it on the top of their agenda. If you do not implement they may get busy and forget! Trust me on this. I know from experience.
You may suggest that they put a bit notice in the employee's mail box or pay check, announcing the fact that the service will be offered, and give the employees a chance to call soulnel and "enroll"!
THE SUBTLE APPROACH TO CORPORATIONS AND BUSINESSES
Another approach to have the staff benefit from your service is to have posters made and posted inside the dejeuner room or worker room. Although this isn't nearly as efficient as having an worker day, it's publicity. I had posters made that accented the truth that the service is an worker profit, sponsored by their employer.
Remember having the posture of advantages provided by the corporate? You will discover that all through lots of the approaches talked about on this e-book, I really feel it so essential to supply this service inside the to the worst degree threatening, handiest manner.
Also just be sure you point intent on the staff that they're entitled (everybody necessarily what they're entitled to, proper?) to particular therapy like a reduction or different particular therapy, since they're workers of the corporate in query. Make them notice, some how, that going via their firm, they'll get extra advantages.
CASH DISCOUNTS
When the worker doesn't have the coverage protection that may invite out the restore, then supply to have a money low cost getable on the time of restore (after all, the extra low cost is simply provided to workers of the corporate you're servicing). Some workers will select to pay money, although they've coverage protection. For irrespective cause the client chooses, be sure to supply a particular money worth.
You can be taught extra nice windscreen restore advertising and merchandising suggestions in Martin Collins' National Best Selling Book, IN THE CHIPS - The Complete Guide to Marketing Windshield Repair. Available now on his website listed beneath.
IN THE CHIPS BOOK now AVAILABLE in AUDIO!
0 Comments