Business Development For Independent Car Truck Rental Upon

Business Development For 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 little 2. You say too much 3. You immediately ask for business 4. 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.