Follow your customers

When a large Chrysler dealership closed, the shop became part of a chain of "no-haggle" used car dealerships, and now it's on George's route because a lot of his old customers ended up working there. It actually worked out well too, because as he points out, dealership techs don't need to buy as many tools, so he doesn't have to stop quite as often.

George has also picked up new customers by following existing customers to a new stop. After following a customer to a big truck garage, George ended up with just about everyone's business.

To read George's full story, featured in the February 2012 issue of Professional Distributor, click here.

Have a sales strategy or helpful hint you'd like to share? Send your "30-second sales seminar" to salestips@pten.com, and see your suggestion featured here.