Approaching dealerships

[MK97]

Forgive my ignorance, but not sure if this would fall in the marketing forum or here.

What are some methods you guys are using for acquiring car dealer accounts? I have a lot of dealers around me, and being a car guy I would enjoy these type of accounts. I currently have a strong lead on a fleet wash account which gets me off to a great start.

Also trying to decide if it is better to specialize or offer a few different type of services. I am looking into doing fleet, dealer, business (sidewalks,etc), and possibly houses/driveways. Wanting to be versatile, but not bite off more then I can chew right out of the gate. It will be myself and one other guy doing the work, and not good for business if I run him ragged right away.

 

[New Look]

Send them a letter. Here is a good blog about that subject and getting your foot in the door.

California Pressure Washing Blog

 

[MK97]

Your blog has a lot of great info, thank you.
Would you recommend speaking to dealers in person, then sending the letter as a follow up? I'm not a very good phone person, and much better face to face.

 

[New Look]

Your blog has a lot of great info, thank you.
Would you recommend speaking to dealers in person, then sending the letter as a follow up? I'm not a very good phone person, and much better face to face.

Definitely get in their face so they know who you are then send them the letter and then follow up. Of course this is in all lieu of you thinking that you stand a good chance of getting the account.

 

[WoodDocJax]

I used to sell cars in a past life. I would recommend going in on a Sunday night or some other off time when they are not busy and talking directly to the General Manager. Call ahead and get his name, and make sure he's there. The management are usually very outgoing and approachable people, and due to the nature of the car business, they like dealing with people face to face.

I'd just go in, head for the main desk in the middle of the showroom where they're usually sitting, and ask for a few minutes of his time. If you catch them when the sales people are just loitering around and they're not busy, they'll likely be glad to sit down and talk to you.

Remember, these managers are usually good closers themselves, so you'll have to be on your game and show them the real benefit of using your service.

If your city is like mine, the dealerships are usually grouped together in certain areas, so you can hit a number of them at the same time. Then follow up like they were saying above.

 

[MK97]

Appreciate the advice Adam. My area is similar to yours, and there are three main clusters of dealers. In all I have around 35 lots within 15 miles of me. I beginning to lean more the commercial sidewalk/building and fleet, but don't want to rule out dealers. Area has a lot of dust and especially after a rain, cars look very filthy.

 

[Paul M]

Your blog has a lot of great info, thank you.
Would you recommend speaking to dealers in person, then sending the letter as a follow up? I'm not a very good phone person, and much better face to face.

What we did is send the letter first... it worked with phenomenal success-

I talk about what I did here- Clean up with direct mail