If you run a mobile auto services business, changing windshields, windshield repair, auto detailing, on-site car washing or even mobile oil changes, lube or repair you most likely will want to work on Corporate Parking lots where hundreds of potentials cars are waiting and sitting there all day. Perfect target market or parking lot indeed, but how do you get permission from the decision maker to work on those properties.

You could try to schedule a sales meeting, but it is hard to convince anyone of that and they are busy and this really is not for the corporation, but rather to be sold as an amenity to the employee on behalf of the corporation so to speak? Well that is how you need to play it. One successful auto services entrepreneur asks; Maybe an 80-20 mix of services seems good, 80% corporate employees and 20% fleet vehicles. My idea is that by targeting companies and the employees of those companies I can achieve similar results to servicing fleet operators. Plus it really increases my opportunities. But I also do auto detailing

Well in this case I would totally agree since you are in multiple service businesses. But you also need to make money too. Hey remember that lady who works at the Corporation front desk? Well her husband is the fleet manager for a construction company and his brother in law is a route driver for Frito Lays in next town and his wife works at The Grocery Company as a secretary for the Transportation Director who contracts with all the local carriers and his sister lives in your neighborhood and isn't a their last name the same as the Governor of your state? Could they be remotely related?

Think in terms of who knows who, who knows who. Get into the minds of the people and get into their games and think how they think and solve their problems for a fee. 3-degrees of separation. One horse breeder lady knows 45 of the most wealthiest people in your area and you know her daughter thru a good friend and of the 45 people 26 of them are business owners, 3 are CEOs, 5 head up major non-profit groups, 2 are in politics; On and on. Some times strategic selling to corporations of mobile auto services is more about people than it is about advertising, sales and marketing? Consider all this in 2006.

Lance Winslow

Currently Lance is retired at age 40 and is running an Online Think Tank Forum while traveling North America. Perhaps considering something extremely challenging to do that will exercise his mind and utilize all his experiences, observations and skills. Any ideas?