Webinar - Finding New Prospects

Page 1

May 8, 2024

Finding New Prospects

Guests:

Brian St. Hilaire, Field Manager - OEM Partnerships, Work Truck Solutions Webinar

Wednesday #2: Right Truck. Right Place. Right Time.®

Table Stakes:

Five “MUST DO’s”
Right Time.®
Right Truck. Right Place.

Mgr Checklist

# 1 - Know Your Market # 2 - Develop CAM Program # 3 - OEM Lists # 4 - 3rd Parties (ZoomInfo , etc.) # 5 - Parts & Service Collaboration
Right Truck. Right Place. Right Time.®
The MINIMUM necessary to maximize commercial vehicle prospecting.
# 1 - Own/Know Your Customers # 2 - Daily, Weekly Process # 3 - Creative Buyer List Building # 4 - Join Local Associations # 5 - Referrals The MINIMUM necessary to maximize commercial vehicle prospecting.
Truck. Right Place. Right Time.®
CSM Checklist
Right

2024 B2B Commerce:

❖ Omnichannel

❖ Personalized

❖ Frictionless

Customer Centricity:

…center every initiative, no matter if short- or long-term, around customer needs and expectations.

Gartner predicts that 80% of B2B sales interactions between suppliers and buyers will occur in digital channels as early as 2025, an almost 180-degree change.

Right Truck. Right Place. Right Time.®
#1 - Know Your Market; Know Your Customer
Right Truck. Right Place. Right Time.® …but

#2 - Develop CAM Program / Daily, Weekly Process

Manager: Create prospecting expectations, e.g.

10 new prospects per week

CAM: Develop processes for finding more than 10 new prospects per week

Right Truck. Right Place. Right Time.®

#2 - Develop CAM Program / Daily, Weekly Process

Example:

Use 2-Minute Prospecting Daily or Weekly to send templated emails with VDP(s), or other messages and attachments.

Building Buyers: A planned and committed approach to bringing in lists and other businesses…

Right Truck. Right Place. Right Time.®

GM: Business Playbook

Ford: Smart Marketing

Ram: Nothing

Home Depot, etc.

Parking Lot

…on the Street

#3 - OEM Lists / Creative Buyer List Building
Right Truck. Right Place. Right Time.®

- 3rd Parties (ZoomInfo , etc.) / Join Local Associations

Buying lists is tricky.

Check with your OEM on what is available. Join Vocational Associations.

#4

Internally: set up cross collaborative processes that leverage customers of service and parts.

Create a referral program for existing customers to provide business valuecredit for services, or priority status…

91% of B2B purchasers are influenced by word-of-mouth when making buying decisions.

#5 - Parts & Service Collaboration / Referrals

Extra Credit:

Using the Universe to Help Find Prospects

Right Truck. Right Place. Right Time.®

Dealership vendors

Some Other Ideas…

Local chamber of commerce

Parking truck/van public place - hand out fliers

Coming soon: New Resource Rack

Right Truck. Right Place. Right Time.®

Next Steps:

Review Your Checklist

Set up WTS Training Session with Your CSM Provide Feedback to Your CSM on what you need!!

Right Truck. Right Place. Right Time.®

Questions

Feedback
Right Truck. Right Place. Right Time.®
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