Many of you in the transmission industry have found that it’s good business to supplement your primary activity with general-repair and maintenance services. When you get really busy with transmission work some of you kick the other activities to the curb to concentrate on the more-lucrative and familiar transmission repairs. I can totally understand and have been guilty of it myself in years gone by. The question is, “Can you still afford to run a hit-and-miss general-repair business or do you have to put forth an extra and ongoing effort to convert those sometime customers to regulars who can help you continually maintain and grow your shop’s income?”
Outside sales, as we should know by now, is more a matter of perseverance than prowess. Sure, you have to pick the right accounts to approach and you need to do an excellent job of qualifying and presenting the benefits of your service, but after the initial contact, and maybe one or two more, it all comes down to how many times you can revisit them, leaving a good impression each time you do.