The 1 Minute Presentation: Is Your Team Ready Today?
One of the most important things you can DO and TEACH is selling your company in 1 minute “elevator pitches”. And not just your reservation or sales staff, your chauffeurs, dispatch, accounting, your car washer, EVERYONE connected to your company.

 

A very small part of the sales function is the owner or salesperson making a presentation to a captive audience or making a full blown “sales pitch”. Selling is an attitude and a culture and every person in your company needs to be part of it. Your staff needs to be able to articulate in short sentences and paragraphs WHY you are the best choice for chauffeured transportation.

 

1. We are very good at what we do; we hear it every day from our clients!
2. We have a documented 99% on time performance for 2009.
3. We have an experienced chauffeur team with average 5 years with our company.
4. We have the best fleet in the city with vehicles cycled out every 24 months.
5. Our office is staffed 24/7
6. Through GPS technology, we know where your vehicle is at all times.
7. We understand your needs and we are ready and able to respond.
8. We provide an extensive and ongoing training program.
9. We provide fast, accurate billing with time and charges.

 

Give them a quick and understandable compelling reason to do business with you. Be ready to make that presentation everywhere you go whether it is at a networking event or in line at Starbucks.

If a limousine company owner hands me a business card, I check to see if they purchased my training programs. I either pitch him/her on the spot or I send an email follow up. I know we have a good product and I know you will benefit from the product so I am always ready to sell it.

 

Making the “Affirmation Statement” to Every Prospect
When a person calls your office and inquires about booking a trip, make an affirmation statement with a smile and see how many more rides you will book.

 

Caller: “We need a 15 passenger Van to go to the airport on June 14th.”
CSR: “We will take good care of you.” OR “We have beautiful vans.”

 

Caller: “My boss is going to need a ride in Chicago next week.”
CSR: “We have an awesome affiliate in Chicago.”

 

It is so simple and it works so well. Make a connection with the caller and give them some confidence by telling them, “I CAN DO IT!” What you need, we can do.” And unlike the rest of the world, we will actually smile at you, treat you well, and by the way WE ARE GOOD!”

 

Most CSR’s immediately start with spewing out rates and charges. SLOW DOWN! Make a connection with the caller by giving those 5 seconds of comfort and warmth by saying you called the RIGHT company. We are here for you and you and your trip matter to us.

 

Most callers immediately revert to a “how much” discussion because that is all they know to talk about. They act like a machine gun on the phone because most companies have a machine gun answering the phone. Never forget, your caller is not an interruption in your day but the purpose of your day. Make a connection, build a relationship, and book a ride!

Sales Training with Tom Mazza on May 28th in Newark, New Jersey
Come join Tom Mazza and friends at the Hilton Newark Gateway Hotel (next to Amtrak Station) on May 28th for a no-nonsense day of sales training from 10 am to 5:30 pm.

 

The cost of the program is $399 and includes lunch. Limited space available, discounts for multiple attendees from same company. Make your non-refundable reservation today by calling 215-973-8201 or Joshua.blackler@gmail.com. It is also a wonderful day of networking! Attendees are from a number of different cities and they are all there to meet, mingle, and network.

NOTE: Hotel is Newark Hilton Gateway (next to Amtrak), we normally use Airport Hilton but it became unavailable for this date.

 

Here is the tentative agenda:

 

Attendee’s come dressed for success ready to make a sales presentation to a potential client. All attendees should be ready to make a 3-4 minute presentation on the spot.

 

10 am: Welcome by Tom and intro of attendees.

 

10:15 am: Full Court Press: A 30 day action plan to boost your sales production presented by Tom

• Prospecting for leads and new opportunities from current clients
• Providing transportation support and logistics
• Contacting “lost” clients
• Developing and maintaining a contact schedule (Constant Contact, Vertical Response etc.)
• The strategic 15 minute non-sales call
  

 

Tom facilitates group discussion. Then first group of presentations are given and critiqued. Attendees will be presented with a scenario then BOOM, they present. E.G “John Smith of XYZ Transport in Chicago, we have a travel manager at a small consulting firm in Des Plaines here, they average 50 rides a month in metro area, why should we switch to your company….”

12:15 pm: Working Lunch in Hotel

 

1:00 pm: Building Your Sales Book through Social Networking Sites with Richard Kalson, Director of Sales, createtraffic.com, Michael Stalbaum, President, createtraffic.com

• Selling limousine service through Facebook, Twitter, Linkedin and other social networking sites.
• Createtraffic.com and parent company, Unreal Marketing have a who’s who of corporate clients that they assist in inexpensively promoting their clients.

 

2:15 pm: Next group of presentations

 

2:45 pm to 4:00 pm: Prospecting for Leads the RIGHT Way/Gaining Work from Quality Limousine Companies and Networks with Tom

• Coaching your CSR’s to “hunt” for you.
• Getting the admin and assistant’s on YOUR side
• Effective “sales” calls that don’t feel like sales calls
• Making yourself indispensable to the right people
• Developing a GROUP of referral sources
• Spending QUALITY time at NBTA, Convention and Visitors Bureau, MPI events
• What every great limousine company needs

 

Final group of presentations

4:15 pm to 5:30 pm: Building YOUR Retail, Leisure, and Special Occasion Book with Tom

• EVERY client has a need for special occasion services
• Be there FULL service provider and build their loyalty
• Prospecting your corporate base for wedding leads
• Use retail transportation as a hook for other work
• Clean car, on time, professional chauffeur, it’s all the same
• Direct mail and telemarketing

 

Program concludes