The key to a successful equipment dealership, or any business for that matter, is knowing how to build and maintain customer relationships. And while you may have great relationships with your current customers — a business has to bring in new customers in order to compete. An easy way to get plenty of fresh faces […]
Local Customers and Online Shopping
You Can’t Afford to Lose Local Customers We work with a lot of small tractor and irrigation equipment dealers. These mom-and-pop shops are legacy businesses in one-horse towns — to say the least, they are established. These dealers have a faithful base of local customers, who have been farming for as long the dealer has […]
Video Friday! Play to Your Strengths!
Play to your strengths. That is one piece of advice I never let myself forget. There was a time when lawyers bragged on their ability to handle any case — they were litigational jacks of all trades. That time is over. More and more lawyers are seeing that they generate more promising leads by developing […]
The Age Old Lesson of Parts and Service
Salesmen are important. They are an agriculture dealerships frontline in moving the most equipment off the lot. However, we all know that the key to a lasting business is lasting customer relationships. When we center our business plan on long-lasting relationships, suddenly the parts and service counter becomes just as important as the sales staff, […]
Backwards Thinking: Using Shortline to Sell Mainline
The Current Shortline Problem… The Kirkpatrick Creative method is based on data collection and analysis. It’s incredibly helpful when talking with dealers and manufacturers about margins and bottom lines. However, in equipment sales – when the rubber meets the road – everything comes back to relationships. Finding customers and keeping them. Not just for a […]
Video Friday! Making Clients Advertisers: The Importance of Reviews, Testimonials & Case Studies
Most customers today claim to trust an online review as much as a personal recommendation. For generations, law firms have relied on the word of mouth from satisfied clients to generate new business. You better believe that online testimonials, reviews and shopping habits are having a profound effect on your chance to find new clients. […]