On a recent trip to a major metropolitan city I was reminded of the vast potential that exists for AMSOIL products. In addition to the millions of vehicles travelling the highways and byways, there was a seemingly endless supply of commercial and retail businesses that were potential AMSOIL accounts. The forest was huge! It was full of hundreds of types of trees each with variations of shapes and sizes. In such a place it is easy to become overwhelmed by the sheer numbers of types of opportunities and become shell-shocked or overly busy without being productive.
What is needed first is to segment the forest into the types of trees, so you have manageable groups of trees or in the sales persons’ case, markets. A first and natural division is commercial versus retail. Under retail you can divide it into convenience store, auto parts, garage, quick lube, truck center, etc…. you can even subdivide that into chain vs. independent. Categorizing will help to really see the markets in the forest and allow you to see the potential that exists and develop an easy step by step plan that you can work that provides a steady stream of prospects into your sales funnel.
In my next blog we will talk about seeing the tree through the forest and how it relates to prospecting and developing customer relationships.