Using Leverage For Business

I

imported_Quenga

New member
Another detailer and I talked about using leverage, and whether or not it was unethical. It can and can't be, ethics are universal and yet personal. I always tell people to use the leverage they have to get ahead. Not lie, cheat or steal. I've had a few ideas and I was wondering what everyone else thinks of them, and do you have a case where you used leverage to get business? Most of you have, you may just not realize it was leverage.





1. Do you require your CPA to purchase detailing from you? Why not? Unless they are a family friend, in which networking is the reason you use them, what makes one good CPA differing from another good CPA? They have money, they are our typical customer right? Busy, affluent, educated, disposable income...



2. When shopping for insurance, do you use a local agent or the cheapest price? If you used a local guy, do you require they purchase from you? Again, unless you have a personal/networking reason to use them, why are you not shopping around? Even if they were slightly higher, could the business you make off them, versus a cheaper company, make up the difference? Your average agent that has been around for a long time is likely another customer, or knows someone who could be. Why not take advantage of that?



What about choosing your dentist? Doctor? Eye-care? Therapist? Dealership??





Some detailers will offer a small discount to land a job if they really needed the business right? Not everyone, but some of us do. That's leverage. Has anyone been "formally" trained and posted their "certificate" on their website? That's leverage. Don't people already offer discounts for volume locations and dealerships?





I have no idea whether this practice is illegal, and I personally don't think it's unethical. I'm not forcing anyone to do anything. They sign no contracts, receive no special treatment and can cancel at anytime. If I don't like the service I'm receiving, I can cancel and go to another company/professional. If they don't like my service, they can cancel and go to another detailer. If they want my money, I want their money. We're both in business and we both understand the need for return customers.





What are your thoughts/experiences?
 
Simple bartering is fine.



Personal relationships carry more leverage than money. I kind of feel sorry of a person who's loyalty is based strictly on $$$. I suppose this is why so many successful, wealthy business people have such miserable personal lives. If you aren't financially profitable for them they will replace you with someone who is.



So I have to ask, if your insurance agent stops having you detail their car, will you switch to one who does?
 
Yeah, I may have used the word "require" too strictly. I didn't mean for it to come off as blackmailing them, lol.



Networking is the key to every business. It can't harm you to say, "well, I'm just shopping around. I had talked to XYZ insurance, and they were actually willing to allow me to detail and keep flyers in their office. Would you be up to something like that? Just curious..."



Actually, a lot of wealthy people don't have miserable lives. That's just media talk. I know plenty of wealthy people that love their stressful lives. I know a lot more low-income, lower middle class people that hate their lives. Why? Usually they aren't taking advantage of an opportunity or network.



Heck, I use my Dad's cousin for my CPA needs and she doesn't buy any detailing off me. I also use an insurance agent that came through a referral. Same with my Chiropractor, Dentist, etc. But, I am always selling to them :). I almost landed my old Chiropractor as a repeat customer. But, I say old because he moved to NY. I don't force them to take on my services. I believe small business owners like to help other small business owners. I wouldn't insure myself with someone who told me detailing is a waste of time.
 
I let my work speak for itself. By saying that, I am not suggesting others do not. But I will not persuade anyone to give me their business. Need something? You're paying the regular rate unless you're a good friend and gophering for me.



It will be the same for me. One of my clients is a dentist and after a few years I decided to give him a shot at my dental work. I am super happy with the level of his service and I pay full rates as he does for me. We are both happy and because there are no expected favors, the relationship prospers.
 
Quenga- Heh heh, when I first read "leverage", I thought you were referring to borrowing money!



When it comes to choosing dental/medical/etc., I myself wouldn't let business reciprocity enter into it; I'd want *THE BEST* regardless of whether they patronized my business. If somebody thought [my chosen profession] was a waste of time, I wouldn't care as long as they were the optimal choice in *their* chosen profession.



Actually, a lot of wealthy people don't have miserable lives. That's just media talk. I know plenty of wealthy people that love their ... lives...I know a lot more low-income, lower middle class people that hate their lives...
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Agree 100%.
 
Flip Side:



If a prospect that was a CPA came to me and said "I want you to detail my car, full blown correction $1k job but, to get my business I would like to be yoru CPA"...



My reaction: Even if I didn't have a CPA that I was dedicated to I would tell him to go pound sand!
 
It could work, but you need to show them an advantage first and foremost.



ie: having a clean car that you get detailed on a regular basis gives off the impression that you are successful and it also will make you feel more successful. Let me keep your car looking its best, so you feel your best and people perceive you as more successful and someone they want to do associate with or do business with.



People want to know what's in it for them because all they care about is themselves. Or if that's not all they care about, it's the most important on the list.



You know what I'm saying?
 
Leverage........???? Is that the correct word we're really trying to work around here?



I think negotiate, infom, educate, show & discuss are far more powerful business descriptors that are successful in this line of work.
 
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