Think of a funnel when you are qualifying your customers

When you know how many potential customers there are who may be interested in what you have to offer, it is time to think about their different interests.

Dividing your potential customers into small groups on the basis of what they have in common is described as segmenting them. This means that you have several different groups that you can offer your services to using a winning argument that corresponds with their needs and their interests.

Then you can produce a package which is designed to meet their requirements. It goes without saying that some of them will not take you up on your offer. They may already have a workshop that they are happy with or they may be tied into a service contract for their cars. You just have to accept that you can’t win them all.

How many cars does your workshop have to service?

Well, we can safely assume that your customers own or are otherwise responsible for at least one car. We can also assume that you are equipped to service and repair their make of car. And it’s also quite safe to assume that your customers live or work reasonably close to your workshop. Of course, what is considered reasonably close depends on the geographic area where your workshop is located and how many other workshops there are nearby.