Know your prospect:
If you are seeking to acquire commercial and fleet accounts for your auto detailing business research the company to educate yourself and demonstrate that you've taken the time to learn something about what it does or sells. In the event you cannot find much about it before you first make contact spend some time determining what the needs of the prospect is. This is called a performing "needs analysis." The needs analysis will better assist you with how well your selling and closing process goes. You need to know something about the prospect and how the services you are going to provide will help them.

Demonstrate an interest in your prospect's needs:
You will get further if you try to understand the challenges the business faces and how your services can make their company shine. Many company's that own fleets of vehicles have them for various uses. They could have a fleet of Lincoln Town Cars that the company officers all have, they may need them detailed and cosmetically maintained on a regular basis. You may want to offer them some type of VIP plans in which you see the vehicles on a regular basis for weekly hand washes and monthly mini details. The business could also have service vehicles and delivery vehicles that need power washed potentially once a week and interior cleaned once a month. There are many possibilities that is why it is critical to learn about your prospects business. Are the fleets bought or leased? How soon is the lease up? Will the vehicles coming off lease need to be detailed before they are turned back into the leasing company? Know what you need to know so you too can be successful.

Strive to form a relationship, not make a one-time sale:
If all you have to sell today is apples and your customers want oranges, don't try to force them to buy something they don't really want or need. Ask them what they might be looking for to help keep their fleet "standing tall" year-round and how you might be able to increase their fleets resale value when that time comes. Even if you are not seeing your customer weekly or even not monthly stay in touch. A simple phone call works just fine to see if anything is needed to be serviced. They may have just added new vehicles to the fleet and are in need of your "protection package." Regular periodical emails also good to keep your name and business in front of them. You may of added a new service or accessory to your line-up let your present customer base know about it. The entrepreneur that "thinks out of the box" on how to best serve his or her customers needs year-round will prosper the most!

Fleet accounts can be any size business with executive cars, pick-up trucks, delivery vehicles, service vehicles, vans, even aircraft. Know your customers needs and how you can help them achieve the very best image so they can shine just like their vehicles will. Appearance is the key here. We are all about appearance in this industry. You must convey this message to your prospects & customers and demonstrate how the services you provide could help their image and possibly even their bottom line.