Is your dealership looking for more customers in 2012?
The first question is how many of the people who walk into your service drive, showroom and virtual showroom are you aware of and more importantly how are you managing these customers. As I travel around north America and work with large and small dealerships I see the following problems over and over.
One: Most dealers don't have accurate numbers in the following "Basic Areas".
Floor…
ContinueAdded by Ian Nethercott on May 17, 2012 at 2:44am — No Comments
Your Customers are Mad as Hell, and They Won’t Take It Anymore!!
Conquest and Retention are both driven by the Caller’s Journey
Great new is...we are clearly in recovery. The risk is, as Jack Jackintelle, President of the Rick Case Automotive Group, recently stated in his presentation to the Automotive Leadership Roundtable, is that we go back to reading our financial statements from the bottom up. There has…
ContinueAdded by Chip King on April 28, 2012 at 10:54am — No Comments
Last week a call came in from Lead Bid, Inc. after being re-directed to me from one of my dealer clients. The sales professional on the other end of the line attempted to sell their service for providing third party leads The offer was similar to the famous travel website, www.priceline.com. You name your own price for third party leads.
On the call, we walked through their website to educate me on how easy it is to adjust the price per…
ContinueAdded by Jason Mickelson on April 3, 2012 at 12:30am — 2 Comments
Added by Chip King on January 7, 2012 at 5:43pm — No Comments
Good morning Automotive world.....
The BDC Experts have been training Automotive professionals how to drive traffic and create more business for dealerships across Canada, the United States and Australia for many years now. The question is does your dealership want more sales, service and Internet business?
The next question is do you have a plan to get to that next level or like most dealerships are you just setting a growth target without a "game-plan".…
Added by Ian nethercott on November 3, 2011 at 11:56am — No Comments
Added by Adam Ross -InfiniteProspects.com on October 11, 2011 at 9:39pm — No Comments
Added by Adam Ross -InfiniteProspects.com on October 11, 2011 at 9:30pm — No Comments
Sometimes it is not the skills of your people that cause your store’s numbers to flatline. Sometimes your BDC is fledgling, not because their phone scripts are poor or that the technology is weak, but for the fact that they just don’t see the full impact their role plays in the organization.
When I train a dealership on-site, the first thing I do is impress upon their BDC and Internet Managers that their daily duties are greater than the tasks built out for them in the…
ContinueAdded by Joe Webb on October 3, 2011 at 12:44am — 7 Comments
FOR IMMEDIATE RELEASE
The Dealer Resource Group Is Please To Announce That Senior National Trainer - Anthony Bartoli Is A Featured Speaker At This Year's Digital Dealer Conference.
If you are attending this year's conference,…
ContinueAdded by John Fuhrman on September 29, 2011 at 1:49pm — No Comments
OK.... here it is.... the vast majority (and I know you may be the exception!) of talented Sales Reps, and Sales Managers flat out suck on Sales Calls. Don't throw rocks at me yet....
The most common successful Sales Rep is a great influencer.... super at helping customers make good choices and delivering units. In fact, if it weren't for the common disease we seem to share (and I come from the floor), A.D.D., we would all be lawyers. If it weren't for our other…
ContinueAdded by Chip King on September 22, 2011 at 10:15am — 1 Comment
What is Different?
10 years ago customers had fewer brands, fewer models and less information than they do these days. I don't need to tell you how competitive the automotive market is today. Based on this fact if you think monthly programs and product are enough to sell cars you would be wrong.
Things have changed in the automotive market…
ContinueAdded by Ian nethercott on September 6, 2011 at 9:00am — No Comments
We have worked with thousands of dealerships all over the world at Proactive dealer solutions. More and more dealerships tell us that the market has changed and that customers are more informed than ever. We agree customers have more access to information then they ever have.
The problem is that having access to information about cars does not mean customers know how to buy cars. Customers have information, but all that means is that they need a more informed salesperson or dealership…
ContinueAdded by Ian nethercott on August 22, 2011 at 11:54am — No Comments
It is always frustrating when you call a customer and all you get is an answering machine. Proactive Dealer Solutions has been working with BDC's all over North America for years and we have found that a phone blitz is a great solution to this problem.
What is a…
ContinueAdded by Ian nethercott on August 18, 2011 at 11:11am — No Comments
Published On: July 25, 2011
"The Sales Manager’s Laws of CRM Use" presented by Greg Wells at the 10th Digital Dealer Conference.
We’re living in the age of information, and a CRM is an effective hub car dealers can use to record, analyze and implement information. That’s the message Greg Wells presented at the 2011 Digital…
ContinueAdded by Richelle Farley on August 2, 2011 at 8:32pm — No Comments
As a automotive industry professional with lots of years under my belt, I must say I have heard a lot of tactics, techniques and the spin of course. I have been hearing Sales Managers, trainers and others for years talk about taking control of the customer.
Talk is cheap and just saying “take control” of your customers does not make it happen.
Here are a few tactics that not only make logical sense they actually help you “take control” and sell more cars….
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ContinueAdded by Ian nethercott on August 1, 2011 at 10:01pm — No Comments
How to leave Messages that generate business for your dealership?
We have found that most dealerships get one phone number when speaking to customers. In addition to this fact they usually have only the home number. Due to this fact our BDC’s need to make a large volume of calls in order to speak to a small volume of customers.
What this means is we need to leave a large volume of messages for customers. Due to this fact we have also developed a number of tactics to improve…
ContinueAdded by Ian nethercott on July 28, 2011 at 10:23am — No Comments
Mike overy of the BDC experts will show your sales, service and BDC team how to reach more customers. After over 20 years teaching dealers we have found that contact ratios are as follow.
100 Calls 20-30 contacts and 4-8 appointments with one contact number.
These numbers are of course based on a trained BDC staff member calling sales, service or internet customers.
We are asked by customers, clients, owners and sales and…
ContinueAdded by Ian nethercott on July 26, 2011 at 9:17am — No Comments
We have been working with salespeople, managers, service staff, and business development representatives for many years now. All of the people we work with including sales and service managers at dealerships understand the importance of multiple phone numbers.
If you had multiple phone numbers for every customer, could you reach more customers in a day?
Would you sell more cars and set more service appointments?
Then why is it that when you get a customer on the…
Added by Ian nethercott on July 24, 2011 at 9:23pm — No Comments
How to uncover the real objection in a car deal?
That’s the question isn’t it! You have done the road to the sale; you have taken a look at their old car. Your customer loves the new car and just won’t sign. You have followed them up and the customer isn’t calling you back. Now what should you do?
You take it to the next level, you have the manager speak to them, and you even call them every day for a week, still nothing. What is the next step?
…
ContinueAdded by Ian nethercott on July 21, 2011 at 11:17am — No Comments
How can car dealerships all over the world get more appointments that show up at your automotive dealership? In order to determine the answer to this fantastic question, we need to look at the problem first.
The problem is: salespeople, managers, service writers, even BDC representatives are not giving customers a reason to return the dealership. They may be calling the customer back, but best intentions rarely get you to the finish line.
The question is what are they…
ContinueAdded by Ian nethercott on July 11, 2011 at 7:32pm — No Comments
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