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…

Continue

Here’s a question I hear a lot at my Internet Sales 20 Groups: “How many phone calls should my department make per day?”

This question is huge, because simply dialing the phone can dramatically change the outcome of your dealership’s Internet Sales. Your Dealership’s Internet Department and BDC are, after all, a numbers game. Let me break it down for you:

• The more people you dial, the more people you get on the phone.
• The more people you get on the…

Continue

Thanks for your intuitive and sincere response. Its interesting the things you said.

As the Internet Director of a department that has three dealerships to deal with, I have my hands full.

I have a staff of three, including myself. All over the internet there are consultant types who would have us believe that they know the answer to: "How do we run an automotive internet department?" They would have us believe that for a fee, they can take all the things we have learned about…

Continue

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…

Continue

BDC, Internet Department, Web Sites.  Yes it seems that dealers are really jumping in on doing business in the 21st century.  Me too.  I am always looking for ways to spread the word, promote, solicit, and generate business using the power and the economy of the Internet.  In fact, just this morning, I sent out a small blast to 500 select dealers promoting a new service offering.  I was amazed and shocked at what I learned.

 

Our…

Continue

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…

Continue

This is an article I wrote for HubPages about some best practices of top Internet Sales Professionals and ironically it seems we all are becoming Internet Sales Professionals...

http://hubpages.com/_1y255dewe5ec9/hub/Secrets-of-Successful-Automotive-Internet-Sales-People

 

Let me know what you think!  And by all means, feel free to share this…

Continue

Russian physiologist Ivan Pavlov famously tantalized his dogs by ringing a bell to alert them that food was about to be served. The dogs, soon wise enough to associate the sound of a tinkling bell with a big juicy steak, began to salivate each time the bell tolled.

This associated behavior is known as “classical conditioning,” and the parallel between the doghouse and the dealership cannot be clearer. Obviously, the incoming…

Continue

Did you know that 45% of American adult make one or more resolutions each year. Among the top New Year’s resolutions include resolutions about weight loss, exercise, and stop smoking.  Now I am sure all of you have made a New Year’s resolution at least once in your life and if you have ever kept yours, you’re one of the few.  A simple Google…

Continue

Continue

SEO can make the content of your web pages more relevant, more attractive, and easier for the search engines and their spiders or web crawlers to find your…

Continue

The Good, The Bad ... The Opportunity!



There is so much good to focus on when we look at how the car biz is amping up and accepting the formally fear inducing world on online marketing. That's why I hate focusing on the negatives, but alas, how can we ever grow unless we admit, identify and analyze our failures. Website conversion is one of those failures.



Now, we aren't talking about selling cars online here ... cuz that just… Continue