In a previous article, I provided two very real scenarios that occurred right before Memorial Day weekend and asked readers how they would have handled them. For convenience, I’ve repeated the scenarios again with the actual outcomes attached:
Scenario #1:
A customer…
ContinueAdded by Richard Holland on June 11, 2015 at 8:51am — No Comments
No one doubts the average age of vehicles on the road has gone up. The current average vehicle is 11 years old and trends in consumer purchases indicate this statistic isn’t going to change any time soon. In fact, indicators suggest average vehicle age might increase.
…
ContinueAdded by Richard Holland on June 4, 2015 at 8:37am — No Comments
Facebook has once again tweaked it’s algorithm in a way that further decreases the reach of posts by Facebook Pages. After steadily decreasing organic reach to 2 percent or less, and forcing companies with Facebook pages to spend money to reach their fans, Facebook has now decided to prioritize content posted by a user’s friends and family, (i.e.: their network) over those…
ContinueAdded by Paul Moran on May 15, 2015 at 8:19am — No Comments
There are many auto dealerships that have since set up base in various parts of the world. All of these dealerships want to attract the attention of their customers. To be able to achieve this, most of them have decided to venture into the internet. They have websites that they use for purposes of showcasing what they have to offer…
ContinueAdded by Fred G. Slabine on April 13, 2015 at 1:00pm — No Comments
We all have a myriad of contacts that we consciously (or subconsciously) place into separate categories in our relationships. These categories include family, close friends, business associates, colleagues and acquaintances. Most people tend to act differently depending on which group they are surrounded by at any particular moment. People may relax a little, be more…
ContinueAdded by Richard Holland on February 12, 2015 at 8:05am — No Comments
In the world of automotive retail, dealerships are always searching for ways to increase leads. Whether they choose to pursue that goal through third-party lead providers, increase page rankings through better SEO, or various other ways, if there is a customer in their market who wants to buy a car, dealers want an opportunity to earn their business.
When a…
ContinueAdded by Timmy D. James on January 12, 2015 at 6:59am — 2 Comments
Content marketing, in general, can provide many valuable benefits. It can help create and maintain a brand presence; assist in search engine optimization; and position executives as thought leaders. It can also serve as a valuable source of information for both customers and potential customers.
There are many types of content marketing. Technically speaking,…
ContinueAdded by sara callahan on November 25, 2014 at 8:52am — 3 Comments
In my last blog article, I discussed the importance of building rapport with leads through the use of “Why Buy From Me” and “Lead Response” videos personalized for each customer. Now I would like to take this one step further -- Building rapport should in fact start much earlier than simply upon the receipt of a lead.
Think about the first contact a customer…
ContinueAdded by Timmy D. James on November 24, 2014 at 8:58am — 1 Comment
As security breaches and data theft become more commonplace, businesses will encounter increasing regulatory and consumer pressure to protect that data. I’ve written numerous articles on the importance of data security in dealerships, especially when dealers share that sensitive customer information with their vendor partners.
According to a recent…
ContinueAdded by Scott T Joseph on October 16, 2014 at 9:22am — No Comments
It’s widely accepted that content created by third parties in general holds more value for businesses than content they create themselves. Many have felt that consumers better trusted product information and reviews written by neutral persons. According to new research by Vibrant Media, however, that thought process may no longer be the case, if it ever…
ContinueAdded by sara callahan on October 1, 2014 at 8:43am — No Comments
Many auto dealerships have technology in place that allows sales managers to monitor what’s going on in their departments. CRMs and phone call recording services are used by sales managers to ensure that Internet leads are being followed up promptly and that salespeople follow up with shoppers that visited the dealership but did not buy. Many dealerships, however, don’t take…
ContinueAdded by Richard Holland on September 18, 2014 at 8:30am — No Comments
We are creatures of habit. Unfortunately, the habits of the general population has changed over the last decade to create a separation between where they buy cars and where they have them serviced.
What's more unfortunate is that dealers have really started pushing in the same direction. They have service customers and they have sales customers. They divide them…
ContinueAdded by Jon Lamb on August 22, 2014 at 4:42am — No Comments
Designing your sales process to focus more on your customer’s needs and wants and less on you can help you be more successful. It lowers the customer’s natural resistance and can help you sell more and make more profit. There are 10 key ingredients to making this happen.
A Positive Attitude
Much has been written about the importance of maintaining a positive attitude and I will not rehash all of that here. A positive attitude is your armor against…
ContinueAdded by Al Mosher on July 30, 2014 at 10:55am — No Comments
Last week, Automotive News highlighted Redlands Auto Plaza, a Southern California dealership that is doing some pretty creative things within their service department to increase absorption. General Manager, Loren Campbell, recognized that becoming more…
ContinueAdded by Richard Holland on July 17, 2014 at 7:30am — No Comments
Conquest sales can be exhilarating. Let's face it, there's something medieval, even carnal about the concept of taking sales from your competitors. Even the action itself has an incredible name. "Conquest" - it sounds epic and it's something that we all want to do.
It's more than that, though. It's a double-dip. Every conquest sale is a good…
ContinueAdded by Jon Lamb on June 27, 2014 at 10:31pm — No Comments
There are muffins, and there are great muffins. The kind we get our of a plastic package from a vending machine or at a continental breakfast at a hotel usually meets the hunger requirements, but it's usually not exceptionally enjoyable. Compare that to a muffin from your favorite bakery and the experience can be like night and day.
Why is that? They have…
Added by Jon Lamb on June 5, 2014 at 9:22am — No Comments
A recent interview with former Apple VP of Worldwide Marketing, Allison Johnson, offered up some interesting insights into the legendary businessman Steve Jobs. In her interview, she explained how the two words that Jobs hated most were “branding” and “marketing.” According to Johnson, people equated branding with…
ContinueAdded by Richard Holland on March 27, 2014 at 9:47am — No Comments
There's a disturbing trend I'm seeing in the automotive industry when I visit websites. Perhaps it's been like this for a while and I simply took my eye off the chat ball. When I see chat windows that instantly prompt for the customer's contact information, it makes me cry a little inside.
This isn't what chat is supposed to be about. I'd love to have that…
ContinueA lot of people have the misconception that a public relations firm simply deals with the media while churning out press releases. While this may have been closer to the truth in the past, the digital age has greatly transformed the opportunities available to gain exposure for clients. Great PR firms have capitalized on these opportunities to further increase exposure for…
ContinueAdded by sara callahan on December 30, 2013 at 1:30pm — No Comments
Would your customers get a tattoo of your brand?
A recent article on Forbes told the story of Swiftwick, a sock company that had such a fervent following that customers had been getting their logo tattooed on themselves. According to the article, this company does little to no…
ContinueAdded by Mike Gorun on December 3, 2013 at 10:12am — No Comments
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