The difference between a good dealership and a great one.

The difference between a good dealership and a great one

I just worked with a dealer that really gets it ! He understands that there are more customers outside the dealership ready to buy, than will ever be there during their biggest sale. He is going after them, instead of waiting for them to come to his dealership!

Within two days he had his sales reps in several businesses Prospecting. One sales rep is having his picture on 6000 pizza boxes every week for the next several weeks. The difference is the owner is helping the sales reps get it done and believes in prospecting. It is now a requirement to have prospecting tools that are guaranteed to bring customers in the dealership. Some dealers say I'am not spending money on prospecting tools. I spend enough on advertising. This dealer said I will help them to get started and they can get there own later.This dealer got more done in a week than most dealers do in three months. The difference is he believes in it. We did a conference call with him yesterday and an article will be in AutoSuccess Magazine in the near future. Do you think this Dealer thinks different then most other dealers? Why?

Thank you.

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Comment by Fran Taylor on October 26, 2011 at 6:42am: Thank you Curtis. I enjoy chatting with you on the phone. Thanks for your comment it is much appreciated.Best of luck my friend.

Comment by Kurtis Smith on October 25, 2011 at 9:35pm: Nothing else needs to be said Fran, Nice job.

Comment by Fran Taylor on October 24, 2011 at 3:11pm: What an interesting idea Marco. A lot of people know that referrals are about 40% close ratio and repeats are way up at 60% according to NADA. There is more to it than that. Prospecting is more fun, less stress, bigger grosses, higher close ratio, slows down turnover and is the cheapest way to advertise. Any dealership or sales rep that is heavy into prospecting makes more money. GUARANTEED. Thank you for your comment.

Comment by Marco Antonio R. Botelho on October 24, 2011 at 9:56am: Great posts concerning to Prospection. There is another component that shouldn't be overlooked that is measuring and rewarding. In the measurement side, we have been conducting some analysis for a auto player in the last 6 months, and discovered that the "sales funnel" for customers base coming from prospection is by large more "cylindrical" (less prompt for loss) than the funnel for all other customers' attraction ways. This conclusion led this manufacturer to implement a system tool to monitor and reward dealerships accordingly.

Comment by Fran Taylor on October 24, 2011 at 6:23am: Thanks Manny,Noel,Bobby, and Ganesan. Prospecting is one of the hardest things to do with a lot of people. The big difference is to show someone instead of telling them. The second reason it is hard to some is because some of this takes 20 months to get the full return of the time spent prospecting. There are two kinds of prospecting. Looking for new customers and taking care of old or previous ones. I teach it all. Thanks everyone and best of luck.

Comment by Ganesan Ramaswamy on October 23, 2011 at 10:38pm: In automotive business, personal prospecting makes a lot of benefits to both company and customer (one to one). Advertising may be a tool to create awareness reg. product. Prospecting can be done through CRM which is an effective tool now a days (reference, repeat, loyalty, etc customers). We need to see profit ratio too at the end of the day!.

Comment by Noel Walsh on October 23, 2011 at 8:51pm: Fran, great post and what a way to market yourself in sales. This is a great way to keep your face and name in front of all the potential buyers in one form or another in your immeadiate market. What a unique way to create business for yourself.

Comment by MANNY LUNA on October 23, 2011 at 1:01pm: Fran, Dealers are spending money month to month on 30 days runs. Spending money on prospecting tools will have more impact, with good prospecting tools the dealers (ROI) will carry over month after month and grow like wildfire!

Great Post !

Thanks again for helping me the other day!

It made my day!

Comment by Fran Taylor on October 21, 2011 at 7:52am: Thanks Jim. Unless the dealer wants to add to this please don't tell anyone who it is. He is very popular on here and with good reason. I want to wait until the article comes out. I'am grateful that he chose me to help with the training. Thanks.

Comment by Jim Kristoff on October 21, 2011 at 7:41am: I spoke to this dealer on the phone about this prospecting and networking promotion.

There is no doubt he will have great success with it!!