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http://www.autoedcenter.com/education/seminars/14-11-18-sales.php 

November 18th GNYADA Workshop "The Sales Process Redefined", Selling To Millennials 

This seminar will finally answer the question:

How do I sell cars to Millennials? Learn the motivations, opinions and behaviors of this unique new generation of car shoppers. As their purchasing power increases and they continue to drive consumer demand, it’s necessary to reevaluate your sales process and redefine strategies to engage them.

The Sales Process – REDEFINED will teach attendees: Who are Millennials? What do Millennials think about cars and driving? What motivates a Millennial to buy a car? Ways to enhance the Millennial buying experience. How to redefine your sales process to entice Millennials to buy a car from you?

About the Instructor: Sean V. Bradley, Dealer Synergy. Sean V. Bradley is the top automotive trainer and consultant in the country and is currently one of the most sought after subject matter experts for Internet Sales, Business Development and Digital Marketing. Beginning as a sales consultant, Sean learned the business from the ground up holding positions at dealerships as Sales Manager, Internet Sales Manager, Special Finance Manager and Business Development Director.

GNYADA Seminars, held in person, are developed by qualified dealership experts to meet the highest possible standards and deliver the latest information and solutions for your most pressing business needs. Our programs train new and seasoned dealership professionals to improve operations and profitability results within each department. Reserve your seat today. Call the GNYADA Education and Training team directly at 718.640.2012, fax your registration form to 718.407.6970, or register here

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http://www.zieglersuperconference.com
Sean V. Bradley Will Be Speaking at the Sales Management Super Conference - Nov 11-13, 2014

Sean is going to teach how a dealership can DOUBLE their sales in 30 days with these 10 steps! You do NOT want to miss Sean's presentation. 

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http://www.internetsales20group.com
http://www.dealersynergy.com 856-546-2440
Digital Marketing & Social Media Trends "2014 - 2015" - Car Dealerships

This is a great video / info graphic for Digital Marketing and Social Media trends for not only 2014 but also going into 2015. This is some powerful information that you can use for your car dealership's marketing and advertising initiative.

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The US auto industry is in the midst of a tremendous run-up in digital ad spending, piggybacking on cross-industry shifts in marketing budgets and historically strong domestic sales volumes. Automakers and dealers will spend $6.15 billion on US digital advertising in 2014, up 18.8% from the previous year. All told, substantial annual digital ad spending increases by the US automotive industry will continue for the foreseeable future, according to a new eMarketer report, “The US Automotive Industry 2014: Digital Ad Spending Forecast and Trends,” part of our new report series, “2014 Digital Ad Spending Benchmarks by Industry.”

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eMarketer also expects growth in the sector’s share of total US digital spending through 2018. By the end of the forecast period, automotive will rank as the second-largest industry segment in the US for digital ad spending after retail, keeping it near the forefront of digital marketing for at least the next several years.

More than one-third (35%) of US automotive-related digital ad spending will be on mobile this year, eMarketer predicts, accounting for $2.15 billion of the $6.15 billion total. This will put the auto industry in line with the US industry average when it comes to mobile’s share of digital ad spending. Investment should continue to shift into mobile advertising, accounting for a larger percentage of total spending each year, although the pace of this shift is likely to be tied to advances in attribution and targeting on mobile devices.

Even without those advances, mobile-based branding and upper-funnel advertising efforts are increasing in response to evolving consumer research behavior—which has shifted to mobile.

For the past two years, eMarketer’s US automotive industry digital ad spending data has shown budgets split 60% on direct-response tactics and 40% on branding—in line with the cross-industry average. Put simply, digital marketing strategies have solidified mainly around tactics that entice new-vehicle buyers to take action while they are in-market.

It’s a delicate balance given the long buying cycle associated with new vehicles. Brands must remain well considered and top of mind among consumers who are not yet in-market in order to win a place on their shopping lists once they are. Original equipment manufacturers with a slate of new product launches also gravitate toward branding campaigns as they attempt to drive awareness with native advertising or social media pushes.

Clearly, however, the baseline automotive industry digital strategy is weighted toward investing even more to win sales in the final weeks of a consumer’s shopping process using tactics like search and programmatically purchased, targeted ads. A major reason is the measurability of return on investment for direct-response tactics, which provides an easy case at budget time for further funding.

The effectiveness of such tactics has helped redefine how auto marketers approach branding campaigns. These too are becoming more targetable to specific consumers, blurring the line between branding and direct response.

2014 DIGITAL AD SPENDING

BENCHMARKS BY INDUSTRY

  • Retail
  • Financial Services
  • Automotive
  • Telecom
  • CPG
  • Travel
  • Consumer Electronics
  • Media & Entertainment
  • Healthcare & Pharma

The complete series by

eMarketerDownload the free executive summary today

- See more at: http://www.emarketer.com/Article/Digital-Ad-Spending-US-Auto-Industry-Racing-Ahead/1010872/1#sthash.YHopfFtm.dpuf

Source: http://www.emarketer.com/Article/Digital-Ad-Spending-US-Auto-Industry-Racing-Ahead/1010872/1

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http://www.eventbrite.com/e/internet-sales-20-group-is20g-boston-ma-tickets-11285560415?aff=es2&rank=1#
MSADA & Toyota Are Aligning For Internet Sales 20 Group 6 In Boston - September 22 -24 - Automotive Sales Training

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The Truth About the Concept of Content Being King

If you've participated in automotive internet marketing for long enough, you've very likely heard the concept that "content is King." It was in play back in the days when I started researching search engine optimization all those years ago and it never really stopped. There was a dirty little secret that few of us in the SEO community ever mentioned, but it's been safe to say it for a little over a year now.

Content wasn't really king. It was important, but it wasn't king - not by a long shot.

When I started at TK Carsites in 2007, I wanted to prove that point. I was given a single website that belonged to the company that we wanted to rank for the important "used cars" keywords. They had a gameplan that included creating pages for every major metro in the country, populating them with tons of unique content, and playing the game the way that it's supposed to be played. I told them to hold off for a while. This was an opportunity to do some testing.

We didn't add the content... nothing. The homepage was flash and had three words in the title tag - two of them being "Used Cars". I then went through an extremely aggressive link-building process and started attacking dozens of cities. In less than two months, we were ranked in the top 3 for over 30 major metros and #1 for a dozen. These weren't easy keywords. "Baltimore Used Cars". "Dallas Used Cars". "New York City Used Cars". We Google-bombed the site and it paid off. Sadly, we didn't develop the site very much after that, but the point was made.

Fast forward about a year and we started recognizing that Google was changing the game. I was certain that they were heading towards a set of quality-control mechanisms that would make the spammy techniques obsolete. We started shifting towards a content model that included high-value sites, blogs, and guest posting. We still used some of the lesser link-building styles such as directory submissions, but we stopped all forms of footer/sidebar/signature link building. If it could be done in bulk, we weren't going to use it. Google was catching on. I was sure of it.

2009 came and went. No major change. Content was a little more important, but link-building still ruled. In fact, our high-touch, high-maintenance technique was working but not much better than the spammy techniques some were using that we had long-abandoned.

2010 - same thing. I was getting worried. I was sure Google was close. They had to be. Unfortunately, I was getting a little pressure from the SEO team because they were seeing that the techniques that I assured were evil were still working.

2011 - Panda. YAAAAY! No, wait. It didn't address the links. The spammy techniques were still working and my expensive strategy was having trouble fighting off the bulk players.

Then it happened. Penguin. April 24, 2012. The day that I thought would be coming in 2008 or 2009 finally arrived and all of the things I had hoped for came true. Some of our competitors fell of the map, Death-Star-style... "as if millions of SEO's cried out in terror and were suddenly silenced."

Today, the strategy, a content- and quality-based strategy, is alive and well. Finally.

So what was the point of all that? Today, content truly IS king, but not in the way that most perceive it. The reason that I built a new company that focuses solely on content, search, and social is that the three are now part of the same digital marketing strategy. You cannot do well with any one of them without doing well at the other two. Content is king because the quality necessary for pure link earning and social media marketing is finally bridging the gap. Unfortunately, that's bad news for the vast majority of dealers because the boilerplate content that populates so many dealer websites is hurting you. Chances are you're not really feeling it because you've never experienced the difference; if nearly everyone is doing it wrong, then "bad" is actually average.

Here is a good infographic that demonstrates many of the connections that are associated with content as part of SEO and thus part of the holistic digital marketing strategy, via automotiveseo.org. Enjoy!

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AutoUSA recently completed its 2013 auto dealer Internet Marketing survey, in which we asked "What is the most common sales objection you are hearing from customers?" We summarized results from 147 respondents, including Internet sales managers, sales managers, BDC managers, marketing managers and senior management.

According to our survey, these are the most common sales objections:

  • Our price not in line with customer expectations (28%)
  • Customer can't get financing (19%)
  • Consumer confidence with economy (14%)
  • Customer can't afford a new vehicle (12%)
  • Customer doesn't have time/too busy (10%)
  • Dealership didn't have desired model available (5%)
  • Customer didn't like dealership sales process (1%)

When we include other answers such as "customer wanted price before coming in," "need to talk to husband/wife," "not offering enough money for trade-in," it’s evident that affordability and pricing are key to the decision-making process. So how can we deal with affordability objections?

It starts with understanding the customer’s process. Thanks to increased transparency on the Internet, and to the numerous e-commerce sites out there, today's consumer is used to being in control of the purchasing process. If we want to buy something, we use the Internet to conduct research, read product or service reviews, do some comparative price shopping and then finally, click a button. Purchase complete.

When it comes to buying a vehicle, the consumer attempts to follow this same path. For the most part, they can. There are sites that provide information in abundance, reviews of both vehicles and local dealers, and pricing guidance. When it comes to detailed affordability options, like finance or lease payments, those sites often fall short and customers either target the wrong car or seek out the dealer for answers.

You can help the consumer by giving information they can’t reliably get anywhere else. As dealers, we understand that many factors go into giving a price quote - it's not always an easy, cut-and-dry number to give. It’s OK to educate your customers on this, but you also have to give them information, and proactively at that.

On your website, include real payments using payment-quoting tools such as Payment ProSM. When you receive phone calls, answer questions about pricing directly and be prepared to follow up with key questions that will help you shape the conversation and identify if the customer is on the right vehicle. In the showroom and on the lot, don’t be afraid to have conversations about payment ranges or even post them on cars.

Today's consumer feels entitled to information. If you can help the customer find the information they are looking for instead of stonewalling them, you build trust. And trust is the key to overcoming objections and gaining the sale.

I'd like to hear from Internet sales managers and sales managers. What are the most common objections you are hearing, and how do you overcome these objections? What has worked and what hasn't?

 

Come visit us at booth # 3514 at NADA and ask for a demo of Payment Pro!

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http://www.automotivedigitaltraining.com 856-546-2440
http://www.dealersynergy.com

Sean V. Bradley Is Speaking & Dealer Synergy Is Exhibiting (At Booth #4401) at the 2014 NADA Convention in New Orleans

Lets connect at #NADA2014 in #NewOrleans I will be a #Convention #Speaker and Dealer Synergy will be exhibiting at booth #4401
We will have SPECIAL Guests at our booth like James A. Ziegler Debbie Ziegler Peter Martin Danny Alkassmi as well as some Dealer Synergy Team Members like Joe Cala Chary Rodriguez & of course our President, Karen Uriarte-Bradley
We look forward to seeing you in New Orleans!!

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Hodgepodge

It's that time of year, again. We're going to eat a lot of different foods that we rarely eat the rest of the year and we're going to hear a lot of predictions about the future of marketing. The future, of course, is made up of a ton of digital marketing practices. Every year, it gets bigger. Every year, there are more options.

It can actually get pretty confusing.

One of the common themes of the hodgepodge of statistics in the infographic below is that spending will continue its shift away from traditional advertising and more into digital. This trend has been happening for over a decade now and it shows no signs of slowing. The funny part is that what's not mentioned in the graphic is any indication that traditional media such as television is shifting dramatically to include the second screen as a way to interact with content being shown on ads. This is a no-brainer, yet it seems like very few are doing it right.

Another shift is the continued growth of social media throughout the marketing spectrum. Whether through email social sharing buttons, increased spending on various social media advertising platforms, or the good ol' content marketing practices that have been driving us all for the last couple of years, social is clearly the biggest gainer throughout 2013 and will continue to make gains (for both the social sites themselves as well as the advertisers) into 2014.

One final omission from the graphic - an emphasis on video. There's no doubt that video is getting bigger every day. People are spending more time on it. Businesses are spending more money on it. Mastering the art of getting your message to flow and resonate on video advertisements is going to get more and more important. Faster devices. Faster internet connections. It's a recipe for success to those who recognize it.

Here's the graphic itself from the folks at WebDAM.

Marketing 2014 Infographic

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