Sean V. Bradley's Posts (936)

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Automotive Internet Sales Coordinator / BDC Rep

 / Appointment Setter PAY PLAN!

*** This is a SALES POSITION!!! NOT Customer Service!!

They are SELLING THE APPOINTMENT!

  • “Road to the Appointment” process… (Outbound / inbound phone call process)
  • How Qualify a prospect
  • Identify a prospect’s wants, wishes, needs and expectations!
  • They will have 25-35 (Minimum) word tracks in their arsenal… “Objections & Rebuttals as well as “What Ifs…”
  • A complete time management and organization strategy
  • A complete FORECASTING strategy… “3 Minute Book”.
  • They will NEED to have a thorough understanding of 3rd party providers, information sites like:
    • Edmunds.com
    • Kbb.com
    • Autobytel.com
    • Carsdirect.com
    • Dealix.com
    • They need to have THOROUGH knowledge of their products… they do not NEED to memorize everything, but they need to know where to access the information.
    • Knowledge of the dealership’s website(s)
    • EXTREME KNOWLEDGE of the Dealership’s CRM… this is one of the MOST important aspects to their job!!

 

$3,000

????

Simple J

$400 week salary X 4 weeks = $1,600 per month

What do I STILL need to earn in commissions to meet my $3,000 GOAL?

$1,400…  The questions is HOW am I going to earn it???

Before you can really answer this… you need to know what your commission plan is…???

$1 for an appointment

$15 for an appointment that shows

$25 for a sold appointment

For a TOTAL possible commission earnings of $41…

100 – 50 – 25

$100 - $750 - $625 = $1,475

$1,475 + $1,600 = $3,075…

 

100 appointments = $3,000  per month

 

100 / 4 weeks = 25 appointments per week…

/ 5 working days = 5 appointments per day…

They NEED to make or take 120 calls per day…

Why…? B/C you will ONLY connect with about 11-14% on the phones.

So, 120 calls per day will result in 11-14% connections which = 4-6 appointments per day (5).

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http://www.internetsales20group.com

Jim Ziegler and Tim Martell Talk Cars.com Controversy | Wikimotive Podcasts #1

Jim Ziegler and Tim Martell discuss the Cars.com controversy. When a consumer submits a lead on a paying dealer's inventory, is it wrong for cars.com to feed the consumer the competition's inventory too?

facebook.com/jamesaziegler
facebook.com/wikimotive
twitter.com/wikimotive

Citations:
http://www.carpricesecrets.com
http://www.whypaysticker.com
http://www.carsguru.com

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Confessions Of An Ex-Cars.com Employee - "Cars.com Takes Dealers' Money & Then Slams Them Behind Their Back"

As a former cars.com employee, here are three of the Santa Monica sites (not sure if they have more now). NOTE: The Santa Monica sites used to power the NewLeadsPlus pay-per-lead program but I'm not sure if they feed the numbers into the Cars.com numbers now when they report leads or VDPs. I was told by a Cars.com employee at one point, that they included the numbers from these sites in their new car lead reporting numbers which brings me to the point I have always said:

Advertisers who say "we aren't about leads" are being condescending to Dealers. EVERY AD is designed for one thing if I am giving you money: To give me more customers to speak to so I can try to sell them. Whether you call those customers "customers" or "opportunities", at the end of the day these are leads. Advertisers stopped focusing on leads and started focusing on VDPs when their lead volumes went in the toilet.

Here are excerpts from the 3 Santa Monica Sites so that Dealers can see for themselves how they are portrayed to the consumer...a.k.a. the potential lead. (Wonder why consumers think ill of Dealers in spite of all the hard work Dealers have done to improve their reputations? Maybe it's because the people you are paying encourage that thought process so that the consumer will trust them before trusting you!) Don't believe it? Read on.

www.whypaysticker.com

(NOTE THE LOOK OF THE EVIL SALESMAN)

Excerpts from the landing page:

The old fashioned way (basically, this is their representation of the Dealer experience)

1. You can't leave. You're pressured to buy the car today, without the chance to comparison shop.

2. Endless negotiation. You're stuck for hours going head-to-head with a salesman.

3. You're overwhelmed by numbers. APRs, fees, payment schedules—you have to sign right away and there's no time to think.

Your inventory is powering this site from the place that supposedly treats you as important. Really? How can anyone do this in good conscience!

www.carpricesecrets.com

Site excerpts

1. "Did you know every New Car has a secret price?"

2. "It's the price you'll never see published in the paper."

3. "Discover the dealer's secret price."

It get's better in the description area when you scroll down:

"Most dealers work hard to offer the public competitive prices. These incentives can grab your attention, but they can also obscure the actual terms you're getting on your purchase."

"Your current car's value can be used to lower the price on your new car. However, most people underestimate their used car's value when going to a dealership. How can you maximize your value?"

They start with many sentences that sound dealer friendly and then WHACH...they remind the customer that even though many dealers are nice, they could get screwed over by some so better just submit a lead because you can't really know which dealers are trustworthy. Read it yourself gang, don't just take my word for it.

Does that sound like the type of actions taken by a site advocating or even supporting dealers? NO - and your inventory is used to power this site too!

www.newcars.com

This is the only site that actually bears the Cars.com branding and doesn't appear to have anti-dealer language. Interesting that they only put their branding on the site that doesn't make the dealer look like a crook. I wonder why?

The real question is how many of these non-dealer friendly sites are they powering with YOUR INVENTORY? And of their 'partners' like Autotegrity.com, how many partners does Autotegrity share your inventory with...and how many do their partners share with...etc?

Source:

http://www.dealerelite.net/profiles/blogs/double-cross-or-not-a-double-cross?commentId=5283893%3AComment%3A368386&xg_source=msg_com_blogpost

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http://www.internetsales20group.com

Automotive Internet Sales Interviews A General Sales Manager & Former AutoNation Trainer W/ 24 Years Automotive Experience (2) from Dealer Synergy on Vimeo.

http://www.facebook.com/dealersynergy

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http://www.automotiveinternetsales.com 267-319-6776

Here is the thread on the Cars.com situation...

http://automotiveinternetsales.com/profiles/blogs/double-cross-or-not-a-double-cross?xg_source=activity

Automotive Internet Sales Reviews Jim Ziegler's Concerns About Cars.com & Brian Pasch's Response...

The subject of http://www.cars.com has been getting pretty heated lately. It has achieved over 6,000 views on the local blogs like:

http://www.automotivedigitalmarketing.com/profiles/blogs/double-cross-or-not-a-double-cross?xg_source=activity

http://www.dealerelite.net/profiles/blogs/double-cross-or-not-a-double-cross?xg_source=activity

Brian Pasch, CEO of http://www.pcgdigitalmarketing.com/company/meet-our-team/brian-pasch/ has come out and said that Jim Ziegler is wrong and he thinks that Cars.com is NOT doing anything wrong. As a matter of fact, Brian has created a blog post

http://www.automotivedigitalmarketing.com/profiles/blogs/jim-ziegler-has-the-cars-com-marketing-strategy-all-wrong?xg_source=activity

That basically says that Jim has it all wrong...

I shot this video to explain why I support Jim Ziegler's point of view on the Cars.com situation.

If you have any questions, please feel free to call me or email me-

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optimize-visual-content-seo

 

We’ve all heard about how inbound marketers need to get more creative with their content format by incorporating visuals, audio, and images. Heck, we’ve even created a free crash course (with templates) for non-designers tocreate visual content to react to this trend. With all these content types, aren’t we forgetting something?

Oh right. SEO. Even with the new glasses, Google still can’t read and index images, video, and audio content without a little help. Luckily, we have everything you need to know about SEO for non-written content, from images, to video, to audio content. Let's dive in, shall we?

Best Practices for Image SEO

To explain this concept, let's take a step back and imagine we're proprietors of a tasty ice cream shop. You've just created an infographic about the most popular ice cream flavors and toppings, and now you want to ensure it's optimized to show up in Google. Here's what you do.

1) Pick an image that's in a Google-supported format.

Before uploading your beautiful ice cream infographic, make sure it’s in the right format. Google can only index images that are saved as BMP, GIF, JPEG, PNG, WebP, and SVG. Don’t worry if your image isn’t in that format yet -- most image editors have the capability to save the file as a GIF or JPEG.

2) Name the file using keywords that describe the image.

Raise your hand if you have uploaded an image with a name like "IMG12934.jpg." (Guilty.) Instead of giving search engines a title that has nothing to do with the image, rename the file with a keyword phrase that describes what the image is. Google uses these filenames to index those images and sometimes the file name can even show up as the image title in a SERP. For this infographic, you might try a phrase like, “Popular-Ice-Cream-Flavors-Infographic.jpg”. Isn’t that better? Google thinks so, too. Don't forget to separate words with dashes--Google sees dashes as word separators and underscores as word combiners.

3) Add in helpful alt text.

The alt text of an image not only helps the search engines understand what the content of the image is so they can match it to a relevant search query, but it helps any searchers who can’t view the image understand what they would be looking at. Be as descriptive as possible in your alt text ... without keyword stuffing. Here’s a bad, better, best example for the ice cream example to see what I mean.

  • Bad: alt=””
  • Better: alt=”Ice cream”
  • Best : alt=”Popular ice cream flavors”
  • Avoid: alt= “ice cream flavor yummy vanilla chocolate Delicious"

4) Provide context for the image within content.

Remember, your image doesn’t live separately from the rest of your on-page content! Help search engines get a better sense of the story your page tells by referencing the image within your written content. Within your blog post, you might write something like, “On our popular ice cream flavors timeline to the left, you can see that cake batter is one of our newest flavor experiments.” See how I used the same keywords from the file name and alt text, but made it easy for the viewer to read? That’s an SEO win/win/win my friends.

5) Submit an image sitemap.

To make extra-super-sure that your ice cream flavor timeline is indexed by Google, submit an image sitemap to Google Webmaster. Sound scary? Don’t worry. Sitemaps are just an xml file that tells Google about a page on your website it might not discover -- the most simple sitemaps usually list the pages on your website. To create an image sitemap, add image-specific tags to a sitemap or just update one of your existing sitemaps with image tags. We’ll go more into making a sitemap in the video section, but here is exactly how to create and submit an image sitemap to Google.

Best Practices for Video SEO

Now that you’ve got the image basics down, it’s time to tackle video. MarketingSherpapublished a case study that found that videos attract 200-300% more monthly unique visitors who spend twice as long on-site. Sounds good to me! Let’s continue the dessert example, and pretend you want to embed a video on the recipes page with one of your chefs explaining how he makes your famous red velvet cupcakes (am I making you hungry yet?).

1) Save your video in a format that Google can crawl.

Like images, there are only some file formats that Google can read. Make sure your video is saved as a MPG, MPEG, M4V, MOV, WMV, ASF, AVI, RA, RAM, RM, FLV, or SWF. Most video editors will allow you to save your video in different formats.

2) Name your video file strategically.

Just like naming images, save your video file as a name that accurately describes what the file is within the context of the article without keyword stuffing. Luckily, this one is easy. Just save the video with a contextual keyword-appropriate title, like “Red-velvet-cupcake-recipe”.

3) Embrace your keyword strategy in your title, tags, and video meta-description.

You probably guessed it from the images section, but your title, alt text, and meta description should all help search engines understand what the content of your video is. However, keyword strategy from a user perspective is extra important here -- video is very likely to be viewed and searched independent of your website.

Your video title should reflect the keywords that your users are searching for, and that, of course, align with your video's content. Not sure what those are? Use a keyword tool to see what words and phrases people are searching to find your website.

Keywords are especially important to the description you provide for the video. In YouTube, you have up to 5,000 characters to describe your video. Since Google will cut off this description on the SERP to 156 characters, make sure your first sentence includes the keywords you’re optimizing for, but also gives the viewer a reason to click through. Then, continue your description with keywords and context that will help Google understand what your video is about. Finish off the description with alt text, or tags, that help paint a fuller picture for search engines.

4) Try to host only one video per page.

Your website may have a page that acts as a whole archive for its videos. This type of library can be extremely helpful for reference purposes, but from a search engine perspective, it's only a good idea if all the videos are about the same general topic. For instance, you might house all of your recipes videos on one page that's optimized to show up for a query like "dessert recipe videos." But if you want to get more granular, let's say getting found for your series on how to make cupcakes, you might want to create a separate page for videos that would ideally turn up around "cupcake recipe videos."

5) Enable sharing with embedding and specific anchor text.

Social sharing plays a role in SERP rankings for a specific keyword phrase. The Google update story can get complicated with Pandas and Penguins and the like, but one takeaway can be boiled down to four little words: more shares, better rankings. The more people embed your video in their own blog posts or share it on social media, the more the search engines love you (or your content, rather). Help your red velvet cupcake recipe video spread like wildfire by making sure the video is easily embeddable. The option to allow embedding is available on most video hosting services.

6) Create and submit a Video Sitemap to Google Webmaster.

Make sure your video is indexed by Google by submitting a video sitemap to Google webmaster. Like I said in the images section, Sitemaps are XML files with a site’s meta data that inform search engines about pages on their site that are able to be crawled. Bonus points -- submitting a video sitemap to Google Webmaster also encourages Google to include a rich snippet with your video on the SERP.

For the full story on creating and submitting a video sitemap, go straight to the source onGoogle’s Webmaster blog.

7) Include a transcription.

Sometimes, the best way for search engines to index non-written content is to make it written content by adding a transcription. Most video services, including YouTube and Wistia, include transcription services for free or for a small fee. Include a transcription on your page to help search engines and viewers who can’t watch now better consume your content. Even better? Once you have a transcription, you can repurpose that written content into another ebook or blog post. That red velvet cupcake recipe video transcription could easily be added to a recipe ebook with minimal effort or edits.

Best Practices for Audio Content SEO

We’ve talked a lot about optimizing images and videos for search engines, but what about audio content,  like podcasts? Just like Google doesn’t have eyes to view images or video, search engines also don’t have ears to listen in on your audio. But there are still ways to make sure that search engines hear the message. Since all those ice cream flavors and cupcake recipes have got me wanting to cheat on a diet, let’s make this podcast “How to Enjoy Desserts You Love Without the Guilt”.

Many of the SEO standards we discussed for images and video apply here for Google: alt-texts, titles, descriptions, and a unified keyword presence are all relevant for users to find your podcast on Google. However, when people are looking for podcasts, they primarily head to iTunes. To rank high in the iTunes podcast SERP (which often translates to better search engine ranks as well), here are some specific areas to hone in on.

1) Make your podcast easily navigable from the iTunes SERP.

Here’s a quick test to make sure you’re as easily found as you think you are: Work backwards from a viewer who has never heard of your podcast, but is searching for similar content. In this case, try searching “easy exercise tips” or a similar keyword phrase on iTunes. The process of typing in a search into the iTunes store, finding the podcast website, determining the podcast content, and listening and subscribing to your content should be easy as pie for the listener. By testing your own podcast from the beginning, you can identify hiccups from the user experience angle.

2) Optimize your content for strategic keywords.

Like video, keyword strategy is one of the most important parts of optimizing your podcast. Remember your keyword strategy when naming your podcast, episodes and writing descriptions. Research non-competitive keywords that match your content using a keyword tool.

3) Accrue subscribers.

There’s a difference between listeners who play your podcast once, and subscribers who sign up to automatically download a new episode whenever it comes out. When ranking keyword phrases, iTunes favors podcasts with more subscribers -- a higher percentage of subscribers communicates that your podcast is consistently valuable. Accrue subscribers by making it as painless as possible to subscribe (ideally with just a click of a button). Encourage listeners to take the next step to subscribe by clearly outlining the value proposition of your podcast, and include action verbs that encourage people to sign up now.

4) Solicit reviews.

iTunes also tends to favor podcasts with more reviews in their SERP. Podcasts with a higher volume of reviews indicate higher engagement. Ask listeners and subscribers directly for reviews. Include a review CTA at the end of every episode and on your podcast web page. Call out specific reviews in your podcast to show that you're listening to what your listeners and subscribers are saying. Check social media to see if there are listeners who frequently talk about your content and approach them for a product review.

5) Factor in the age of your podcast.

Another factor iTunes takes into account in their rankings is the age of your podcast. Podcasts that have been around longer are more likely to rank higher than newer ones. While there isn’t a lot you can do to manipulate the age of your podcast, the age factor is worth keeping in mind when you're considering starting an additional podcast.

6) Include a transcription.

There are plenty of services, like Casting Words, that will transcribe your podcast for as little as a dollar a minute. Translate your audio content into a written format to better help search engines and listeners digest your content, and to make it easier to repurpose that content for future use.

Best Practices for Non-Written SEO in Social Media

We’ve gone over what the SEO best practices are for individual non-written content assets, but how do those practices change within the context of social media? If you didn't already know, the two are kind of connected. And with social networks becoming more visual, optimizing non-written content is more important than ever.

But let me be clear -- the goal for non-written SEO in social networks isn’t necessarily to be found by search engines, but to make sure you’re using non-written content to its full advantage. Here are some resources for non-written SEO best practices for specific social networks. For a more general overview on optimizing your social media presence, here’s theultimate guide to optimized social media updates.

Pinterest

Since Pinterest is an image-centric network and has just come out with analytics, we thought thatSEO for Pinterest was an article all in itself. Best practices include the following if you're looking for the short synopsis:

  • Optimize your account name and description.
  • Include links back to your website on every pin.
  • Use keywords in the filename and alt text of images you pin.
  • Take time with each pin’s description to describe the image and include keywords.
  • Incorporate hashtags to amplify the social reach of your pins.

For more details, read this article on everything you need to know about optimizing your Pinterest account.

Facebook

We have original data that indicates photos on Facebook generate 53% more likes than average posts. Images and videos are obviously a huge part of encouraging fans not only to interact with your brand, but also consume content that moves them down the funnel, especially now that Facebook updated its cover photo guidelines to include CTAs. Read this easy-to-follow tip sheet to find the best ways to engage your Facebook fans with images that breaks down thebest practices for Facebook cover images and albums.

Twitter

Twitter is buzzing with new image and multi-media updates. The biggest integration Twitter has with multi-media content is the new Vine video app. With Vine you have the opportunity to:

  • Optimize cover photos on brand pages and include CTAs within your profile
    image.
  • Showcase multi-media content with featured tweets.
  • Identify what keywords your account should focus on.
  • Create a Vine account and incorporate it into your video strategy.
  • Measure the ROI of Vine and Twitter to optimize conversions and reach.

Google+

The most important thing to think about with Google+ SEO is authorship. Having the author image next to an article’s listing in the SERPs makes it much more clickable than plain text. Here’s a more in-depth article that explains why Google+ authorship is important, and how to apply for it.

What are some of the best practices you use when optimizing non-written content for SEO? Got any great tips to share? Let us know in the comments section!

Image credit: starmist1

Source - http://blog.hubspot.com/search-engine-optimizing-non-written-marketing-content

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http://www.internetsales20group.com

Make Money Mondays With Sean V. Bradley "Vendors vs Partners"

I just wrote a powerful article for the May issue of AutoSuccess Magazine and explained my opinion of Vendors vs Partners... People, there is a HUGE difference between the two. Watch this video and find out which ones you are working with at your dealership

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What is a Lost Opportunity Coordinator or LOC?

A "lost opportunity coordinator" or LOC is simply a coordinator that does NOT handle fresh leads. They ONLY handle leads that have been "deaded" by the other coordinators and leads that are from day 31-90.

If you think of a conventional coordinator ONLY handling fresh leads, and their follow up protocol is email / phone call for EVERY day for the first 31 days. This limits the amount of leads they can handle due to the reality of the methodical follow up. A lost opportunity coordinator can handle 3-5 times the amount of leads. Specifically approximately 350 - 500 leads. This is possible because they do NOT have to follow up EVERY single day as does the conventional coordinator. After the first 31 days with an email and a phone call... the next 60 days of follow up can be every 3 days or even longer. depends how many leads are there versus how many LOCs.

The Lost Opportunity Coordinators work well with the conventional coordinators.
Usually a dealership has 4-5 conventional coordinators to 1 Lost opportunity coordinator.

So a LOC handles leads in the cycle of day 31-90 BUT... LOCs also handle ALL dead leads!
We know that on the showroom floor that we believe in 100% turnover "TO". Then that reality should remain for Internet leads. The problem is usually that dealerships get so many leads and there is so much going on in an Internet department or BDC that there usually is NOT a "TO" protocol for leads. Usually the coordinator or BDC rep decides on the spot if this lead is "dead", "bogus", "changed mind" etc... and usually it NEVER gets s second look from a manager or director.  If you have an LOC at your dealership it truly helps fill the holes.
Lets say for an example that your Internet department has 4 or 5 coordinators... every single time a lead is "deaded" for ANY reason. That "dead" lead now becomes a "fresh" lead for the LOC. The LOC's main job in this scenario is to identify if this lead is actually "dead", if so WHY and can they "reactive" this lead to an opportunity.

Please let me know if you have any additional questions. It would be my pleasure to further assist you.

 

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