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http://www.internetsales20group.com

Do you really want to make money...?

Don't talk about it... be about it!

I want to THANK EVERYONE who was so kind and attended my session & gave me AWESOME Video Reviews :)  I received such a tremendous amount of love! Here are some videos of people that I met at Jim Ziegler's Internet Battle Plan:

Jim Ziegler - Facebook & YouTube

Jim opened up by discussing how powerful and profitable it is to utilize Social Media to sell cars...

He showed examples from youtube.com/sunsethonda

* Elise Kephart has a POWERFUL strategy of sending EVERY single Internet prospect a CUSTOM YouTube / Video email response. 

Examples from Gainsville Cars https://www.youtube.com/gainesvillecars

* Good example of good Video "Optimization". They took time creating the descriptions, titles, meta data etc...

* Video emails... Cutting / Pasting Videos from your Youtube Channel and sending them to your prospects.

* Eyejot  is a resource that Jim endorsed as a great resource for Dealers...

* Video Email with a dealer BRANDED template...

*** Jim talks about "RELATIONSHIP Selling". Its NOT just about SELLING... its about BUILDING the relationship with the customer / prospect.

*** People ONLY notice when they are NOT happy...

Social Media is about relationships... about engaging with people. Projecting personality, make it fun...

CUSTOMER TESTIMONIALS>>> Very IMPORTANT!!!

** Jim discussed the value of Facebook Ads (Social Media "PPC") & He walked people live through the process of creating the ad.

Bill Parman - Stream Companies "The Google Search Effect"

Bill does a great job in explaining the details of SEO... what it is, how does it work. He explains it in a way that make sense to not only the savy optimizer but also for the fledgling.

*** Bill did a GREAT job explaining the difference between Black Hat versus Whit Hat SEO tactics... 

Google Panda and Penguin updates.

SEO Pyramid -

Social, Link Building, Keyword Research & Targeting, Content Quality and Accessibility

*** UNDERSTAND The Lead CONVERSION Path... Utilize Landing Pages. And track the results.

Bill VALIDATES my ENTIRE Presentation about VSEO and concurs that ORGANIC is the MOST POWERFUL. bill states that ONLY 15% of people click PPC.... 85% SKIP and go to ORGANIC

Jerry Thibeau - Phone Up Ninjas / Phone Ups

*** The GREETING is so VERY important. Make sure you make the BEST first impression.

* Specific Qualifying versus generalization qualifying...

* Use good inflection and tones, be animated

* Give CHOICES... do NOT ask open ended questions

* CREATE Urgency

* Quality, Availability, Price...

* # Reason why people do not make an appointment... b/c they NEED their spouses technique

* Pace and Lead.... Pace and Lead...

* If you can not get the in store appointment... GET a phone appointment

*** Jerry just went LIVE, Mystery Shopping a Dealer in the audience... (Sandy Sansing)

Paul Potratz "The Worlds Best Fisherman"

We need to NOT focus on the "Shiny" objects... must focus on the basics.

Talk to people differently... Price, Rebate... the vehicle

7 Types of Re-Targeting

Advertiser or Communicator...?

Mind Reader

... take conventional to your website

Re-targeting, Re-marketing, Behavioral WILL BLOCK other advertisers...

*** Google Key Word Tracker...

*** Wednesday is the MAIN day people shop for used cars...

*** New cars is all 7 days per week...

*** Video on websites is a MUST

* Stay away from YouTube

*** Facebook is a POWERHOUSE 71% reach

Yes, people over communicate but that is a GOOD thing. You can serve them

search.twitter.com

Itweetlive.com

*** VIP Club.... call to action

Dave Page -Dealer eProcess

"Exploding Website Conversion"

* Provide a Value Mark down for your prospects... (I LIKE THIS IDEA)

example... "was", "is" & "get e price"...

** CONFIRM Availability... (All over the site)

** Contact page is important....

** ONLY Pop ups that work are ones that include a dollar figure.... "buy back" etc...

Cory Mosley - Internet & BDC Breakthrough Strategy Series

"Influence & Conversion"

What is awesome about watching Cory speak is that he is an actual "Professional Speaker". Not only is his content great, he is an awesome articulator of information.

* Value FIRST! REAL VPP

* BUILD INFLUENCE, MASTERING INFLUENCE

* How does your process fit with the customer... NOT how is it convenient for YOU

* Reinforcing benefits....

* Reinforce, Validate, Brand > Individual > Dealership

* Research > Audit > Listen

* EMPATHY TRUMPS RAPPORT

* Influencers  Vs. Hunters

* Reduce Sales Reluctance

** Like, Believe, Confidence, Trust

* The head is attached to PRICE... the heart is attached to the wallet

** Segmentation of testimonials...

Testimonials Vs. Influence

*** Influence is NOT closing, it is helping them BUY.

Don't ask "Think" ask how they "feel"

Internet Director of a 9 Store Dealer Group Gives His "Best Idea"....

Facebook Ads!!! He ran an AWESOME Facebook campaign targeting the Military and it was VERY Productive!

Email Marketing was buzzing at the Internet Battle Plan and so were the experts chiming in.

It was also VERY COOL to spend Jim Ziegler's 66th Birthday with him. I swear that I hope to be able to do EXACTLY that on my 66th Birthday... Doing what I LOVE most!

What do you get the "Alpha Dawg" for his 66th Birthday? 

Engraved Crystal Decanter Set... Bling, Bling Baby! For that Louie The XIII 

What Do You Know About That...? 

*** If you are SERIOUS about your Internet Sales / BDC Department you CAN NOT miss the upcoming Internet Sales 20 Group

http://www.internetsales20group.com 

Guess who is going to be there... Thats right! Jim Ziegler! So sign up now at:

http://internetsales20group.eventbrite.com/#

 Do You Have Any Idea How to Make Money in Your Internet Department or BDC?

It is a simple enough question to ask. I am disappointed to have to say that most dealers do not know how to make money in their Internet department or BDC. Some dealers know how to sell cars from their departments, but they don’t know how to build value, which means they cannot make gross on these deals — so they give units away. Even if they are making a little bit of profit, it’s not because of some thought-out strategy, business model or action plan.

If you are reading this article, it means that the world didn’t end. The Mayan calendar had no effect on us. It also means that it is January 2013. 2013. I was selling 110 units online and making gross profits in 1999/2000. If you aren’t crushing it online, it is not because…

• … of the election. It’s over.
• … of the economy. People are buying vehicles, and we are having record months.
• … you can’t make money with Internet prospects. Everyone is an “Internet Prospect” to some degree. More than 90 percent of people go online before they ever step foot in your dealership. If you can make gross on the showroom floor, you have no excuse not to hold gross with Internet or BDC customers.
• … you don’t have the right manager. If you actually don’t have the right managers, find them.
• … you don’t have the budget. Make changes with your antiquated marketing and advertising strategy.
• … you don’t know how or where to even start. Join an Internet Sales 20 Group or hire a consultant — do not settle for mediocrity.

I have a friend who is the dealer principal of a domestic dealership in Chicago. He sells more than 200 units online. He has zero conventional advertising, and his average cost per sale is less than $100 (NADA says average cost per sale is $600 per car). That is how it should be. You should be able to sell more cars, more profitably, more often with Internet sales. I have built hundreds of Internet sales departments all over the country that are ridiculously profitable. It doesn't matter what franchise you have or what region of the country you are in. As long as you set up the business model for your Internet department or BDC the right way, you will make money and lots of it.

Here are some things that you need to make sure you are doing and tracking; if you’re not, you’re probably not making money in your department, or as much money as you should be.

1. Make sure your average cost per sale with your Internet customers is $200 or less per car. If it’s higher, then that means you have a problem. You either have a problem with your digital marketing or advertising initiatives, or you have a problem with your people not converting the right way. It might be a training or process issue.

1. Make sure that your gestation period is around 20 days, meaning that the average Internet prospect is a 45 to 90 opportunity, but most dealerships’ “average selling ratio” is only seven to 11 days.

Here is how you can check your status. Take your last month’s Internet sales (let’s say you sold 50 “Internet Deals”), then add three additional variables to track: the date the lead came in on, the date the lead closed and the “window period.” Now, go and track that for all 50 Internet sales from last month. Now, I want you to add all 50 Internet sales’ window period, then divide that number by 50. This will give you the “average window period” or “the gestation period.” You want to make sure you are not just selling to the “low hanging fruit.” Think about it: If the average buying cycle for Internet prospects is 45 to 90 days, then why is your average selling ratio to Internet prospects only seven to 11 days? Exactly!

1. Make sure that you are attempting to contact prospects during prime time, which is between 6 and 8 p.m. I am shocked that dealers all over the country close at 6 p.m. or 7 p.m. This is like making it to the Super Bowl and saying “no, thank you,” or making it to the Super Bowl halftime and saying “Thanks, we have had enough; we’ll try to see you next year!” This just doesn't make any sense. Think about it: What do you expect if you keep calling someone’s home number during work hours and they are at work? Exactly — you will not reach them. Now, does it matter if you are calling them for 30 straight days, numerous times a day? No, it won’t. Please remember, its not just about working hard. It is also about working smart.

I can seriously go on and on about this subject, but at the end of the day, it’s about making money. If you are not making money in your Internet department or BDC, or if you have no clue if you are really making money or not, e-mail me or call me ASAP.

Sean V. Bradley is the founder and CEO of Dealer Synergy, a nationally recognized training and consulting company in the automotive industry. He can be contacted at 888-3-SYNERGY, or by e-mail at sean@dealersynergy.com 

 http://www.autosucconline.com 

http://www.internetsales20group.com 

http://www.internetsales20group.com
http://www.seanvbradley.com

Every Monday CEO of Dealer Synergy, Sean V. Bradley releases a video "Make Money Mondays"...

Tips, Advice, Strategies, Motivation, Inspirational...

All on Success, Wealth and of course Making Money!

Details: Wednesday January 9, 2013, 12 p.m EST/10 A.M. Mountain Time 

Link: http://www.dealerwebinars.com/vseo.html

Almost every single person goes online before they step foot into the dealership. The highest closing ratio and the highest gross profit are from leads to the dealership website or from organic search engine optimization. So, a dealership should focus on how to DOMINATE organic search engine optimization. It is not enough to merely show up on the first page of Google when someone types in your dealership name. You must show up numerous times on the first page of Google. Not just for your dealership's name but for any and all of your profit centers. New Cars, Used Cars, Fixed Operations. You should even show up on the first page of Google when someone is searching for your competition. Whether it is your same brand or a competing brand. 

In this webinar you will learn how to crush your competition online by creating a powerful VSEO strategy for yourself and or your dealership. We will go over successful LIVE examples as well as detail how you can create and implement immediately after the webinar

Founder of "Ask Patty", Peter Martin Teams Up With Karen Bradley, President of Dealer Synergy To Create A NEW Training Curriculum for "Selling / Servicing To The Female Shopper / Buyer"

http://www.automotivedigitaltraining.com

http://www.internetsales20group.com

http://www.seanvbradley.com

http://www.internetsales20group.com
Karen Bradley & Sean V. Bradley Discuss The Internet Sales 20 Group In Dallas, Texas March 19th - 21st

http://www.internetbattleplan.com

What are you doing January 16 and 17?

I’ll be speaking at Internet Battle Plan XII at the Crown Plaza in Atlanta and I hope to see you there.

Jim Ziegler, President and CEO of Ziegler SuperSystems, has put together the highly successful Internet Battle Plan to help you increase profits and market share. This conference will give you in depth knowledge about exactly how to give your internet sales a turbo-charged increase the day you return to the dealership. In addition to my presentation, on Video Search Engine Optimization, you’ll also hear from industry experts like Cory Mosley, Paul Potratz and more.

Because you are receiving this email from me you are entitled to a very special pricing offer. Call Jim Ziegler now directly at (770)921-4440 to confirm your reservation. To learn more about the event, click here http://www.internetbattleplan.com

I hope to see you in Atlanta, but if you can’t make it, you can still get in touch with me. If you’d like to discuss your dealership’s Internet or Business Development strategy more in depth, let’s set up a time to meet. E-mail Crystal at crystal@dealersynergy.com



See you in Atlanta,

Sean V. Bradley

http://www.franklincoveydealersynergy.com

http://www.internetsales20group.com
http://www.automaxtraining.com/

Automotive Internet Sales Interviews Craig Lockerd, CEO Of AutoMax Recruiting & Training

http://www.internetbattleplan.com
http://www.internetsales20group.com

Sean V. Bradley Will Be a Speaker For Jim Ziegler's Internet Battleplan on "VSEO"

http://www.internetsales20group.com

Ralph Paglia & Sean V. Bradley Discuss The Internet Sales 20 Group In Dallas, Texas March 19th - 21st 2013

http://www.franklincoveydealersynergy.com

Karen Bradley, President of Dealer Synergy Training On The 7 Habits Of Highly Effective People At An Internet Sales 20 Group in 2009

What is an Automotive Internet Sales 20 Group ? (Part 1) from Dealer Synergy on Vimeo.

http://www.internetsales20group.com

What is an Internet 20 Group (Part 2) from Dealer Synergy on Vimeo.

http://www.internetsales20group.com

http://www.autoraptor.com/
Meet The Founder
"Car guy," Howard Leavitt, has spent over 40 years establishing a strong reputation as one of the brightest and most accomplished retail managers on the U.S. automotive scene. And as founder/inventor of AutoRaptor, he has leveraged his genius in developing the perfect showroom tool that not only aces traditional CRMs, but actually gets used.

Quick Interview With the Founder of AutoRaptor CRM, Howard Leavitt At the CRM Convention

http://www.internetsales20group.com

Automotive Internet Sales Interviews ADP About Their CRM Solution At The CRM Convention

http://www.internetsales20group.com

I am BEYOND proud of John Hinderer Honda and their AWESOME Business Development Center!!

And ESPECIALLY Rob Stewart. Rob is a new employee at the dealership (less than 4 months). He had no prior automotive sales experience. This man made almost 3,000 phone calls himself, he followed the Dealer Synergy process EXACTLY and POOF! He is responsible for almost 80 units getting delivered LAST MONTH!
I have been in Automotive Internet Sales for almost 14 years and have to say, that Rob has one of the BEST performances and success that I have EVER seen.

As you can see in the gotomeeting interview, he is simple... he works his plan, he works his pay plan. He does NOT make excuses, he does not take short cuts. On the contrary, he works hard, he works consistently and he works strategically.

The result is:

• 2,892 phone calls made
• 640 connections
• 201 appointments
• 134 appointments showed
• 76 units delivered

October 2012, was the BEST month ever for the John Hinderer Honda BDC...

They delivered 142 units out of the Internet Sales Department and MORE than 50% came from 1 BDC Rep!

Any question...?

Please feel free to comment, email or call me.

Lets sell some cars!

http://www.internetsales20group.com

The Internet Sales 20 Group

Recently the Internet Sales 20 Group just concluded in Downtown Chicago and it was a huge success! It wasn’t just a “regular” workshop or convention. It was set up like a traditional “20 Group”, including a full blown benchmark composite. The first 20 different dealerships that signed up for the Internet Sales 20 Group were thoroughly analyzed in 7 Key Performance Indicators “KPIs”…

1. Two different  “Mystery Shop” phone calls that were recorded and graded (Executed by Dealer Synergy)
2. Complete analysis of their Social Media penetration and relevancy (Executed by Social Dealer)
3. Complete analysis of their online reputation (executed by Social Dealer)
4. Deep analysis of their SERP reports, Search Engine Optimization Standings (executed by Car-Mercial)
5. Complete 3^rd Party Lead opportunities within a 10 and 25 mile radius (executed by Dealix)
6. Complete Website effectiveness analysis (executed by Dealer Synergy)
7. Complete Market Rater Reports (executed by Rich Dealers)

All this data was extracted or created without any assistance of the dealer(s). Once all of this data was created it was put into composite form, which means that the Dealerships’ names were removed and replaced with a dealership “ID Code”. This was to protect the identity of the individual dealerships and respect their privacy in public. Then the dealerships were “ranked” in numerical order based on the very best at the top of the composite list and the weakest at the bottom. This makes it very easy for the members to see what is “good” and what is “poor” and more importantly where they stack up against their peers.

So when the workshop opened up, everyone received a yellow legal envelope sealed with a gold “Internet Sales 20 Group Seal” and inside was an actual composite. If you were one of the dealerships analyzed, you would have additional content in your envelope. Basically an additional 50+ pages of the composite breakdown.

The very first part of the Internet Sales 20 Group was a Dealer Principal and Orlando Fuller from Dealer Synergy explaining exactly what an Internet Sales 20 Group composite was, how do you read one, where the data comes from and when you get back to your dealerships, where you can extract that data yourself.  Then for about 2 and half hours the Internet Sales 20 Group reviewed each part of the composite, almost like “question starters”. Once we reviewed a particular section, we would have incredible interaction with the audience and remember the audience was a majority of Dealer Principals, GMs and high level Internet / BC Directors. So, the interaction was powerful and strategic.  For example when we reviewed the section on online reputation, it spurred into this major section on EVERYTHING “Dealership Online Reputation”. Ralph Paglia and JD Rucker were amazing subject matter experts and kept the audience captivated with best practices, ideas and strategies for maximizing dealership online reputation.

Susan givens gave a powerful presentation on “AutoSuccess Dealership Best Practices” Including in her presentation were case studies and examples from some of the top dealerships in the country. Susan was very unique because she comes from a neutral position. She gets feedback from both dealers and dealer vendors. People were taking pages of notes during her presentation.

What was crazy was that was only the first day! After the day came to a close, everyone met downstairs of the Chicago Hilton and awaited the caravan of 14 passenger limos, courtesy of Car Ad Guys  that took everyone to the Ultra VIP party, courtesy of Reach Local at the “Carnivale Chicago”. The group was met by fire breathers and dancers outside the Carnivale that performed just for them. And inside their were other “Carnivale” entertainment… They had people lying on a bed of nails and some of the Internet Sales 20 Group members were able to stand on the chest of the guy laying on the bed of nails lol! The food and ambiance was utterly fabulous but the night got even better when we hosted the “Best Idea” contest. We started with almost 60 “Best Ideas”, the judges narrowed it down to the final 5 and then the audience voted (like X Factor or American Idol style) for the “Best Idea”. Mr. Ben Heath from Clift Buick GMC won the $1,000 Cash prize, courtesy of Helion. Ben’s idea was called “Perfect Match”.

I can not possible go over the entire hugely successful Internet Sales 20 Group in one article, so I decided to give a first day overview. Next article I will break down the rest of the Internet Sales 20 Group with actual details and strategies learned at the 20 Group.

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

Thank you-

Here are some videos from the event:
Ralph Paglia was a Speaker at the Internet Sales 20 Group