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http://www.Facebook.com/SeanVBradley 

Facebook LIVE Dealer Synergy "Power Hour" Contest at RK Chevrolet Kia Subaru

Tune in at 1:15 Eastern, I am at RK Chevrolet Subaru and KIA. I will be going LIVE with a #DealerSynergy Exercise called the "Power Hour". You do NOT want to miss this. If you want your BDC / Internet Department to sell more cars, make more appointments show, make more appointments and MAKE MORE PHONE CALLS!!!! Then you have to TUNE IN! 

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

Make Money Mondays with Sean V. Bradley - 'Stop Being Scared Of Making Phone Calls - Automotive Sales - Car Sales

This is such an important subject… The Phones! The Internet Sales is a PHONE SALE. PERIOD!

You have to dial the phones if you want to sell cars. Email SELLS the Phone call and the Phone Call SELLS the appointment. The appointment sells the relationship and then the car.

I hope you enjoy!

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

STOP Believing The B.S. About Your Internet Sales Department Or BDC NOT Being Able To Make A Minimum Of 120 Calls Per Day Per Rep!

Most dealerships on a daily basis hear excuses from their Internet Sales Department, BDC or their Sales Team in regards to how many phone calls they can ACTUALLY make in a day. I have said it for almost 15 years that an Internet Sales Coordinator, BDC Rep AKA an appointment setter can and should make a MINIMUM of 120 calls per day. BOTTOM LINE, PERIOD but YET, there are dealers that ALLOW their employees to be COMPLACENT in MEDIOCRITY. That is right… they ALLOW Mediocrity. Please watch these videos over and over again. PLEASE go to the search bar on this site and search "Power Hour". This is NOT the first time I have done this and VIDEO RECORDED THE RESULTS. It happens ALL THE TIME!!

All I have to do is put up a $100 Bill… tape it to the wall and BOOM!!!! I SHATTER THE Mediocrity. I shatter the myth that they can't make all of those calls… I SHATTER their FEAR THAT THEY CAN'T do it. BOOM!

PLEASE DO NOT ALLOW Mediocrity in your stores or in your life.

If you would like to discuss this video or how I can help you obliterate Mediocrity in your Internet Sales Department, BDC or Showroom. Please feel free to call me or email me-

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http://www.dealersynergy.com 

Automotive Internet Sales / Phone Sales "What to Do if There is NO Phone Number or a Bogus Number"  

The hardest part of Automotive Internet Sales or Business Development is simply getting the prospect on the phone and that in part is because you might not have ANY phone number to contact them or its a wrong / bogus phone number... OR you might have a number, it could be there home or office and you can't seem to connect with them. So, what do you do? I see way too many people in our industry accepting defeat without ever trying to do something proactively to try to create a connection with a prospect.

What can you do...? 

First and foremost is NOT to accept that if there is no phone number listed or if there is a wrong phone number that "That is it". You MUST seek out an alternative... Here is a GREAT website you can go to:

* http://www.spokeo.com 

or

* http://www.anywho.com 

or my personal favorite is to call "411" and ASK for a "Reverse Look Up". 

If you can not find the prospect's phone number trying those resources then maybe you should take their email address (from their internet purchase request) and drop it into:

* Google 

* FaceBook

* LinkedIn 

etc...

The bottom line is TAKE A SHOT... try to find a person's contact information, or better contact information. REACH OUT TO THEM. Be "Proactive".

And remember, "You can not lose something, that you never have had before".

If you have any questions about this post or would like some free help... call me or email me-

http://www.seanvbradley.com 

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How Many Phone Calls Can and Should Your Internet Department Make?

 

Here’s a question I hear a lot at my Internet Sales 20 Groups: “How many phone calls should my department make per day?” This question is huge, because simply dialing the phone can dramatically change the outcome of your dealership’s Internet Sales. Your dealership’s Internet Department and BDC are, after all, a number’s game. Let me break it down for you:

 

  • The more people you dial, the more people you get on the phone.
  • The more people you get on the phone, the more time you can execute your phone process or sales script.
  • The more people you engage on the phone, the more appointments you can set.
  • The more appointments you set, the more appointments you can confirm.
  • The more appointments you can confirm, the more people show up.
  • The more people show up, the more people will buy vehicles.
  • More vehicle sales equals more money for everyone — both the dealership and you.

 

I know that  this might sound too easy to be true, but it really is this simple: If you dial phones more, you will sell more vehicles. I have been doing automotive Internet sales and business development for more than 12 years now, and that has proven to be the case over and over again all over the country. Doesn’t matter what type of franchise you have or how big your organization is — math is math.

 

Let’s go a little deeper. I have dealers who tell me over and over that their Internet sales coordinators, BDC reps, and appointment setters are only making 50 to 60 calls per day, and that is like pulling teeth from them. They complain that they can’t make any more calls — it’s impossible. Or, they don’t have anyone to call, or they are worried that they are calling too much, or that people are mad at them for calling too much, or countless other excuses for mediocrity.

 

Here are some important statistics:

 

• 55 percent of communication is visual perception and body language

• 38 percent of  communication is tone and inflection

• Only seven percent of communication is text or the words that we use

 

This means with Internet prospects, it makes a lot of sense to escalate the e-mail to the phone call and the phone call to the appointment. The appointment builds the relationship, product presentation and demo drive, and all this builds value.

 

The average Internet prospect is searching five to seven other dealerships and or Websites (this can be same franchise or other franchises). That means five to seven other dealerships are following up sending e-mails and leaving voice mails.

 

The average connection on a phone call attempt is 11 to 14 percent. That means if you dial 50 attempts you are only going to reach five to seven people. Think about that for a moment: If you have full-time appointment setters, BDC reps and Internet coordinators and they work an eight to nine hour day, they are only connecting with five to seven people? That is not enough at all.

 

On average, you will close 25 to 33 percent of the people you actually get on the phone. That means if you attempt to call 50 people, you will get five to seven people on the phone, and from those you can expect to make about one or two appointments. That is nowhere close to being enough.

 

Let’s just use a safe and realistic 50/50/50 closing ratio. If you make two appointments per day, five days per week, that’s 10 appointments per week, or 40 appointments per month. Out of 40 appointments per month, about 20 people will show up and about 10 people will buy vehicles.

 

Our clients are making 120 phone calls per day per rep. Out of the 120 attempts, they are connecting 11 to 14 percent, which means they speak with 14 to 17 people. They are converting 25 to 33 percent to appointments, which gives us between four and six appointments per day per rep. Let’s say they make five appointment per day, five days a week, for 25 appointments per week or 100 appointments per month. Of those, 50 people will show up for the appointment and they will deliver 25 units.

 

Now that I have your attention, how do you get your department to actually make these phone calls? Its simple: accountability. Do not let them accept mediocrity. They will give you every reason, why they can’t do it. You have to encourage them they can and they will. For a sure-fire way to prove it to them, however, have them go through the “Power Hour.”

 

The “Power Hour” is a contest you will have with your team. Put some type of bonus, prize, or gift up for the winner. Here are the rules: For one straight hour, your people are going to make as many Internet sales calls as possible. Whoever makes the most Internet Sales phone calls wins the bonus. At the end of the “Power Hour,” you calculate how many phone call attempts everybody made, and then add them together and divide them by the number of people who participated.

 

For example, I just did this very exercise today at a Ford / Mazda dealership in Baton Rouge, Louisiana. A couple of weeks ago, they were kicking and screaming that they couldn’t make more than 50 calls per day, per rep. I put out a $100 bill for a “Power Hour” prize. They have four appointment setters and an Internet director. Here are the results:

 

  1. 20 Calls
  2. 28 Calls
  3. 36 Calls
  4. 42 Calls
  5. 53 Calls

 

They made 179 calls in one hour, for an average of 35.8 calls per rep.  Now, multiply 35.8 phone calls times 6.5 working hours in a day (that’s taking out breaks and lunches), and you get 232.7 calls in a day. Now, that might seem crazy, but the math doesn’t lie. I’m not suggesting that they should be making 230+ calls per day per person, but  I am saying that they can sure as heck make a lot more than 50 calls per day.

 

The reality is that they were killing themselves making phone calls because they wanted to win that $100 bill. They had the desire, the want and the need to make a lot of calls. The end result for this dealership was that they all were floored at the end of the exercise when I broke down the math to them. They could not believe how many calls they were able to make in one hour.

 

I have been doing the “Power Hour” exercise for more than seven years now and it works every time. If you have any questions about this article, or you would like me to e-mail you the video of this exercise and the exit interview of this exercise, please e-mail or call me and it would be my pleasure to send it to you.

 

In conclusion, you need to make sure that your team is dialing the phone. An Internet sale is predominately a phone sale. Just think about the math. Remember you only have a 11 to 14 percent connection ratio. Everyone will tell you the hardest part of Internet sales is simply getting the prospect on the phone.

 

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 866.648.7400, or by e-mail at sbradley@autosuccessonline.com.

 

https://www.youtube.com/watch?v=HpyJj4MV-ds 

 

https://www.youtube.com/watch?v=4gCVyJLdJVQ&feature=relmfu

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Thank you for the warm welcome back to Dealer Synergy! It's been a busy 48 hours and I've been re-absorbing the Orange and Black in heavy doses! I've spoke to a lot of you so far, and I will be reaching out to everyone to say Hello in the near future, and see what I can do IMMEDIATELY to help you be a stronger phone sales ninja and Internet department. I will constantly be getting out new material and tools to help boost sales, and I ALREADY have some tips to help you make more money (that's why we work...right!?!)

After doing 18 phone trainings with Internet Coordinators, Sales Managers, and Internet Directors in just 2 days, I've found a few routine things that I did when I was in ALL of your shoes before, that can help you starting TODAY:


1. Inbound calls - Ask for more phone numbers! Make sure that if the customer gives you a work/home number, ask the obvious question "Do you also have a cell phone number?" I'm pretty sure 99% of America will have a cell phone...and now you have a number to reach them at work or home...and don't be shy to ask for a 3rd number AND email address too!! This is a very important time of your call, so don't rush yourself to the next step. This will help you confirm your appointments at anytime, leading to a better show ratio.

2. "Please get a pen" - This simple phrase at the end of your call will work...GUARANTEED! Those of you I have spoken to in the last few days have heard me emphasized to tell you customer (when confirming your appointment) to "please get a pen". At this point, give the customer PERFECT directions to your dealership, your name, and direct phone number, and the person you have delegated to handle the customer at the door. Also make the customer "REPEAT your phone number back to you, to assure they have it right". This will confirm that they were in fact writing it down. We now have a much better chance of that customer calling us back if something comes up, or they get lost, etc...

3. RE: APPOINTMENT - Send email confirmations the day before your customer is due to arrive. Hopefully even if your customer didn't get a chance to return your call, they may check their email at night, over their morning coffee, or sometime before they are due to be there that following day. Some people are very email savvy, but it's "hard to talk at work"


Happy Selling and Always Be Closing!!

Andy Fedo

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