Inside a LIVE Internet Sales 20 Group - Reviewing Benchmark Composites - Sean V. Bradley - Automotive Sales from Dealer Synergy on Vimeo.
http://www.internetsales20group.com
Inside a LIVE Internet Sales 20 Group - Reviewing Benchmark Composites - Automotive Internet Sales
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.
Email Customers - Hot or Not? Earning the right to the phone number.
I decided to write this as soon as the deal ended while it was still fresh on my mind. I've noticed in my personal department that over time email customers become looked upon as dead or cold leads before they have even been touched. I was recently reading an article about a very successful Internet Department that explained how we must "earn the right" to have the phone number with many customers. Dealer Synergy has taught the same principle on the phone through their phone scripts that enable the coordinators to earn the number. The same goes for email only leads. Hopefully this short example will remind us to work email customers just as hard as phone customers.
The customer submitted the lead this morning, it was an email only lead. Right off the bat my coordinator was upset. I stated this is a hot customer, but instead of sending an email template as usual, send the Value Package followed by a personal email to start the trust building process. The customer replied within a few minutes wanting price, like most. From this point I personally took over the customer and worked the customer. We emailed over price, trade value, and financing options. In each email I was very personal and expressed my confidence in the dealership, the product, and in myself. Not in a single email did I ever give the customer an exact price whether it be on trade or on the vehicle he was interested in. Rather I continued turn the customers focus from absolutes to the value of our dealerships. I did give the customer a range to keep him confident. After about 4-5 emails the customer said "outstanding" and emailed me his number. I immediately called the customer and was greeted by a happy customer. He was excited and enthusiastic about the deal and set the appointment. In the end the customer wanted all the paperwork done before he got here so he could sign and drive.
The conclusion is this "Email Only" customer turned into an easy sign and drive customer. This deal might have even been easier than a simple phone up appointment. Through building value, gaining trust, and gaining confidence, the customer bought. Not every deal turns out this way, and this is in no way an attempt to blow smoke. I am sharing this to remind everyone that every lead is considered hot. Buy or Die right? Remember to treat every type and source of lead equal, you just might not know which one is ready to buy today.
http://www.internetsales20group.com
How to Work a Car Deal - Automotive Sales Training - Jim Ziegler
Are You Selling or Are You Buying?
Have you ever had this conversation?
You: “Hi Mr. Customer, it’s me John from ABC Chevy and I just wanted to follow-up with you to see if you are still in the market for that 2010 Chevy Silverado that you e-mailed me about yesterday? I have a 2PM appointment slot open just for you today so that you can come down and let me demo the vehicle for you.
Client: “Hi John, thanks for getting back to me so soon with your e-mails and call. I am still in the market, I just don’t know if I have made up my mind about yet and my friend has a new Toyota Tundra that he swears is the best thing since sliced bread. I think might just wait.
If you have ever sold vehicles before, odds are you have had this conversation. Odds are you have had this conversation many times. It’s what you say next that will determine if you are selling or if you are buying.
You: Mr. Customer I can see you value your friends opinion and as luck has it I have a used Toyota Tundra on the lot as well that I would be more than happy to do a side by side comparison with you. I can demo each vehicle for you and weigh the pros and cons of each truck that will allow you to make an educated decision on what truck would work best for you. Does 2PM today sound good for you, or will tomorrow work better?
This is a great close and with this close you are planting the seeds of thought into the customers mind, the customer now feels that he has more than one option at your dealership and he is more likely to set an appointment with you and more importantly show! YOU JUST SOLD THE APPOINTMENT!
The following statement is what you do not want to say.
You:
Mr. Customer, I completely understand that you want to wait on your next purchase and when you decide that you are ready to buy, please consider ABC Chevy.
Though this statement is cordial and proper, you just bought what the client was selling. He said that he wanted to wait till after the first of the year and you bought it by saying that you understood and to consider your dealership when he decided to make a purchase. Sure you may sell a few customers this way, but I guarantee that in the end you will never reach your true potential as a stellar salesperson and you might as well use the empty showroom to get some exercise.
To everyone out there making a living in sales remember this:
Jason Parman
Internet Marketing and Digital Strategist
jasonparman@live.com
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
If you've watched my other video's, we have discussed the following:
→ What role gratitude plays in your success
→ What is the definition of success
→ Developing a 99.9% WHY statement
Now we move on to the recipe. With so many people wondering how to be successful, I suggest that success comes from following a process. It's no different than baking a chocolate cake. If you want to end up with the proven result of chocolate cake, you'd better follow the proven recipe that will get you there.
In my career, I've had the privalege of being mentored by many very successful people and you know what? They all say the same thing. When asked, "How did you become so successful?", the response is, "By doing what other successful people do".
That validates what is written in such books as Dale Carnegies, "How to Win Friends and Influence People" or Napoleon Hills, "Think and Grow Rich".
If you'd like to achieve your own personal definition of success and you want to know how to become successful in life, you MUST follow the recipe.
Stay tuned for my next video where I'll introduce you to the 1st ingredient in the recipe for success.
Your success starts here.
We are now accepting applications for Speakers, Panelist & Sponsors For The Upcoming Internet Sales 20 Group
http://wwwinternetsales20group.com
Internet Sales 20 Group - Dallas, Texas - March 19th - 21st 2013
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:
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.internetsales2ogroup.com
Sean V. Bradley & Karen M. Bradley Review The Internet Sales 20 Group In Chicago - 2012
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”…
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
http://www.internetsales20group.com
25 Ways to Use QR Codes - Automotive Internet Sales - Digital Marketing - Car Dealerships
http://www.internetsales20group.com
Can You Really Measure Automotive Social Media ROI? Watch This Video - Automotive Internet Sales
It seems as though YouTube is usually left to the waste side due to Dealers feeling as though it takes too much time or effort in keeping up their channel, or even more so coming up with a subject to talk about without making it sound like an advertisement. Getting inspired to make a video can be as easy as capitalizing on the people and customers that surround you daily, even your inventory can make an appearance, but how?
You need to evoke emotion.
You can make a YouTube video using your smartphone or digital camera; it doesn’t need to be a fancy production, just a clean one. Try to keep it steady or invest in a tri-pod to be your camera person. Have your sales reps be advocates of the dealership by sharing which car they love the most or by sharing their story of how they became a part of the Dealership.
Tap into loyal customers and ask for reviews on their vehicles or to have them share their customer service experience on camera.
Showcase your inventory by telling a story about the car, more like what the car can do FOR you than how much it will cost or quickly going over its specs. Instead, share how to use the Ford Sync or why your form of the mini-van is great for families, walk them through it as a friend, not a salesperson.
In the following video you can learn more on how your Dealership can use YouTube with three easy steps in 3 minutes.
BY Erin Ryan
TK Carsites
Source: DrivingSales.com
Wow, talk about information overload. I have been to several workshops and seminars over the years but the Automotive Internet Sales 20 Group that just concluded in Chicago IL was by far one of the most informative that I have attended. In addition to myself, our dealer group sent two General Sales Managers and a General Manager. On day one we had a goal to get at least five actionable ideas that we could implement, we left with over 20.
Sean Bradley and the entire Dealer Synergy team put together not only an awesome event, but created a new benchmark. Not only did we attend a fantastic workshop, we are now members of a group of like minded dealerships where we can exchange ideas, compare and measure performance.
Not sure when the next Internet Sales 20 Group will be but you really need to get your dealership involved. This is not just a workshop or seminar it is a real 20 group and your dealership will benefit big time.
Today the internet is playing a bigger role than ever before in marketing cars. Research and statistics have proven that internet shopping has become more popular than flipping through pages of a catalog or a news paper. There are a variety of websites out there, such as www.cars.com, www.vehix.com, and www.carsdirect.com, whose purpose is to attract people who are shopping for vehicles. With the purpose of distributing the leads to dealerships, each dealership also has its own website to provide information about the dealerships vehicle inventory, employees, reputation, etc. What separates your website from your competitors? Is it your websites inventory? Is it your company’s reputation?
The bottom line is this...Internet Leads are here to stay regardless how your website looks or how easy it is for the customer to find what they are looking for. The challenges of building rapport with an internet lead are much more difficult compared to that phone call lead. Your company’s website has to be one step ahead of your competitors. Lead follow up must be ten times faster than your competitors. Your internet department must be tight, well organized, have a process that is proven to work and more important, your internet department must be properly managed.
Call me at 866.314.2553 EXT24 for a free consaultation on just how to do these things. Done correctly, you will sell more cars, more profitably, more often.
