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http://www.internetsales20group.com
Make Money Mondays With Sean V. Bradley - "Voicemails" Are IMPERATIVE For Phone Sales Success

Automotive "Internet Sales" is predominantly a PHONE SALE. Thats right almost every single Internet lead / prospect escalates to a phone sale. Very few Internet leads stay sole "internet" or "email".

And everyone knows that the HARDEST part of Internet Sales or BDC success is simply getting the prospect on the phone. The majority of what Internet or Business Development departments do is phone call and leave voice mail messages. So, if that is the case, then dealers need to really get great at leaving voice mails. 

Please let me know if you have any questions. If you would like more awesome information, please go to www.automotivedigitaltraining.com 

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http://www.internetsales20group.com
Tammie LeBleu, Speaking At Jim Ziegler's Internet Battle Plan In Las Vegas (Was The #2 Nissan Sales Consultant In The United States)

Tammie LeBleu

Internet Director | Sales Manager -
Orr Nissan Bossier City, Louisiana

Tammie is that super-performer every dealership wishes they had. A personal friend and student of Jim Ziegler, the Alpha Dawg.

Tammie takes relationship sales and marketing seriously using Ziegler’s formulas mixed with her own personal dynamics. We are very proud to have her on our stage. In this very Special featured Session Tammie will share her secrets that put her among the highest paid car sales professionals in the country.

Tammie will be presenting:

Everything I Do Online That Made Me the NUMBER TWO Nissan Sales Person in the Nation 

http://bossiercitynissan.orrnissan.com/

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http://www.internetsales20group.com

Make Money Mondays With Sean V. Bradley - "The 3 Minute Book"

Sean V. Bradley invented a system for time management, projections, forecasting and accountability for the Internet Sales Coordinators / BDC reps that can also be utilized for Sales Consultants... And it ONLY takes 3 minutes a day. Its called the "3 Minute Book". 

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 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 

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Quote of the Day

At Dealer Synergy, we stress the importance of learning the customer's expectations and then surpassing them. Sometimes our own personal expectations get a little lost in the shuffle. That is the focus of the 3 Minute book. Set your expectations for yourself. Make some of them wild and extravagant. You may be surprised how much you will accomplish when you start picturing yourself with that kind of success. It can happen. It can happen to you. Have enough faith in yourself to know that you, and your success, are worth the work it takes to achieve it. The only real limits to your success are the limits to your own imagination and determination.

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Quote of the Day

Mentoring is a wonderful thing that is often overlooked. When you decide to mentor and inspire someone, it affirms that you are on the right path. If you obtain all of the success that you could have imagined and give nothing back, the success and wealth fade away after you die. But if you take the time to help someone else, your legacy will live on. Making a positive impact in someone's life is the biggest achievement one could ever hope for. We teach things to our children so they can keep our traditions alive. Teaching someone your wisdom and knowledge in business or life will help instill those things into our future leaders.

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Quote of the Day

Failure is a state of mind. It has been said that  failure is not falling down but refusing to get up. Thomas Edison tried 10,000 times before he was successful in creating the light bulb. He said, "I have not failed. I've just found 10,000 ways that won't work." Each time we believe we have failed at something, it is simply another step to the process. Henry Ford said, "Failure is only the opportunity to begin again, only this time more wisely." Unfortunately, most people see opportunities as work. This causes them to not try. If you get frustrated and filled with self-doubt, think how different our lives would be if the inventors of the past had let previous failures stop them. 

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Quote of the Day

Too often people are held back because of their fear. For some, it is a fear of failure. For others, it is fear of the unknown. Everyone struggles with different fears in all aspects of their lives. Don't let fear control the direction of your life. If you are an Internet Coordinator who is afraid of saying the wrong thing to set an appointment, you probably aren't setting as many appointments as you could. Embrace the tools you have been given. Learn your scripts and learn from the trainers & successful coordinators at your disposal. We have all been there in one way or another. 

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How To Be Successful - Follow The Recipe

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.

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Quote of the Day

Setting correct goals is key to achieving success. It is good to set small, short term goals. This allows you to feel a sense of accomplishment when you reach them. It is even more pivotal to set larger, long term goals. This gives our lives direction. It gives purpose. Without setting the proper goals, the tasks and challenges we face on a daily basis seem meaningless.

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Does Personal Appearance Affect Sales?

In the city I live in, there is a run down, nasty looking house taking up some prime commercial real-estate that I'm pretty sure every Realtor in town has taken a crack at trying to sell. Seriously! Every couple of months there is a new sign out front from some poor real-estate professional who gives the property a try. I may be mistaken, but I'm pretty sure this property has been on the market for quite a few years. 

Last night, my wife and I were driving past the house and I couldn't help but think that it was the appearance of the property that was causing the lack of interest. Think about it, even though the for sale sign mentions the great "Commercial Property" potential, there has been no movement on it whatsoever.

The solution I came up with is simple. Tear the sucker down. Pull out the grass and weeds and promote the empty dirt lot. Right now, the house is causing a major distraction in the minds of potential buyers because they can't see their business operating in such a disgusting place. Tear the building down and clean up the property and I think you'd be surprised at how fast this thing will sell. 

So How Does This Relate To Automotive Sales?

It actually relates well to any form of sales, but since this is an automotive and RV community, let's talk vehicle sales. You see, there are a couple of fundamentals about appearance that every sales person looking to improve their game should be mindful of. Let's take a few minutes to break a couple of them down. 

Dress For Success

I'm sure you've heard this one before right? According to an article on usatoday.com; Gladys Edmunds shares an experience she had at a major mortgage firm where everyone from the receptionist to the executives had too casual of an appearance. 

If you're interested in boosting your sales, take some time to consider whether or not your appearance at work is too casual and what effect it has on your demeanor. I'm not suggesting that you need to wear an expensive three piece suit to work (unless that's you're thing), but what I will say is that dressing for success has a positive impact on how you conduct yourself and how others deal with you. I'd encourage you to test it out and see if you notice any positive impact on sales and personal productivity. 

We talk about this all the time. Vehicles are often the second largest investment that people will make in their life, so think about what kind of experience you are offering if your appearance is too casual. What kind of experience and professional would you want to deal with if you were expected to fork out thousands of your hard earned dollars?

Eliminate Distractions

The whole idea here is to eliminate anything and everything that will shift the focus of your customer away from the vehicle. I'm not going to waste any time beating around the bush, so I will just come out and say it. Do you stink? Let's face it, we've all been in a situation where we've had to talk to someone that smells foul. It's pretty awful isn't it? 

I was in a dealership not too long ago and had a conversation with one of the sales consultants who was A.) Wearing a Hawaiian T-shirt and B.) Had the worst body odor I've come across in a long time. Oh, where's your compassion Mike?!? This article is my compassion. If you or anyone you know has an issue with smelling like a dumpster fire, you pass along this article for them to read.

Think about it though, how can your customer possibly stay focuses on your presentation if throughout the entire visit, they are trying to discreetly hold their noses, hold their breath or fan the air around their face? They're distracted and don't want to be around you anymore.

On the flip side, and in defense of smelly people everywhere; this can also be said of sales people who take a shower in cologne or perfume.

Think about the house again for a second. The reason I'm sure that property hasn't sold is because nobody can envision what their building will look like there because every time they do, they see this nasty looking house that get's in their way. 

I think you get where I'm going with this - let's just say if you create distractions for your customers, they aren't able to fully focus on what you are presenting.

Conclusion

Your appearance definitely has an impact on your sales. Of course there are a variety of other things that may impact sales performance, but how you present yourself is the easiest to change because you can do it as early as your next shift. Give it a try and see what happens.

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Question: Have you had an experience where appearance (either yours or someone else's) has impacted you positively or negatively? Share your experience in the comments below!

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