FIRST OR FIFTH? WHAT’S YOUR FQR?
If you ain’t first you’re last. I never would have thought that any valuable internet sales training information would result from a Will Ferrell movie, but here we are. Reese Bobby got it right when he mused that being FIRST is all that matters. Especially when we’re trying to convince skeptical car shoppers to part …
Common BDC Questions from the Community
The prospect of the automotive business development center is appealing, with the promise of an appointment generation machine that will supercharge your sales floor. That said, building and sustaining a successful BDC is a difficult process for every car dealership. The processes that need to be implemented and the staff that need to be hired …
Stop Trying to Netflix and Chill Your Customers
Maybe I’m not the ideal person to make this analogy. After all, I haven’t been single for almost 20 years. That was before smartphones. Before Google. Before social media. Wifi barely existed. There was no Kindle, we actually read paper books. And Netflix wasn’t even an idea. Regardless, the phrase “Netflix and chill” has become parlance for …
It’s the Boring Stuff that Sells Cars
It’s the Boring Stuff that Sells Cars As you and your team review your sales plans for 2019, it’s important to remember that the dealers growing market share use the same websites, tools and marketing sources you use. Just like you, they’ve yet to discover a magic bean or digital secret that can sell vehicles …
How Customer Reviews Enrich Attribution Insights
Many automotive dealerships listen solely to CRM data and whatever they can learn from Google Analytics to understand and attribute the factors that influence a customer’s purchase decision. Both tools provide a limited perspective. And CRM data is vulnerable to error (e.g., a salesperson inputs data incorrectly or incompletely). To get a more complete picture …
Future of CRM
You know the biggest players: eLead, VinSolutions, DealerSocket, and Reynolds Contact Manager, but do you know when they were originally coded? I believe the newest one of that pack came to market in 2003. Do you remember 2003? I think we, as an industry, were finally beginning to accept that the Internet was not going …
Assumptive Selling
Assumptive Selling Certainly, you’ve heard the saying: When you assume, you make an ass out of ‘u’ and ‘me.’ Cute, even funny… but not at all applicable in sales. Not today. The typical car buyer today has already gathered all the information before they ever step foot on your lot or pick up a phone …
How to Nurture High Funnel Leads Without Gutting Your BDC
Forward-thinking dealerships can prioritize the low-funnel buyer while building a lead nurture infrastructure to engage potential buyers still high up the funnel. A balanced approach to these two types of customers will lead to the best results. Many dealerships, and for good reason, have tunnel vision when it comes to leads. They seek a particular …
Mystery Shops: What You Don’t Know Could Be Dangerous!
I’ve often heard top process people say something like “The first step to process improvement is understanding what needs to be improved.” Knowing, they say, is half the battle. We mystery shop hundreds of dealers each year and like to think we learn something new with each shop. Certainly, the shop reports can be eye-opening …
