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INCREASED AUTO SALES
INCREASED AUTO SALES: THE THREE "R"s OF AUTO SALES
"Pictures can be stored on-line, framed,
used for follow-up and referral programs"
Organized Data Base with an excellent reminder system.
Sales people are already busy creating new business. Producing more work for them
can be counter productive. A better approach is to use systems that organize their
work while making them more productive. Don't add time to the work load, add an
easy to use system that helps organize their day planner chores.
Get pictures of your customers.
Getting pictures of your customers helps follow-up by helping sales people remember
their customers. These pictures should be organized in a way that helps produce better
follow-up while providing the customer a picture of their new customers.
Recent article about car dealers: Dealers are Clueless about "What to Do" in a
ever increasingly competitive market. Cars are lasting longer, more dealers are
opening daily it seems, and customer demands are constantly growing.
After years of research in this field of study here are some conclusions. Most
Sales Managers believe it is in better closing techniques, more follow-up, and
an ever increasing work load for their sales people. Here is some real information.
1) Better Follow-up may be as easy as teaching sales people some easy code
words to enter in their day planners i.e. memory association notes.
i.e. college student in red truck with Chicago Cubs cap. How effective is this,
imagine never forgetting what a customer looks like.
2) Use an easy to use rotating file manager for follow-up. Create a guest tracking
number that can be used to move the customer through the follow-up process. This
is so easy that anyone working for Fed Ex can reveal how easy it is to use this
numbering system to track a package anywhere in the process. Dealerships can use the same process so their sales people can refer the tracking number back to the
original notes. This process stops duplication and keeps the customers in front
of the sales people.
3) Ask for referrals. Every direct sales company in the world asks for referrals.
Most car sales people don't, why is that? The answer is simple, most car sales
people do not think past tomorrow. They just don't think in the long term. There
is an answer to this problem. With the use of referral cards customers can be
brought into the sales process and their friends can be placed on a "Customer
Referral List." Increasing referrals should be carefully looked at in this market.
4) Repeat business is essential. How frustrating is it when a customer stops on
another lot weeks before their lease is do just to get some ideas. The new
dealer is then smart enough to offer to make a early pay-off and you just lost
the sale. One way to stop your best customers from wandering is to keep them
in an automated file system. With an automated file system every customer
stays in the system without regards to the original sales person.
5) Stop turnover. In any business turn over is a killer. Dealerships should try
to stop turnover at all costs for several reasons. The longer a sales person stays
with your organization the more they know about the product. Losing effective
sales people can lose the dealer repeat customers. However even without
the original sales person the data base of that sales person should stay in tact.
6) Reference your customers quickly. With computers it is amazing that car
dealers haven't kept pace with other industries as to tracking customers.
There are easy to data base systems that group together customers effectively.
Group lists are essential for target campaigns. Dealers need to learn more
about the services available. 75% of all car sales start with internet searches.
Why buy leads when it is so easy to create internet sites for that purpose?
The more web sites you maintain the more chances to capture those leads.
Owing domain names that draw traffic and are easy to remember is the defining
edge in tomorrow's market.
7) Send personalized greeting cards or thank-you cards. The technology is
not available to send your customers personalized cards and thus increasing
your customer loyalty. This cannot be accomplished with cheap generic cards.
Product Line Includes:
Customer Referral Cards
Rotating File Cards
Day Planners
On-line Data Base
Preferred Mailing Lists
Thank-you Cards
Directory Listings
Domain Sales
Lead Referral Sites
THE SECRETS OF REPEAT, REFERRAL, AND REFERENCE SALES
"Pictures can be stored on-line, framed,
used for follow-up and referral programs"
Organized Data Base with an excellent reminder system.
Sales people are already busy creating new business. Producing more work for them
can be counter productive. A better approach is to use systems that organize their
work while making them more productive. Don't add time to the work load, add an
easy to use system that helps organize their day planner chores.
Get pictures of your customers.
Getting pictures of your customers helps follow-up by helping sales people remember
their customers. These pictures should be organized in a way that helps produce better
follow-up while providing the customer a picture of their new customers.
THE SEVEN SECRETS OF REPEAT AND REFERRAL BUSINESS
Recent article about car dealers: Dealers are Clueless about "What to Do" in a
ever increasingly competitive market. Cars are lasting longer, more dealers are
opening daily it seems, and customer demands are constantly growing.
After years of research in this field of study here are some conclusions. Most
Sales Managers believe it is in better closing techniques, more follow-up, and
an ever increasing work load for their sales people. Here is some real information.
1) Better Follow-up may be as easy as teaching sales people some easy code
words to enter in their day planners i.e. memory association notes.
i.e. college student in red truck with Chicago Cubs cap. How effective is this,
imagine never forgetting what a customer looks like.
2) Use an easy to use rotating file manager for follow-up. Create a guest tracking
number that can be used to move the customer through the follow-up process. This
is so easy that anyone working for Fed Ex can reveal how easy it is to use this
numbering system to track a package anywhere in the process. Dealerships can use the same process so their sales people can refer the tracking number back to the
original notes. This process stops duplication and keeps the customers in front
of the sales people.
3) Ask for referrals. Every direct sales company in the world asks for referrals.
Most car sales people don't, why is that? The answer is simple, most car sales
people do not think past tomorrow. They just don't think in the long term. There
is an answer to this problem. With the use of referral cards customers can be
brought into the sales process and their friends can be placed on a "Customer
Referral List." Increasing referrals should be carefully looked at in this market.
4) Repeat business is essential. How frustrating is it when a customer stops on
another lot weeks before their lease is do just to get some ideas. The new
dealer is then smart enough to offer to make a early pay-off and you just lost
the sale. One way to stop your best customers from wandering is to keep them
in an automated file system. With an automated file system every customer
stays in the system without regards to the original sales person.
5) Stop turnover. In any business turn over is a killer. Dealerships should try
to stop turnover at all costs for several reasons. The longer a sales person stays
with your organization the more they know about the product. Losing effective
sales people can lose the dealer repeat customers. However even without
the original sales person the data base of that sales person should stay in tact.
6) Reference your customers quickly. With computers it is amazing that car
dealers haven't kept pace with other industries as to tracking customers.
There are easy to data base systems that group together customers effectively.
Group lists are essential for target campaigns. Dealers need to learn more
about the services available. 75% of all car sales start with internet searches.
Why buy leads when it is so easy to create internet sites for that purpose?
The more web sites you maintain the more chances to capture those leads.
Owing domain names that draw traffic and are easy to remember is the defining
edge in tomorrow's market.
7) Send personalized greeting cards or thank-you cards. The technology is
not available to send your customers personalized cards and thus increasing
your customer loyalty. This cannot be accomplished with cheap generic cards.
WE ARE YOUR INTERNET CONNECTION
Product Line Includes:
Customer Referral Cards
Rotating File Cards
Day Planners
On-line Data Base
Preferred Mailing Lists
Thank-you Cards
Directory Listings
Domain Sales
Lead Referral Sites
