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Prospecting Advice from a 30-Car Guy
Sean V. BradleyCEO , Dealer Synergy
March 22, 2012
Prospecting Advice from a 30-Car Guy
Sean V. BradleyCEO , Dealer Synergy
March 22, 2012
Dealer Synergy is the leading Automotive Internet Sales and BDC Training and Consulting Firm in the US. With unprecedented national recognition and awards too numerous to mention, it’s also no surprise that Dealer Synergy is consistently voted #1 in our field by America’s top dealers. We have more nationally recognized dealership success stories for automotive internet sales and BDCs than any other in the country. Utilizing our exclusive training, proven sales principles and comprehensive monthly support, our clients have generated profits well over $100 million over the years.
www.DealerSynergy.com
Sean V. BradleyCEO & FounderDealer Synergy, Inc.
seanb@dealersynergy.com888.3.SYNERGY
PRESENTER
• If you have questions during the presentation, please submit them using the “Questions” feature
• Questions will be answered at the end of the webinar
QUESTIONS
Prospecting Advice from a 30-Car Guy
Sean V. BradleyCEO , Dealer Synergy
March 22, 2012
Article from Feb 2012 Issue of
AutoSuccess Magazine
can also be found on
Automotive Internet
Sales.com
• Statistics you should know• 8 Different Ways to Sell a Car• You gotta have a PLAN• The Zero Moment of Truth • The value and power of Social Media, Online
Reputation and Video.• Bringing those prospects to you
Overview
What’s the one way to make sure you sell 30+
cars a month?
TREAT IT LIKE IT’S YOUR OWN BUSINESS!
8 Different Ways to Sell a Car
1. Be-Backs2. Walk-ins3. Phone-ups4. Internet-ups5. Service Customers6. Previous Customers7. Referrals8. Prospecting
How many are you taking advantage of?
Example Sales Plan for 30 Cars a MonthNeed to sell this many cars within
the month.
Need to get this many people into
the Dealership
Need to talk to this many people to
reach goal.
Closing Ratio (with prospect in
dealership)
Be-Backs 2 4 8 50%
Walk-ins 8 40 40 20%
Phone-ups 4 8 16 50%
Internet-ups 4 8 32 50%
Service Customers 2 20 20 10%
Previous Customers 2 3.1 16 65%
Referrals 3 6 12 50%
Prospecting 5 10 35 50%
Per Month 30 99.1 179 30%Per Week 7.0 23.0 41.6Per Day 1.4 4.6 8.3
• Over 92% of Car Buyers go online first
• Average buying cycle is 45-90 days
• Car Buyers spend over 6 hours online
• Checks out 5-8 dealerships/websites
• Social Media is the #1 form of communication
• Video will account for 90% of internet traffic by 2013
• 50% of the 3 Billion daily Google searches have video
Statistics you should know
What will Proactive Prospecting do for you?
It allows you to capture the consumer at their Point of Interest instead of waiting until the Point of Sale.
Zero Moment Of Automotive Truth
Social Media Statistics
• 84% of US vehicle shoppers use Facebook.
• Of those who used Facebook while shopping, 41% said they saw a post that caused them to add a brand or model to their consideration
• Similarly, 28% said they saw a posting that caused them to add a dealership to their consideration.
These infographics contained herein were all from Dealer.com’s recent
Social Media study:
The Power of Social Media
http://www.youtube.com/watch?feature=player_embedded&v=zqBpcqaUhuE
What you need to be Social Media Relevant
• Facebook Page• You Tube Channel• Flickr Account• Review Blog• Linked In• Twitter• Google +• Pinterest• Great Smart Phone• Website
Google Places results during a search for Chicago Dealerships
The Power of Video Reviews
Bottom Line:
Just like Monopoly, taking up as many spaces as you can on Google will help you win the game.
How do you do this?Create Great Video Content
1. Testimonial Videos• New Cars• Used Cars• Service• Female Shoppers• Repeat Customers• First Time Buyers• Credit Challenged Buyers• Military/Law Enforcement• Out of State Buyers
2. Unique Value Packaged Videos3. How-to Videos4. Competition Annihilation Videos
Optimize the Video ContentDeploy the Video Content (www.Google.com)
ReviewsYou must harvest and cultivate positive reviews.
• Go into your old tickler file• Go into current CRM/ILM• Look for past and current clients• Direct Mail• Email Blast• Phone calls• Social Media• Ask them directly• Incentivize them• Get written permission to re-use the
reviews• Repost them everywhere• Create a personal review blog
Review Sites Matter•City Search•Car Dealer Check•Edmunds •Insider pages •Merchant Circle•Google Places•Yahoo!•Yellow Pages•Local.com•Judy's book•Patch.com •Cars.com•Superpages
•Yelp
Be like this guy…
Google “Your Hyundai Guy”
Check out www.RobertWiesman.com
Sean V. BradleyCEO / FounderDealer Synergy, Inc.
seanb@dealersynergy.com888.3.SYNERGY
A link to the recorded webinar will be emailed to you within 24 hours and will also be posted on AutomotiveInternetSales.com.
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