David Kain Fenabrave live presentation 8.16.12
-
Upload
kainautomotive -
Category
Automotive
-
view
446 -
download
0
description
Transcript of David Kain Fenabrave live presentation 8.16.12
![Page 1: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/1.jpg)
"Internet Sales Success”
5 Steps every Dealer Must Do!
Contact Informa,on: David Kain David@KainAutomo,ve.com 859-‐533-‐2626 cell/text
Presented by
David Kain President, KainAutomo,ve.com
August 2012
![Page 2: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/2.jpg)
Creden,als David Kain • Owner of Kain Automo,ve, Inc., Automo,ve Sales Training
specializing in Internet Sales and Automo,ve Business Development Centers
• Dealer's Choice Award winner as the #1 Rated Internet Training Company 2008, 2009, 2010, 2011 & 2012 in Auto Dealer Monthly
• Co-‐Founder and COO of FordDirect.com • 18 years automo,ve retail experience; Dealer partner in Jack
Kain Ford – 12 years Dealer Principal
• Served on 2000 Ford Na,onal Dealer Council • BBA in Marke,ng and Management from Eastern Kentucky
University
2 2
![Page 3: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/3.jpg)
3
Create an Excep8onal Customer Experience Online and Offline
Step 1
![Page 4: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/4.jpg)
Car buyers love the Internet 4
![Page 5: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/5.jpg)
The easier you make it…
5
the more cars you will Sell
![Page 6: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/6.jpg)
Online Shoppers want…
6
Price
Trade Value
Payments
Availability
Safety
MPG
…and more
![Page 7: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/7.jpg)
7
Help them and they will BUY!
![Page 8: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/8.jpg)
Helping Internet Shoppers
ü Respond quickly ü Build rapport ü Answer their ques,ons ü Provide valuable informa,on ü Describe your in-‐dealership process ü Invite them in for a test drive ü Make the visit a great experience
8
![Page 9: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/9.jpg)
A great Process is the Best “Why Buy”
9
![Page 10: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/10.jpg)
10
Create a great experience
then… Adver8se it!
![Page 11: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/11.jpg)
11
![Page 12: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/12.jpg)
12
Happy Buyers are
Loyal Buyers
![Page 13: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/13.jpg)
13
A Proven Lead Handling Process
Step 2
![Page 14: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/14.jpg)
How do you manage...
One at a .me with genuine interest
50 prospects? 100 prospects? 500 prospects?
14 14
![Page 15: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/15.jpg)
Create a Smart Follow-‐up Process
15
![Page 16: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/16.jpg)
New Lead Received
3 Day PERSONAL PUSH Day 1
Auto Response Email
Review the Lead
1st Personal Call
2nd Personal Call
Personal Email
Personal Call
Day 2
Quick Hello Email
Day 3
Manager Call
Manager Email
16
The 3 Day Personal Push helps you
CONNECT, APPOINT & SELL
Handwri[en Note / Text
Personal Email
![Page 17: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/17.jpg)
TWO WEEK PRESS Day 5
Quick Hello Email
Day 8
Personal Call
Survey Email
The TWO WEEK PRESS is designed to keep the customer engaged mid-‐term
Day 11
New Info Email
Day 14
Personal Call
Orienta8on Email
17
![Page 18: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/18.jpg)
NURTURE MARKETING
Day 21
Marke8ng Email
Day 28
Personal Call
Marke8ng Email
Day 35
New Info Email
Day 42
Personal Call
Orienta8on Email
Specials or General Marke8ng Email
Monthly Marke8ng Messages Un:l they Buy or Unsubscribe
2 x Month 1 x Month
Professional eNewsle[er
18
![Page 19: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/19.jpg)
KainAutomo,ve Study FOLLOW-‐UP TIMELINE
1 to 10 days 4% >10 days 60 days 8% >60 days to 90 days 16%
>90 days to 120 days 20% >120 days to 2 years 16%
Un8l they buy or unsubscribe 36%
![Page 20: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/20.jpg)
20
The Right Structure for Growth
Step 3
![Page 21: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/21.jpg)
There is no Right Structure or Wrong Structure
Any will work
21 21
![Page 22: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/22.jpg)
Your Sales Team?
OR
22
![Page 23: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/23.jpg)
Structural Evolu8on
23
Internet Salesperson
Internet Sales Team
Client Care Center / BDC
Internet Dealership
23
![Page 24: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/24.jpg)
KainAutomo,ve Study STRUCTURE
Internet Salesperson 13% Internet Sales Team 20% Business Development Center 30%
Hybrid – Internet Team & BDC 20% Internet Dealership 16%
![Page 25: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/25.jpg)
25
Key Quali8es …of successful Internet Salespeople
25
Great salesperson Adapts easily to technology Great communicator Great typing/tex,ng skills Strong product knowledge Quality presenter on video
![Page 26: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/26.jpg)
KainAutomo,ve Study EXPERIENCE LEVEL
6 months or less 0% >6 months and 1 year 6.7% >1 year to 2 years 13.3% >2 years to 5 years 20% >5 years to 10 years 36.7% More than 10 years 23.3%
![Page 27: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/27.jpg)
“I supervise the Floor, the Phone and the INTERNET – with equal awareness
and energy”
27
“My role as a manager has changed…”
![Page 28: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/28.jpg)
28
Tac8cs that Sell the “Visit” & Sell the “Car”
Step 4
![Page 29: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/29.jpg)
EXCELLENCE IN EVERY COMMUNICATION
29
![Page 30: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/30.jpg)
30
Sell the REPLY ask a ques:on Sell the CALL save them ,me Sell the VISIT inspire a drive Sell the CAR make it special
![Page 31: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/31.jpg)
31
Sell the REPLY – ask a ques:on By Voicemail
By Email
By Text
“I have the informa:on you asked about and wanted to ask you a ques:on or two to make sure I provide you the best value.”
I am glad you like the Subaru. What kind of vehicle do you drive now?
I received your request for informa,on wanted to see if you’d like me to text you a video?
![Page 32: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/32.jpg)
32
Sell the CALL – Save them :me By Voicemail
By Email
By Text
“I just checked our inventory and a vehicle just like you asked about is available. Would a phone call be good for you for a quick discussion?”
A quick phone call will help you learn everything about the vehicle and we can make sure it’s the right one. Will that work for you?
If it’s easier I’d be glad to give you a quick call to go over the specs and make sure we have the right vehicle for you. Sound ok?
![Page 33: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/33.jpg)
33
Sell the VISIT – inspire a drive
“We have a Special Internet Process The vehicle will be ready when you arrive We will show you the features and let you take a drive Provide you our Special Internet Price/Trade/Payments If you like it you can buy it or just think about it
On a Live Call
![Page 34: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/34.jpg)
34
Sell the CAR – make it special
![Page 35: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/35.jpg)
Talk Pretty
My Pleasure
Certainly I would be happy to
I apologize
Right Away
I understand
I am glad you called
Please allow me…
Thank You
35 35
![Page 36: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/36.jpg)
Video is really easy
Let’s make one real quick 36
![Page 37: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/37.jpg)
37
![Page 38: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/38.jpg)
38
Digital Marke8ng Tac8cs for the Best Quality Leads
Step 5
![Page 39: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/39.jpg)
More People Shop Your Dealership
Online than they do
Offline 39
![Page 40: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/40.jpg)
40
A COMPELLING WEBSITE
40
![Page 41: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/41.jpg)
EASY Naviga,on
41
![Page 42: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/42.jpg)
EASY Naviga,on
42
![Page 43: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/43.jpg)
Is it easier to Google or Yahoo?
43
![Page 44: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/44.jpg)
Is it easier to Google or Yahoo?
44
![Page 45: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/45.jpg)
45
![Page 46: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/46.jpg)
46
BEAUTIFUL LISTINGS
46
![Page 47: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/47.jpg)
47
![Page 48: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/48.jpg)
48
![Page 49: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/49.jpg)
3 Keys to Vehicle Listings
Quality Photos Motivating Descriptions On the Market Pricing
49 49
![Page 50: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/50.jpg)
Live Chat & Trade Value
50
![Page 51: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/51.jpg)
Popup Coupons
51
![Page 52: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/52.jpg)
Compelling Offers
52
![Page 53: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/53.jpg)
Mobile Sites and Apps
53 53
![Page 54: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/54.jpg)
Search Engines
54 54
![Page 55: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/55.jpg)
Social Media
55
![Page 56: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/56.jpg)
100% of your OPPORTUNITIES
will come from your MARKETING
![Page 57: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/57.jpg)
100% of your RESULTS
will come from your PROCESS
![Page 58: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/58.jpg)
perguntas e respostas
![Page 59: David Kain Fenabrave live presentation 8.16.12](https://reader033.fdocuments.in/reader033/viewer/2022051012/54582883af7959bf2b8b465f/html5/thumbnails/59.jpg)
David Kain
Muito Obrigado!
David@KainAutomo,ve.com or 859-‐533-‐2626 cell/text