Jerry thibeau internet sales follow up dallas
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Transcript of Jerry thibeau internet sales follow up dallas
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The Great Internet Sales Assessment
With Jerry Thibeau
Next Exit
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Mystery Shop Results
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Mystery Shop Results
Dealership Phone Results Email Results Auto Respond
Texas Motors Ford
19 Minutes 9 Minutes 1 Min
Classic of Denton
1154 minutes 7 minutes N/A
Mac Haik Ford
1312 Minutes 16 Minutes N/A
Patterson Auto Group
65 Minutes 65 Minutes 2 Minutes
Glenn Auto Mall
49 Minutes None 52 Minutes
Averages 8.6 Hours 27 minutes 18 Minutes
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Why Salespeople Fail With
Phone, Internet & Chat?
In Person
• Words
• Tones
• Gestures
• Posture
• Facial Expressions
On The Phone
• Words
• Tones
Internet & Chat
• Words
Behavioral Cues
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Why Do Dealerships Fail With
Phone, Internet & Chat?
• No Set Process • Wrong People • Poor Management • Failure to Execute • No Training • Fail to Measure Results • Fail to Hold People Accountable • Do Not Have the Right Tools
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Process Map
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Where does the lead arrive?
How is the lead distributed?
What do you say and how?
When do you follow up?
Internet Process
Follow-up
Lead Arrives
Distribution
Response
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Where does the lead arrive?
Internet Process
Lead Arrives
• CRM • ILM • E-Mail • Smart Phone
• Notification
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How is the lead distributed?
Internet Process
Distribution
• First Come, First Serve • Certified Internet Consultant • Round Robin • BDC Rep • Manager Distributed • Rotation System
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What do you say and how?
Internet Process
Response
• Auto Responder • On Hours • Off Hours
• Call or E-Mail First • E-Mails
• Templates • Personalized
•Videos
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With a phone number
Internet Call
Pick up the phone and call! Voice Mail Get them live
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Internet Voice Mail
Call 1
Hi Bob! This is Jerry Thibeau from ABC motors, I’ve got some really great news for you. Please call me at your earliest convenience. I can be reached at 585-749-2015. If I don’t hear from you this morning, I’ll try you again later today.
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Internet Voice Mail
Call 2
Try from your cell phone and do not leave a message.
Call 3
Try from your cell phone and do not leave a message.
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Internet Voice Mail
Call 4
Hi Bob! This is Jerry Thibeau from ABC motors, I’ve got some really great news for you. Please call me at your earliest convenience. I can be reached at (your number). If I don’t hear from you this morning, I’ll try you again later today.
Repeat this process until contact is made!
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Internet Phone Call
Step 1: Be Prepared Step 2: Confirmation Step 3: Authorization Step 4: Introduction Step 5: Reason for Calling Step 6: Talk About the Opportunity Step 7: Advantages of Buying Now Step 8: Sell The Appointment Step 9: Drive to Closure Step 10: Plan for the Future
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Internet Emails
No Phone Number Appointment No Appointment/More Info No contact
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How Long do you follow up?
Internet Process
Follow-up
• 90 - 120 Days • Until they die • E-Mails • Phone Calls
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Other Tips
Internet Process
Use Snagit to create personalized videos Make walk around videos Every salesperson should have an about me video Use facebook as a social CRM tool Use tracking numbers in templates Use Gmail to forward e-mails when suspecting spam issues Make management confirmation calls on scheduled appointments. Use links to positive review sites
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Examples:
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Questions? More Information?
Jerry Thibeau
CEO
Phone Ninjas
585-749-2015
www.phoneninjas.com