There is a significant difference between calling someone “hot” in the real world, versus someone who is “hot” in the CRM. There is no time a customer is hotter than the moment they walk onto your showroom, or submit a lead, or call your store. That is considered a hot prospect, and those are necessary… Read more »
“He that is good for making excuses is seldom good for anything else.”— Benjamin Franklin (1706-1790), Statesman, Inventor, and Monetary Star When Joe and I did our Creation vs. Evolution presentation at the 13th Digital Dealer Conference, all the way back in 2010, I drove the point home that even the best technology in the… Read more »
Hey Joe,I heard you on a webinar about how to set appointments and have been using the techniques, but had a question about the trade appraisal appointment. We currently invite people in for a “professional appraisal”, but you said you don’t like that phrase. What was the word track you recommended using again instead? Thanks!GenaInternet… Read more »
You do not need to light a fire under the customer in the first email. You simply need to give them reasons over time to see you. It is a process.
Everything you email to a customer is being judged. They are looking for any reason possible to exclude you from their search.
No relationship is perfect. To grow your business, you may need to break ties with the vendors you have been tied to and see what better fit is out there.
Technology is not just changing customers’ buying processes, but making companies reconsider the attributes they look for in a quality employee.
While online initiatives remain the way to go in today’s marketplace, realize they do not all cure what ails you.
Internet sales professionals must be more familiar with the automotive resource sites than the customers utilizing them.
As soon as a consumer thinks that are going above and beyond for them, that’s when you’ve built a relationship.
Your showroom should be your second website. Your entire dealership should double as a digital extension of your internet marketing efforts.
Don’t go “Back to the Basics”, but instead push forward. Do you know where going back to square one takes you? The unemployment line.
Promoting your glut of vehicles online reminds the customer how desperate we are to move cars.
No consumers look up to sales clerks. People want to interact with their equals.
Far too many ideas seem like good ideas after a frozen margarita with a Coors Light chaser.
Be thankful that everyone eventually needs a car.
Think beyond the sale and create a customer-centric experience based in fact, truth, and value.
Stop worrying about what is important to you and start realizing what is important to your audience.
The challenge of saving deals isn’t the inability to commoditize those deals into a software, but instead changing the mindset of management.
Because we are all self-conscious creatures with a need to know what others think of us.
You are in a marriage with social media and these sites are moody, cantankerous, fickle, and capricious entities that need constant attention.
Hell hath no fury like a website scorned.
Every day, your company puts on a show for the consumer. The customers are your audience and you are the director.
There is very little value to me in an email that appears to be nothing more than a templated advertisement.
While time is of the essence, the quality of response far outweighs the speed of the response.
All experts were once where you are today.
Metrics cannot always measure the happiness of a customer.
Analysis paralysis can cause blindness to what is truly important: Your customers.