I’ve watched enough movies to know soldiers aren’t trained on the battlefield. They’re provided education, exercises, instruction, and tested by leaders before moved to the front lines. When there is no battle to fight, soldiers practice their craft in hopes of staying sharp and getting better. If your dealership is quieter than normal, now is… Read more »
Thirteen years ago, I embarked on a new career adventure. I accepted a work from home position, involving “some travel.” At the time, I was commuting 100 miles per day, and routinely working 50-60 hour weeks. With a baby on the way, this seemed like a blessing from heaven. I mean how hard could it… Read more »
Customer journey data is worthless… IF you don’t use it. I had you upset there for a minute, I hope. Many companies are now able to track the websites, visits, length of time, and online whereabouts of shoppers and deliver this data right into your CRM (or, gulp, to another tool). This type of information… 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.